Job Overview
We are looking for a high-energy, results-oriented, and hands-on Manager, Sales Development Representative (SDR) to build, scale, and lead a team of high-performing SDRs. This leader will establish the team, processes, and operating cadence required to translate Penguin’s AI Factory Platform positioning into high-quality conversations with enterprise and technical buying teams.
The SDR Manager will lead by example in creating qualified pipeline for Penguin’s AI data center memory and infrastructure business. This role is ideal for a proven leader who can build a scalable growth engine and develop the next generation of sales talent at Penguin Solutions.
Responsibilities
Team Leadership & Development: Recruit, train, and coach a team of SDRs committed to customer success, delivering results, and continuous learning and improvement.
Strategy & Execution: Design and execute multi-channel prospecting strategies to achieve pipeline goals across target segments while serving as an active player-coach.
Performance Management: Set and manage individual and team goals, track performance against key metrics and conversion rates, and provide regular coaching and feedback.
Process Optimization: Refine account- and persona-based prospecting, lead qualification criteria, and sales handoffs to ensure alignment with Account Executives and quality pipeline generation.
Marketing & Sales Alignment: Collaborate closely with Marketing and Sales leadership to ensure strategic alignment on campaigns, target accounts, messaging, and overall go-to-market strategy.
Reporting & Analytics: Report on SDR team performance, pipeline development, and market insights to Sales and Marketing leadership, using data to inform strategies and pursuits.
Enablement & Training: Manage and optimize SDR tools and processes, including CRM, ABM/intent platforms, outbound activity reviews, and account planning sessions, to maximize effectiveness.
Qualifications
Experience: 5+ years of B2B technology sales, sales development, business development, inside sales, or related experience, including 2+ years managing SDRs or similar frontline sales teams.
Knowledge: Demonstrated success prospecting or selling into enterprise technology markets; familiarity with data center AI infrastructure and memory solutions is strongly preferred.
Coaching: Proven ability to develop and mentor an SDR team in achieving and exceeding goals with a player-coach style that values transparency, accountability, and recognition.
Mindset: Data-driven strategic thinker who can build and execute a plan, adapt to a fast-paced market, and drive lead conversion, opportunity quality, and pipeline generation.
Communication: Exceptional communication, interpersonal, and executive-presence skills, with the ability to collaborate with Sales, Marketing, Solutions Architects, Operations, and senior executives.
Tech-Savvy: Hands-on proficiency with Salesforce, sales engagement and intelligence tools, and customer ABM/intent technology and platforms.
Location
This is a hybrid role in Durham, North Carolina. The hybrid schedule is 3x per week onsite.
Travel
Travel requirements to be determined based on business needs.
Compensation & Benefits
The base pay range that the Company reasonably expects to pay for this position in the United States is $108,000 - $136,000; the pay ultimately offered may vary based on business considerations, including job-related knowledge, skills, experience, and education. The position is bonus-eligible, and there are medical, dental, and vision benefits available. There is a 401k saving plan and other benefits, such as Paid Time Off, Life Insurance, and an Employee Assistance Plan.
Inclusion & Belonging Statement
We are committed to creating an inclusive environment that embraces differences and fosters belonging for all.
Equal Opportunity Statement
We are an Affirmative Action/Equal Opportunity Employer and strongly committed to all policies which will afford equal opportunity employment to all qualified persons without regard to age, national origin, race, ethnicity, creed, gender, disability, veteran status, or any other characteristic protected by law.
Nearest Major Market: Durham
Nearest Secondary Market: Raleigh
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