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Illumio is seeking an experienced Sales Development Manager to lead and grow its Account Development Representative (ADR) team. Reporting to the Director of AMS Sales Development, you will oversee a high-performing outbound team within a B2B SaaS cybersecurity organization. This role requires 4 on-site days per week at the Sunnyvale, CA headquarters.
You will be responsible for hiring, developing, and retaining top talent as the Sales Development organization scales. Key responsibilities include onboarding new representatives through a structured four-week program, conducting effective weekly one-on-ones focused on coaching and career growth, and partnering with the Global Head of Sales Development and Marketing to ensure aligned messaging and talk tracks. You will collaborate directly with Sales leadership to strengthen ADR and Account Executive alignment across processes and strategy.
You will build and continuously improve outbound and inbound sequences and templates within Salesloft, identify and resolve process bottlenecks, and evaluate workflows to create scalable efficiencies. Supporting list building and target-account development for the team is also part of your scope. You will use analytics and performance data to identify patterns, guide strategy, and coach the team toward pipeline targets.
Illumio is the leader in ransomware and breach containment, powered by the Illumio AI Security Graph. The company is recognized as a Leader in the Forrester Wave for Microsegmentation and enables Zero Trust security across hybrid multi-cloud environments.
REQUIREMENTS:
• 3+ years of Sales Development management experience leading an outbound team, ideally within a fast-growing B2B SaaS organization
• Demonstrated ability to develop and execute a comprehensive ADR strategy, including quota design, KPI tracking, outbound sequencing, retargeting workflows, hands-on coaching, and performance management
• Proven experience using AI-enabled sales technologies to improve ADR productivity, lead quality, and personalized engagement
• Highly analytical, data-driven approach with ability to interpret pipeline and team-performance metrics (reply rates, speed to lead, conversion rates)
• Track record of generating significant, high-quality pipeline through inbound excellence and outbound prospecting, with strong understanding of conversion metrics and lead quality
• Exceptional cross-functional partnership skills with experience collaborating with Marketing, Sales, Revenue Operations, and Enablement
• Passion for developing talent and history of coaching and mentoring ADRs while building a culture of accountability and continuous feedback
• Experience thriving in fast-paced, high-growth environments and turning loosely defined processes into structured, scalable systems
• Deep familiarity with platforms such as Salesloft, Nooks, Salesforce, ZoomInfo, 6sense, and LinkedIn Sales Navigator
BONUS:
• Experience scaling a sales development function or supporting organizational growth and transformation
• Experience within cybersecurity, enterprise technology, or another complex B2B sales environment
• Experience evaluating and implementing new sales-development tools, automation, or AI-enabled workflows
