About the role
About Delinea: Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com , LinkedIn , X , and YouTube . Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you. Apply today to help us achieve our mission. Manager, Sales Development Representative Position Summary The Manager, Sales Development Representatives will work collaboratively with our Quota Carrying Reps (QCRs) while acting as a player / coach to the Sales Development Representatives (SDRs). He or she will establish best practices, playbooks and KPIs to increase efficiencies and improve lead generation processes and systems. This role is expected to contribute significantly to our pipeline generation efforts. In addition, they are comfortable wearing multiple hats in a highly dynamic environment. This is an excellent opportunity for a motivated individual to take on new responsibility and continue to hone their skill set. While not expected, the successful Team Lead will maintain the opportunity to progress to the Account Executive role within the company. What You’ll Do: Provide on-boarding and on-the-job coaching (including call monitoring as required) to new and existing Sales Development Representatives (SDRs) responsible for inbound and outbound lead generation engagements Develop and maintain a sales development playbook with processes and best practices such as sales sequence, sales pitches, call scripts, email templates and qualification tactics to ensure SDR efficiency and consistent conveyance of our current messaging Motivate and aid the SDR team to achieve collective and individual goals Partner with Manager of Sales Development and HR in SDR recruitment activities Coordinate cross-functionally with Sales Enablement and Learning on continued development of certifications, e-learning modules, and quarterly instruction sessions on direct sales activities including discovery, demo, pricing, compete, and closing techniques What You’ll Bring: Bachelor’s degree from an accredited university OR entry level to 2 years work experience in related field (Prior SDR experience in IT, SaaS space is a plus) Demonstrated ability to communicate effectively and persuasively via phone and email. Comfort level with heavy phone work to pitch the Delinea solutions. Organized, and goal oriented. You like to roll up your sleeves Technologically savvy and quick to learn new concepts. A high-energy go-getter with a "can do" attitude who can collaborate with colleagues