Senior SDR Manager
Senior SDR Manager
Reports to: Marketing Director
Team: Founding SDR pod — you hire and lead 4–5 SDRs
Location: Gurugram, India
Type: Full-time · Player-coach
Work Timing: USA based shift timing
About Practice by Numbers
Practice by Numbers (PbN) is a dental practice growth platform. We help dental practices turn their data into action — combining analytics, patient communications, and AI-powered tools that work alongside the systems practices already run on, including Dentrix, Dentrix Ascend, Eaglesoft, and Open Dental.
The Role
We’re building our outbound sales development engine in-house, and you’ll build it from the ground up. This is a founding leadership role: first you stand up the system — process, tooling, lists, scripts, and targets — then you hire, ramp, and coach a pod of 4–5 SDRs who book qualified demos for our Account Executive team. Expect to be a player-coach early: carrying outreach and building pipeline yourself while you put the foundation in place.
The program is deliberately sequenced — process and infrastructure first, people second — and reps are given a real ramp window to build pipeline before they’re held to full delivery. You’ll own that plan end to end and report into the Marketing Director.
What You’ll Do
- Stand up the program. Define the ICP and segments, build the first target-account lists, and set up HubSpot — pipeline, properties, dispositions, and sequences.
- Build the toolkit. Stand up the dialer, email, and Facebook/LinkedIn outreach stack and data sources; write the scripts, cadences, and objection playbook.
- Design the operating model. Set KPI targets and the weekly R/Y/G scorecard, design the comp plan, and agree the AE handoff SLA and qualification (SQL) definition.
- Hire and ramp the team. Recruit, onboard, certify, and ramp 4–5 SDRs against a phased plan.
- Run the rhythm. Lead daily standups, weekly pipeline reviews, coaching 1:1s, and call reviews / objection clinics.
- Own the numbers. Drive activity and conversion across the funnel; keep HubSpot the single source of truth with a weekly hygiene audit.
- Manage performance. Use the traffic-light framework to coach, recognize, and address performance fairly and on the numbers.
- Partner across the org. Work with Marketing on lists, content, and messaging, and with AEs on qualification and win/loss.
- Report up. Deliver a daily activity digest, a weekly scorecard, and a monthly business review to the Marketing Director.
What Success Looks Like (First 90 Days)
Timeframe
Focus
What “done” looks like
Weeks 1–3 (Foundation & infrastructure): Tech stack live; ICP & lists loaded; sequences tested; scripts & comp approved; AE handoff SLA agreed
Weeks 4–6 (Hire & onboard): 4–5 SDRs hired, onboarded, and certified; first supervised dials live
Weeks 7–10 (Ramp & pipeline build): Reps hitting activity minimums; pipeline building; first demos held
What You’ll Need
- 5+ years in sales development, including 2+ years managing or leading SDRs.
- Experience selling into the US market.
- B2B SaaS background; healthcare or dental experience is a strong plus.
- Track record building or scaling an outbound team from an early stage — comfortable as a player-coach at the start.
- HubSpot fluency; data-driven, and you run a team from the scorecard.
- Strong coaching, hiring, and communication skills.
Bonus Points
- Dental / healthcare or practice-software experience.
- Multi-channel outbound (phone + email + social) at scale.
- Experience designing SDR comp plans and scorecards.
The KPIs You’ll Own
Total demos held by the team, SDR-sourced pipeline and closed-won, cost per demo / per opportunity, funnel conversion (connect rate, pitch-to-demo, show rate), and pipeline coverage against the sales target.