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Salary: USD 180,000 - 240,000 / annual
Granola is an AI-powered workspace and second brain tool that helps teams think and work better. Originally built as an AI notepad for meetings, it has evolved into a shared team workspace used by leading companies like Vercel, Cursor, Lovable, and Decagon. The company is expanding its North American go-to-market efforts from its London headquarters with a new San Francisco office.
In this hands-on management role, you will lead Granola's Sales Development Representative (SDR) team and drive enterprise pipeline generation. You'll hire, coach, and develop SDRs while working closely with Account Executives and sales leadership to shape the sales approach. This is not a purely managerial role—you'll actively test outbound strategies, learn what works, and help translate those insights into repeatable processes for the team.
Key responsibilities include:
- Hiring, coaching, and developing the SDR team to help people succeed and grow their careers
- Owning qualified pipeline targets and partnering with AEs on account priorities and execution
- Building outreach strategies that leverage product engagement and account signals to identify enterprise opportunities
- Developing and testing targeted outbound campaigns to reach relevant decision-makers
- Using AI and automation to improve research, personalization, and team productivity
- Establishing clear processes for qualification, account ownership, and AE handoffs
- Creating effective onboarding and coaching programs for new hires
- Using data and feedback to continuously improve outreach quality, conversion rates, and pipeline performance
- Contributing to SF office and sales team culture by setting high standards and creating an environment where people do their best work
The ideal candidate brings a strong personal track record in SaaS sales and prospecting, with hands-on experience leading or managing SDRs. You should be comfortable with enterprise account prospecting, CRM tools, and sales reporting. You're a skilled coach who gives clear feedback, builds confidence, and holds people accountable. You have practical experience using AI tools and automation in go-to-market workflows and are curious about emerging possibilities. You have good judgment about account prioritization and outreach personalization, strong communication skills, and the ability to work autonomously. You're excited about building something from scratch, collaborating across functions, and working in-person in the SF office. You value working with kind, ambitious, and pragmatic teammates and get as much satisfaction from developing others as from hitting targets.
REQUIREMENTS:
- 4+ years of experience in SaaS sales or sales development
- At least 1–2 years leading or managing SDRs
- Strong personal track record in prospecting and pipeline generation with evidence of helping others succeed
- Experience building or improving a sales development motion in a growing technology company
- Experience prospecting into enterprise accounts and engaging multiple stakeholders
- Comfortable using CRM data, reporting, and outreach tools to understand and improve performance
- Strong coaching and feedback skills
- Hands-on experience with AI tools and automation in GTM workflows
- Strong written and verbal communication skills
- Highly autonomous and comfortable making progress without perfect information
- Willingness to work in-person in SF office five days a week
