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Manager, Sales Development

San Francisco, California

What we do

Ascend is transforming the $10T global insurance industry by combining AI automation with embedded fintech. While insurance makes up 7.2% of global GDP, outdated financial infrastructure—PDFs, emails, and manual reconciliation—slows the industry down. Ascend is the first and market-leading finance automation platform built specifically for insurance, driving its rapid digital transformation.

In just three years, we’ve:

  • Trusted by 1000s of insurance businesses nationwide
  • Processed billions in transactions annually, growing 200%+ per year.
  • Built a world-class team of 50+ people in our San Francisco and Columbus offices.

How we do it

Ascend automates the entire insurance financial lifecycle—from collections and accounting to reconciliations and disbursements—helping businesses streamline operations and increase profitability.

In the AI era, software alone is no longer enough. For decades, software costs have declined, and with AI, they are now in free fall. As both software buyers and builders, we fully embrace this shift—it makes technology more powerful and accessible. However, businesses must also maximize monetization, and the future belongs to those that embed themselves into financial flows rather than simply selling SaaS.

That’s why AI + fintech is our edge—seamlessly integrating financial automation into transactions to create real, lasting value. Customers don’t just buy software; they unlock powerful financial efficiencies with a 5-7x ROI.

Why we do it

Insurance is a $10T+ industry running on legacy systems. AI alone won’t fix it, but AI-powered automation embedded into payments and transactions will.

Ascend’s mission is to become the leading financial automation platform for insurance by 2030—powering the entire industry’s financial operations while transforming the way trillions of dollars move.

Your Role

At Ascend, Sales Development is a core GTM function–critical for generating pipeline and developing future sales talent. As we scale across segments and products, we’re hiring a thoughtful, hands-on SDR Manager to lead the team day-to-day: coaching reps, building structure, and helping the team consistently hit pipeline targets and grow their careers.

If you’ve struggled through cold calls, figured out what works, and helped others do the same–this is your chance to lead a high-performing SDR team and fast-track your career inside a high-velocity GTM org.

Responsibilities will include:

  • Being a player-coach: Lead from the front, jump on the phones when needed, and guide reps on cold call strategy and execution
  • Coaching and developing: Run 1:1s, identify skill gaps, deliver actionable feedback, lead trainings, and help the team improve week over week
  • Owning performance: Drive pipeline generation with clear input/output expectations by segment
  • Refining process: Build and scale outbound workflows, cadences, and handoffs in close partnership with Marketing and the broader GTM org
  • Growing the team: Hire, ramp, and retain SDRs while fostering a strong, motivated (and fun) team culture.
  • Collaborating cross-functionally: Work with Marketing on campaigns, events, and messaging, and with Sales on conversion and feedback loops

Objective #1: In your first 30 days, you will:

  • Ramp quickly on Ascend’s market, messaging, and GTM structure
  • Shadow reps, review cold calls, and understand current outbound workflows by segment
  • Run 1:1s with every SDR to assess skill gaps, habits, and goals
  • Begin live coaching and delivering feedback on calls, emails, and process execution
  • Sync with Sales, Marketing, and RevOps to understand key handoffs and performance levers

Objective #2: In your first 60 days, you will:

  • Set clear activity and pipeline expectations by role and segment
  • Implement weekly 1:1s, call reviews, and team-level coaching cadences
  • Launch one initiative to improve outbound results (e.g., cadence rebuild, new call review formats)
  • Begin hiring or onboarding pipeline for future SDRs as needed
  • Partner with Marketing and AEs to align on messaging, campaigns, and follow-up

Objective #3: In your first 90 days, and beyond, you will:

  • Fully own SDR team performance and pipeline creation across segments
  • Use data to identify coaching opportunities and close conversion gaps
  • Track results of outbound initiative and drive iteration across the team
  • Strengthen SDR <> AE <> Marketing feedback loops to improve conversion
  • Build a strong team culture focused on learning, performance, and progression

You might be a good fit if you are/have:

  • 2+ years in an SDR organization and 6+ months in SDR leadership
  • Cold calling expertise–you’ve done it, coached it, and can jump in when needed
  • Track record of coaching, training, and mentoring SDRs
  • Experience executing multi-channel outbound (calls, email, linkedin, on-sites, direct mail)
  • Proficiency in core SDR tech stack: Salesforce, Outreach, LI SalesNav, Apollo, Glyphic
  • Background in high-growth SaaS a plus; comfortable with change and velocity
  • Strong communicator with the presence to work directly with founders and GTM leadership

Compensation: $150k - $170k OTE (70/30 split)

Benefits

  • Competitive base salary and meaningful equity in a fast-growing company

  • 100% health premiums covered for you and your dependents

  • 401k with employer matching options

  • Unlimited PTO

  • Monthly company-paid commuter benefit options, and fitness stipends

  • Parental and family leave

  • Lunch provided when in office

  • Company outings and off-sites

  • Dog-friendly office!

Join Ascend and be part of our mission to revolutionize the insurance industry and contribute to global financial modernization. Your leadership can make a significant impact on improving the $1T+ insurance industry.

Equal Opportunity

We are committed to equal opportunity employment and embrace diversity within our organization. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

We encourage candidates to apply even if their experience doesn't precisely match this opportunity. We value diversity and are dedicated to equal opportunity employment.

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