Senior SDR Manager

Role: Senior SDR Manager

Function: Sales Development / Revenue

Location: Gurugram (U.S. shift timings)

Type: Full-time

Industry: AI, Medical SaaS, Dental

About Company

The company builds AI-powered SaaS for the U.S. dental market.

Its all-in-one platform unifies analytics, scheduling, communications, payments, and marketing automation. Thousands of dental practices rely on it daily to grow revenue and improve patient experience.

The team is 88 people strong, mission-driven, and moves fast. Founded in 2015 by a practicing dentist, a data strategist, and a PhD technologist who combined clinical, business, and tech expertise to solve real operational problems in dentistry.

Position Overview

This is a founding leadership role responsible for building the company's first in-house outbound sales development engine from the ground up. You will design the infrastructure, tooling, and playbooks before hiring and ramping a pod of 4–5 SDRs who book qualified demos for the Account Executive team. Operating as a player-coach early on, you will carry outreach yourself while establishing the systems, KPIs, and operating rhythm the team will run on. You report directly to the Marketing Director and own the full SDR funnel—from ICP definition to closed-won attribution.

Role & Responsibilities

• Define ICP and target segments; build initial account lists and configure HubSpot pipeline, properties, dispositions, and sequences from scratch.
• Stand up the full outbound stack — dialer, email, and LinkedIn/Facebook outreach tools and data sources — and author scripts, cadences, and objection playbooks.
• Design the SDR operating model: KPI targets, weekly R/Y/G scorecard, comp plan, SQL definition, and AE handoff SLA.
• Recruit, onboard, certify, and ramp 4–5 SDRs against a phased 90-day plan with structured ramp windows before full quota accountability.
• Run the team's operating rhythm: daily standups, weekly pipeline reviews, coaching 1:1s, and call-review/objection clinics.
• Own funnel metrics end-to-end — connect rate, pitch-to-demo conversion, show rate, pipeline coverage — and maintain HubSpot as the single source of truth via weekly hygiene audits.
• Drive SDR-sourced pipeline and demos-held targets; report performance against sales targets to the Marketing Director.

Must Have Criteria

• 5+ years in sales development roles, with 2+ years directly managing or leading SDR teams.
• Proven track record building or scaling an outbound SDR function from early stage — not inheriting a mature team.
• Experience selling into the U.S. market from an offshore or India-based team operating on U.S. shift timings.
• B2B SaaS background with hands-on outbound execution (cold calling, email sequencing, multi-channel cadences).
• HubSpot CRM fluency — pipeline configuration, sequence management, reporting, and hygiene workflows.
• Demonstrated ability to design SDR comp plans, scorecards, and SQL/AE handoff frameworks.
• Hiring experience: sourced, interviewed, and onboarded SDR-level talent independently.

Nice to Have

• Experience selling into dental, healthcare, or practice-management software verticals.
• Multi-channel outbound at scale — phone, email, and LinkedIn/social running simultaneously.
• Familiarity with outbound data tools (e.g., Apollo, ZoomInfo, Clay) and dialer platforms (e.g., Aircall, JustCall).
• Experience reporting SDR metrics into a marketing-led GTM structure rather than a sales-led one.

What We Offer

• Founding mandate — full ownership to build the company's outbound engine with no inherited debt or legacy process.
• Direct line to the Marketing Director with visibility into GTM strategy and product roadmap.
• Opportunity to grow the team and the function as the company scales its U.S. market presence.
• High-autonomy environment with real accountability — your work shows up in revenue, not slide decks.