About this jobThe Manager Sales Development will lead NielsenIQ’ s Sales Development Representative (SDR) team within our SMB organization. This player-coach role is accountable for building and converting pipeline by developing a high-performing team, elevating outbound and inbound qualification practices, and partnering closely with Sales, Marketing, and Revenue Operations to drive consistent, high-quality opportunity creation.ResponsibilitiesLead, coach, and hold accountability for the daily activities and results of a team of Sales Development Representatives (SDRs), ensuring achievement of individual and team performance targetsServe as a player-coach and mentor on best-practice qualification, multi-channel prospecting, discovery, objection handling, and effective use of sales technologyMonitor reporting and dashboards to assess individual and team performance, identify bottlenecks, and implement improvements that increase conversion rates, pipeline contribution, and lead qualityDevelop messaging, playbooks, and enablement materials that support persona-based outreach, consistent talk tracks, and stronger meeting-to-opportunity conversionOversee timely response and qualification of inbound inquiries, ensuring appropriate routing and clean handoffs to Sales based on readiness and fitSupport marketing-sponsored virtual and in-person events, including pre-event outreach to drive attendance and post-event follow-up to engage and qualify prospectsEstablish and reinforce a daily, weekly, and monthly operating rhythm that maximizes prospecting efficiency (account research, prioritization, pre-call planning, and personalized outreach across key channels)Track and drive attainment of key activity and outcome metrics (calls, emails, social touches, meetings set, meeting-to-opportunity conversion), and course-correct quickly when performance trends changeEnsure consistent CRM hygiene and SLA adherence by maintaining accurate records of lead status, outreach activity, and disposition in accordance with lead management processesPartner with aligned Sales stakeholders to ensure lead quality, strengthen handoffs, and nurture high-potential leads through opportunity creation and pipeline progressionAnalyze performance by vertical/segment and refine targeting, messaging, and plays to improve conversion and pipeline contributionCollaborate with Sales, Marketing, and Revenue Operations on campaigns and process improvements that increase pipeline creation and team efficiencyProvide ongoing skills development through call reviews, live coaching, and targeted training that strengthens product knowledge, talk tracks, and career progression for SDRsA little bit about youProfessionalism, enthusiasm, and strong communication are critical for success in this role. The ideal candidate is an energized, hands-on leader who thrives in a fast-paced environment, enjoys developing people, and builds strong partnerships with Sales and cross-functional stakeholders.