SDR Manager

Who we are

We're a leading, global security authority that's disrupting our own category. Our encryption is trusted by the major ecommerce brands, the world's largest companies, the major cloud providers, entire country financial systems, entire internets of things and even down to the little things like surgically embedded pacemakers. We help companies put trust - an abstract idea - to work. That's digital trust for the real world.

Job summary

We're looking for an SDR Manager to lead a high-performing Sales Development team within DigiCert's Commercial Sales organization. Although part of Commercial Sales, this team operates as a separate, dedicated function focused exclusively on generating pipeline for Valimail. This leader will manage a global team of SDRs supporting Valimail demand generation initiatives while maintaining alignment with DigiCert's overarching sales development standards.

This is a people-management role that reports directly to the Director of Sales and will partner closely with both the Commercial Sales organization and Valimail stakeholders to ensure high-quality pipeline creation and consistent execution.

What you will do

• Build, lead, and develop a high-performing SDR team dedicated to generating pipeline for Valimail across global markets
• Recruit, onboard, train, and coach SDRs while fostering a strong performance culture and clear development pathways
• Own global pipeline generation targets for the Valimail business and be accountable for meeting or exceeding quarterly SDR-sourced goals
• Define and manage key performance metrics, including: Conversion rates (MQL – SAL – SQL – Opportunity); Team productivity metrics (calls, emails, meetings booked); Activity quality and funnel efficiency
• Develop a data-driven, predictable pipeline framework with KPIs, onboarding programs, coaching frameworks, and performance dashboards
• Establish and maintain a high-performance, inclusive team culture through regular coaching, feedback sessions, and career development planning
• Own and optimize the SDR tech stack and processes in partnership with Revenue Operations to support Valimail-focused workflows
• Stay current with industry trends and SDR best practices, including new tools, methodologies, and prospecting approaches
• Maintain clear operating rhythms that support seamless coordination between the SDR team, Commercial Sales, Valimail leadership, Marketing, and cross-functional partners
• Collaborate closely with Commercial Sales and Valimail GTM stakeholders to ensure alignment on qualification criteria, account strategy, and engagement prioritization
• Provide accurate weekly forecasts and reporting on SDR performance, pipeline progress, and areas for improvement
• Support capacity planning and SDR compensation recommendations for the Valimail-dedicated team
• Continuously refine processes to improve productivity, throughput, and pipeline conversion

What you will have

• 10+ years of experience in Sales, Sales Development, or Inside Sales management, preferably in high-technology products or services
• Experience building and scaling SDR or Business Development teams, including operational frameworks, KPIs, and compensation structures
• Prior experience leading multi-regional SDR teams preferred
• Cybersecurity or SaaS experience strongly preferred
• Strong data-driven mindset with expertise in forecasting and pipeline management
• Proficiency with and modern SDR tools (sequencing, analytics, call coaching, data enrichment, etc.)
• Demonstrated ability to manage stakeholders across Sales, Marketing, RevOps, and external partners (such as Valimail)
• Ability to operate independently with an entrepreneurial, solutions-oriented approach
• Excellent presentation, communication, coaching, and negotiation skills

Benefits

• Uncapped Commission
• Achievers club awards & Incentives
• Provident Fund
• Medical Aid + Gap Cover
• Employee Assistance Program
• Education Support Program
• Gym Reimbursement
• Life Insurance
• Disability Insurance