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Sales Development Manager

Scottsdale, AZ
📍 Location: Old Town Scottsdale, AZ (In-Office Only – Remote Work Not Allowed)
💼 Type: Full-time
💰 Compensation: Competitive salary + premium benefits
 
At Files.com, Sales Development leadership isn’t about dashboards or reports. It’s about mastery of coaching — and building a team of SDRs who can confidently engage some of the biggest brands in the world.
 
This is a role where you stay close to the work: listening to calls, reviewing conversations, role-playing discovery techniques, and giving feedback that sticks. You’re not supervising activity — you’re shaping talent. Your SDRs won’t grind through random cold calls; they’ll engage warm inbound leads from Fortune 500s, global enterprises, and high-growth companies where secure file transfer and automation are mission-critical.
 
Unlike other SDR leadership roles, this isn’t a rescue mission. Our inbound engine already hums, our frameworks are proven, and our product is rock-solid — backed by an engineering team that ships fixes in days, not quarters. That means you and your team sell boldly, without apologies.
 
Here, your success isn’t measured by reports — it’s measured by the enterprise sellers you build, the pipeline you generate, and the confidence your team carries into every conversation. You’ll be surrounded by sharp, ambitious SDRs and peers who thrive in a high-performance culture. And you’ll walk away with career-defining leadership experience that sets you up for Director and VP roles down the road.
 
This is hands-on leadership. It’s coaching as craft. And it’s your chance to make an outsized impact — both on your team and on a profitable SaaS company powering 4,000+ global brands.

Who We Are

We’re Files.com, a profitable, founder-led SaaS company powering secure file transfer and automation for 4,000+ brands you know: Marc Jacobs, GrubHub, Michelin, Hot Topic, Stamps.com, Planet Fitness, KFC, and more.
 
We’ve built a $35M+ business with just 70 people by hiring smart, disciplined, and high-output teammates who act fast and own outcomes. Backed by $46.5M from Riverwood Capital, we’re scaling intentionally — and this role is a critical piece of that growth.
 
Our Scottsdale office sits in the heart of Old Town: a bright, modern space with huge windows ☀️, craft coffee ☕️, free drinks, and free catered breakfast every day 🍳🥓. Step outside and you’re surrounded by some of the best lunch and happy hour spots in Arizona. Twice a year, we bring the whole team together for energizing off-sites in cities like Austin, Nashville, and Miami.
 
Twice a year, we bring the whole team together for energizing off-sites in cities like Austin, Nashville, and Miami.

What You’ll Actually Do

This isn’t a desk-and-reports role. As Sales Development Manager, your days will be spent in the trenches with your team, making them sharper every week.
  • Coach & Develop Talent: Work 1:1 and in group sessions with your SDRs (pods of 3–6), teaching qualification skills, consultative discovery, and how to engage executives with confidence.
  • Own Pipeline Productivity: Ensure SDRs consistently hit and exceed activity and conversion targets — and treat their performance like your personal responsibility.
  • Diagnose & Intervene: Spot underperformance fast, identify root causes, and design tactical fixes that get results.
  • Enforce Discipline: Hold the line on CRM accuracy, pipeline hygiene, and qualification standards — knowing top-of-funnel quality drives the entire sales cycle.
  • Lead From the Trenches: Stay embedded in SDR workflows — listening to calls, jumping into chats, and understanding daily motivators and blockers.
  • Deliver Quality Handoffs: Ensure every AE conversation begins with a well-prepared, high-value opportunity.

Why This Role Is Different

  • You’ll Lead Enterprise-Grade Conversations From Day One: Your team doesn’t cold call random lists. They connect with warm inbound leads at household-name companies, setting the tone for multi-stakeholder, enterprise-level deals.
  • You’ll Build Sellers, Not Script-Readers: At many companies, SDR managers supervise call counts. Here, you develop future AEs — sharpening strategy, consultative skills, and the ability to qualify and expand deals.
  • You’ll Master the Coaching Craft: This role is about precision coaching — diagnosing skill gaps, role-playing fixes, and raising performance. Few sales leadership roles sharpen your ability to teach and multiply talent like this one.
  • You’ll Sell With Confidence, Backed by Engineering: No more apologizing for “known issues.” Our engineering team ships fixes in days, not quarters. When your SDRs set up conversations, they do so knowing promises will be delivered.
  • You’ll Scale What Works, Not Fix What’s Broken: With a strong inbound engine already in place, your focus is on scaling and elevating, not rescuing. You’ll be driving growth, not triaging chaos.
  • Career-Defining Leadership Experience: Leading SDRs at Files.com gives you exposure to enterprise sales leadership at the highest level — preparing you for Director and VP roles here or anywhere in SaaS.

What Success Looks Like

  • Your SDRs level up fast. Within weeks, new reps are sharper in discovery, more confident with executives, and more disciplined in qualification because of your coaching.
  • Pipeline is consistent and high quality. AEs trust that meetings passed from your team are well-prepared, high-value, and worth their time.
  • Performance issues don’t linger. You spot problems early, intervene quickly, and coach reps into measurable improvement.
  • CRM hygiene is airtight. Data is accurate, pipelines are clean, and forecasts are reliable because you enforce discipline daily.
  • The team sells with confidence. Your SDRs engage Fortune 500s, global brands, and high-growth companies with poise — never apologizing for “known issues,” always backed by engineering and product.
  • You’re building future AEs. The SDRs who come through your leadership don’t just hit activity metrics — they graduate into consultative enterprise sellers ready for AE roles.

Who Thrives in This Role

✅ You see yourself as a coach and builder of talent, not just a supervisor
✅ You thrive on giving direct, actionable feedback that drives results
✅ You enjoy being embedded in daily workflows, not watching from a distance
✅ You hold high standards for urgency, discipline, and performance
✅ You’re motivated by helping ambitious SDRs become world-class AEs

Where This Role Can Take You (Growth Path)

We don’t hire Sales Development Managers to keep the lights on. We hire them to multiply excellence — and that trajectory accelerates your own career.
 
Perform here and you’ll build a track record of developing enterprise sellers, generating high-quality pipeline, and scaling a function that directly drives revenue growth. That experience sets you up for:
  • New Logo Sales Manager – lead Account Executives closing multi-stakeholder, enterprise-level deals with Fortune 500s and global brands.
  • Renewal Sales Manager – guide Account Managers through high-stakes renewal and expansion cycles, ensuring retention and long-term growth across our enterprise customer base.
The coaching skills, operational rigor, and enterprise exposure you’ll sharpen in this role compound over time. Whether you grow here at Files.com or beyond, you’ll leave with leadership experience that accelerates your career at the highest levels of SaaS sales.

Perks & Benefits

🩺 100% Paid Health, Dental & Vision (75% for family)
💸 401(k) with 4% Company Match
📈 Equity Grants for Every Employee
🍼 Paid Parental Leave
🌴 20 PTO Days + 11 Holidays + Full Company Winter Break
💰 $1,000 Signing Bonus + Modern Apple Laptop + Anniversary Gifts
🍳 Free catered breakfast every day in our Scottsdale office
✈️ Team Travel to NYC, Austin, Nashville, Miami, and more
 
Bottom Line: This is not a clipboard manager role. It’s a career-defining leadership opportunity where you’ll coach ambitious SDRs, sharpen your own leadership craft, and fuel the growth of one of the most profitable SaaS companies in the industry — all from our Scottsdale HQ.

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