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Documo is a fast-growing B2B SaaS company on a mission to help businesses digitize and streamline document workflows. The platform uses Intelligent Document Processing to turn unstructured files like faxes and forms into structured, usable data, serving healthcare, health tech, and other regulated industries.
You will build and lead Documo's Sales Development function from the ground floor. This is a hands-on management role where you'll establish the SDR program foundation, design processes, and scale the team as the company grows.
**Key Responsibilities:**
Program Leadership & Build: Lead and scale the SDR function, setting up qualification frameworks, messaging standards, KPIs, and SDR-to-AE handoff processes. Design outbound campaigns across cold calling, email, social selling, and events. Select and configure the SDR tech stack including Salesforce. Document the program in a repeatable, scalable SDR playbook.
Pipeline Targets: Guide SDRs to consistently exceed performance targets. Own metrics for activity, meetings booked, opportunity conversion, and pipeline generation. Report pipeline metrics, conversion rates, and coaching progress to executive leadership.
Coaching, Training & Enablement: Coach reps on account research, messaging, prospecting calls, and objection handling. Implement the Documo Sales Playbook and ICP Persona Playbooks. Run call reviews, email reviews, and roleplays with specific, actionable feedback. Assess each rep's strengths and gaps, building individual development plans. Motivate through skill-building and understanding rather than pressure. Partner with Enablement and Product Marketing to ensure reps understand the product and value proposition.
This is a fully remote position with work hours following Eastern Time business hours. You'll have the flexibility to work remotely alongside a team that values innovation, collaboration, and purpose.
**Requirements:**
- Proven background in B2B SaaS sales development, both as an SDR and as an SDR manager
- Track record of hitting team pipeline targets
- Strong grasp of sales methodologies (e.g., Challenger, MEDDIC) and experience coaching early-career reps
- Passionate about coaching, mentoring, and developing sales talent
- Highly organized, with a disciplined approach to onboarding and training cadences
- Hands-on leader who joins calls, reviews recordings, and gives real-time feedback
- Data-driven, using Salesforce and sales engagement metrics as coaching inputs
- Thrives working independently in a fast-paced, fully remote environment
- Experience in technical or compliance-heavy sales (e.g., healthcare, HIPAA, APIs) is a plus
