SDR Manager (Sales Development Manager)

SDR Manager (Sales Development Manager)

Location: Dublin, Ireland (flex or full-time in-office)

This is a role built for growth. You'll start by leading our Inbound Success Coach (ISC) team, then expand into full SDR manager responsibilities as we integrate the SDR motion into the ISC function, taking ownership of the operating system that turns inbound demand into qualified pipeline.

ISC Manager

You'll work closely with Sales leadership to build a team of elite ISCs who drive revenue through their interactions with prospective customers on our website and within our product. You'll get to:

• Lead, build, and maintain a culture of top-performing team players
• Build a healthy, long-term talent pipeline for various teams within HubSpot
• Partner with Recruiting to source and hire top-quality talent for a constantly evolving team
• Effective global stakeholder relationships with our cross-departmental stakeholder leadership teams (Conversational Marketing, Product & Sales).
• Build and train a team that wins and exceeds key performance metrics such as booked meeting rate, deal conversion, and pipeline contribution
• Exude passion for serving prospective customers while helping HubSpotters be the best they can be

SDR Manager

As the team transitions into the SDR motion, your scope expands to owning how Inbound signals become Pipeline. You'll get to:

• Design, operate, and continuously improve the system that converts high volumes of inbound signals into qualified opportunities
• Impact Pipeline through weekly pacing reviews, pipeline inspection, call review and QA loops, activity inspection, and conversion analysis across funnel stages, ensuring the system consistently produces qualified opportunities at scale.
• Manage a high-volume environment, where each rep handles hundreds of inbound signals per month. You'll monitor response speed, activity consistency, meeting quality, and conversion rates, balancing speed against signal accuracy.
• Improve the funnel over time, partnering with Sales Operations, Marketing, and Sales leadership on lead routing logic, qualification standards, automation adoption, and funnel conversion — treating the funnel as a system that evolves every quarter.

Throughout both phases, you'll:

• Be process-oriented but flexible enough to know when a process needs to evolve
• Demonstrate extraordinary organization and time management skills
• Develop deep fluency in HubSpot's own product, both as a seller and as a customer-facing tool
• Demonstrate good judgment, decision-making, and analytical skills
• Develop strong change management and adaptability skills

We're looking for people who have:

• Fluency in English is mandatory; an additional language is a distinct advantage (especially German)
• Prior sales experience as a BDR/AE
• Proven management experience in sales - interim management, Team Lead, Coach/Mentor
• Experience in a SaaS/Software industry
• Coaching & Talent Development — You enjoy developing early-career talent. You can diagnose performance gaps, give actionable feedback, and help reps improve qualification judgment, discovery skills, and conversion performance. Great managers improve the middle of the team, not just the top performers.
• Funnel Diagnostics & Business Acumen — You understand how pipeline is created and where value is lost. You enjoy analyzing conversion metrics, identifying bottlenecks, and improving how demand moves through the funnel. You connect team activity to pipeline, customer value, and revenue outcomes.
• Operational Accountability — You hold yourself and your team to a high standard. You believe consistent inspection drives improvement, and you use metrics, coaching, and operating rhythms to create predictable outcomes.
• AI & Systems Fluency — You're curious about AI and automation and understand how technology can improve team productivity, prioritization, coaching, and decision-making, while maintaining strong human judgment.
• Adaptability & Resiliency — You operate effectively in fast-moving environments where processes, tools, and priorities evolve. You stay focused on outcomes and help your team navigate change with confidence.