Sales Development Manager

At Nirmata, our mission is to accelerate adoption of cloud native technologies for enterprises. We believe that software can radically transform the world and are building a solution to help enterprises deliver and operate mission critical software at scale. Nirmata is an enterprise-grade multi-cloud Kubernetes platform.

Build the Future of Cloud-Native with Nirmata. Want to be at the forefront of driving growth for technology that's shaping the future of how businesses operate? At Nirmata, you'll be essential in connecting enterprises with the solutions they need to manage and scale their Kubernetes deployments with ease. Join our team of passionate sales professionals and make a real impact on how the world uses cloud technology.

About the Role:

Nirmata is seeking a highly skilled and motivated founding Sales Development Manager to build our sales development function from the ground up. This role is a unique blend of strategic building and hands-on execution, ideal for a leader who is eager to create the playbook that will fuel our company’s growth.

This position is designed to evolve. In the initial phase, you will be hands-on, personally driving our inbound and outbound pipeline and proving the effectiveness of the strategies you develop. As you validate the playbook, the role will progressively transition into a full-time leadership position, where your primary focus will be on hiring, training, and coaching a world-class SDR team. This is a critical, high-visibility opportunity to build a core part of our go-to-market engine.

Responsibilities:

• Design, document, and implement the complete inbound and outbound sales development playbook from the ground up, including process, messaging, and KPIs.
• Act as our primary, hands-on SDR in the initial phase, personally generating pipeline by responding to inbound inquiries and executing outbound prospecting campaigns to validate the playbook.
• Develop a scalable, long-term strategy for hiring, training, and coaching a high-performing SDR organization.
• Partner closely with Marketing to align on campaign strategy and ensure a seamless follow-up process for all marketing-generated leads.
• Collaborate with the Account Executive team to define a qualified opportunity, ensure a smooth lead handoff, and gather feedback to refine prospecting efforts.
• Establish and manage the foundational sales tech stack and reporting dashboards to track all activities and performance metrics.
• As the playbook is validated, execute on the hiring plan to recruit, onboard, and manage the founding members of the SDR team, fostering a culture of success and continuous improvement.

Qualifications:

• Bachelor’s degree in Business, Marketing, or a related field.
• 4-6+ years of experience in enterprise software sales (SaaS, B2B), with a proven track record of success as a top-performing SDR, Team Lead, or SDR Manager.
• Direct experience building an SDR playbook (inbound/outbound processes, messaging, cadences) from scratch is highly preferred.
• Proven experience hiring, onboarding, and training sales development talent.
• Hands-on expertise with CRM and sales engagement platforms (e.g., Salesforce, Outreach, SalesLoft, HubSpot).
• Demonstrated ability to work cross-functionally, especially with Marketing and Sales leadership, to create cohesive go-to-market campaigns.
• A "player-coach" mentality: eager to roll up your sleeves and lead by example, while also thinking strategically about future team growth.
• Experience in the Cloud Native, DevOps, or Kubernetes space is a significant plus.

Benefits: Comprehensive health coverage including medical, dental, and vision; Equity awards; Flexible time off.

Join Nirmata and be part of a high-impact, fast-paced team shaping the future of cloud-native policy management. If you are a strategic builder, driven to create and execute in a startup environment, we look forward to your application!

ABOUT NIRMATA

Nirmata empowers organizations to innovate rapidly without compromising security or compliance. With Gartner forecasting that 99% of cloud security failures will result from misconfigurations by 2027, Nirmata's policy-as-code platform offers a proactive solution. Nirmata's highly customizable policies seamlessly integrate with your cloud-native environments, ensuring robust governance and security at scale. Trusted by top financial institutions and global enterprises—and with over 3.2 billion downloads of Kyverno, Nirmata's open source policy engine —Kyverno simplifies compliance, mitigates risk, and accelerates the enterprise journey to secure innovation.

Nirmata’s success is built on the diverse contributions of its employees. We're committed to an inclusive workplace where everyone's perspective is valued, and we do not discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, marital, veteran, or disability status. All application information will be kept confidential in accordance with EEO guidelines.

Nirmata uses E-Verify for US-based roles, confirming work authorization after a job offer is accepted and the I-9 is completed. If E-Verify can't confirm authorization, we'll provide instructions on contacting DHS or SSA before any action is taken. See the Notice of Right to Work for details.

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