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Exa is building a search engine for the AI era, having raised a $250M Series C (led by a16z, with Benchmark, Lightspeed, and YC) that values the company at $2.2 billion. The Search API powers AI agents, Fortune 500 companies, and AI labs, disrupting an industry unchanged since the 1990s. The company is ~100 people, largely SF-based but now scaling a go-to-market team in New York.
You will lead and scale Exa's New York sales development team as SDR Manager, reporting to the Head of Business Development. This is a founding team role for the NYC office.
Key responsibilities:
- Own day-to-day team management, coaching, and development of the SDR team
- Refine and uplevel outbound account targeting, messaging, and multi-channel sequencing (call, email, LinkedIn) in partnership with leadership to drive quality pipeline across growth and enterprise segments
- Own hiring, onboarding, and ramp for the New York SDR team
- Develop a winning team culture for the NYC SDR team
- Drive quality and volume of pipeline for Account Executives
You'll work in a high-agency, low-ego environment united by the belief this is one of the last problems worth getting right. The role requires hands-on leadership and a genuine passion for AI.
REQUIREMENTS:
- 4+ years of experience in SaaS sales or business development, including 1–2+ years directly managing an SDR or BDR team, ideally at a high-growth startup
- Track record of your team hitting or exceeding pipeline targets
- Experience hiring, coaching, and building top-performing outbound SDR teams
- Experience managing both inbound and outbound motions
- Familiarity with core GTM tech stack: Salesforce, Amplemarket, Gong, LinkedIn Sales Navigator, Centralize
- Successful track record of hands-on coaching and developing SDRs into Account Executives
- Experience scaling a team through Series B/C growth stage
- A point of view on how AI changes sales development, backed by something you've actually built, automated, or changed—not just familiarity with AI tools
