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SDR Manager

San Francisco, CA

Who We Are

At Pave, we're building the industry’s leading compensation platform, combining the world's largest real-time compensation dataset with deep expertise in AI and machine learning. Our platform is perfecting the art and science of pay to give 8,500+ companies unparalleled confidence in every compensation decision.

Top tier companies like OpenAI, McDonald’s, Instacart, Atlassian, Synopsys, Stripe, Databricks, and Waymo use Pave, transforming every pay decision into a competitive advantage. $190+ billion in total compensation spend is managed in our workflows, and 58% of Forbes AI 50 use Pave to benchmark compensation.

The future of pay is real-time & predictive, and we’re making it happen right now. We’ve raised $160M in funding from leading investors like Andreessen Horowitz, Index Ventures, Y Combinator, Bessemer Venture Partners, and Craft Ventures.

The Revenue Org @ Pave

The Revenue pillar of Pave includes our Customer Success, Marketing, Partnerships, Revenue Operations, Sales, and Strategy teams. This community drives business growth and ensures every Pave client has an amazing experience.

As the market-facing engine of our compensation intelligence platform, the GTM pillar translates Pave's innovative solutions into tangible value for compensation leaders worldwide. Our customer success team ensures clients maximize ROI from our product suite, while marketing articulates how Pave transforms outdated compensation practices into strategic advantages. The partnerships team expands our ecosystem, integrating Pave seamlessly with HRIS and financial systems.

Revenue operations optimizes our selling motion across company sizes and industries, while our sales team helps compensation leaders understand how data-driven decisions can attract and retain talent. Through strategic planning and execution, this pillar doesn't just acquire customers - it builds a community of forward-thinking compensation professionals who champion pay transparency and equity in their organizations, further solidifying Pave's position as the industry's compensation intelligence leader

The SDR team @ Pave

The engine that fuels our growth by identifying and qualifying leads who will transform how their organizations approach compensation. This high-performing team focuses on building quality pipeline through strategic outbound prospecting and expert qualification of inbound leads. As a scrappy, data-driven team, we prioritize efficiency and results while maintaining the relationship-focused approach that sets Pave apart in the market.

What You'll Be Doing

  • Lead and develop a high-performing SDR team: Manage, coach, and mentor a team of Sales Development Representatives to consistently exceed qualified lead generation targets and meeting-to-opportunity conversion goals
  • Increase SDR productivity and performance: Implement structured coaching programs, conduct regular 1:1s and team meetings, and establish data-driven performance metrics to achieve a 25-30% improvement in qualified lead generation and a 15-20% increase in meeting-to-opportunity conversion rates
  • Build and refine sales development processes: Standardize prospecting methodologies, optimize lead response workflows improving lead response times by 50%, and establish clear handoff procedures between SDRs and Account Executives
  • Analyze and report on pipeline health: Establish and monitor data-driven team performance metrics that provide clear visibility into pipeline health and individual SDR contribution to overall revenue goals while providing strategic insights to leadership on market trends and competitive intelligence gathered from prospect interactions
  • Recruit and develop SDR talent: Partner with recruiting and HR teams to hire exceptional SDRs, design comprehensive onboarding programs, and create clear career progression paths that reduce turnover by 40% while promoting 2-3 high-performers to Account Executive/Account Manager roles annually
  • Collaborate cross-functionally: Work closely with Marketing, Revenue Operations, etc.  teams to align on messaging, optimize lead routing, and ensure seamless integration between marketing campaigns and outbound prospecting efforts
  • Foster a culture of continuous improvement: Establish feedback loops, implement A/B testing for outreach strategies, and maintain updated playbooks and training materials to ensure the team adapts quickly to changes

What You'll Bring

  • 5+ years of SDR management experience with a proven track record of leading teams that consistently meet or exceed quota in a fast-paced startup environment, preferably within high-growth SaaS or HR-tech environments
  • Strong background in sales development: Previous experience as an SDR, BDR, or Account Executive with deep understanding of prospecting methodologies, lead qualification frameworks and sales tools (Salesforce, Outreach, etc.)
  • People leadership and coaching expertise: Demonstrated ability to hire, onboard, and develop SDRs with proven experience in performance management, goal setting, and creating career development programs that drive retention
  • Data-driven / operational mindset: Experience using sales analytics and reporting tools to track KPIs, identify trends, and make strategic recommendations, and ability to analyze processes, identify inefficiencies and make process improvements
  • Comfortable navigating ambiguity, working autonomously, and driving initiatives forward in a fast-moving environment

Compensation, It's What We Do.

Salary is just one component of Pave's total compensation package for employees. Your total rewards package at Pave will include equity, top-notch medical, dental, and vision coverage, an unlimited PTO policy, and many other region-specific benefits. Your level is based on our assessment of your interview performance and experience, which you can always ask the hiring manager about to understand in more detail. This salary range may include multiple levels. 

Pave's salary range for this position

$109k (Base) + $51k (Variable) = $160k OTE

Life @ Pave 

Since being founded in 2019 Pave has grown globally. We’re based across our HQ in San Francisco’s FiDi neighborhood, Flatiron in NYC and regional hubs in Salt Lake City and the United Kingdom.  We embrace a high-energy, collaborative in-person work environment at these locations, operating on a hybrid schedule that brings teams together in-office on Mondays, Tuesdays, and Fridays. 

Benefits 

At Pave roles, responsibilities, and compensation grow as you do, reflecting our commitment to your professional development.

  • Comprehensive Medical, Dental and vision coverage for you and your family, with plenty of options to suit your needs 
  • Flexible PTO and the ability to work from anywhere in the world for a month 
  • Lunch & dinner stipends as well as fully stocked kitchens to fuel you
  • Quarterly education stipend to continuously grow
  • Robust parental leave to bond with your new family
  • A commuter stipend to help you collaborate in person 

Vision 

Our vision is to unlock a labor market built on trust.

Mission 

Our team's mission is to build confidence in every compensation decision.

Are you ready to help our clients make smarter, more effective compensation decisions?

 

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