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Salary: USD 120,000 - 140,000 / annual
Avoca is an AI-powered conversational platform transforming how home service companies engage customers. The company handles high-value inbound calls—from job booking to lead qualification—using AI agents that operate at speed and consistency unmatched by human call centers. Series B backed by Kleiner Perkins, Meritech Capital, and General Catalyst with $125M raised and a $1B valuation, Avoca grew 10x in 2025 and now operates with 130+ employees across NYC and Santa Barbara.
You'll manage a pod of SDRs in the Santa Barbara office, taking direct ownership of day-to-day coaching, 1:1s, and performance management. Your core mandate is driving SQO (Sales Qualified Opportunity) volume and quality against monthly and quarterly targets while maintaining qualification standards over raw activity counts. You'll run weekly call reviews using Attention (the company's call intelligence platform), identify repeatable techniques, and eliminate what isn't working.
Key responsibilities include owning ramp for new SDR hires (building shadowing plans and certifying reps in their first 30 days), partnering with AE leadership to tighten the SDR-to-AE handoff, building and iterating outbound sequences with Marketing as new segments open, and reporting weekly on pipeline generation and rep-level performance to the VP Sales. You'll also collaborate with peer SDR Managers to maintain consistent coaching standards and processes across both office locations.
You bring 2+ years managing SDR/BDR teams in B2B SaaS at high-growth startups, with a track record of hitting SQO/pipeline targets with teams of 5+ reps. You're hands-on—in call recordings and live coaching every week, not just watching dashboards. You're fluent with modern sales stacks (HubSpot, Gong, Attention, sequencing tools) and comfortable setting and holding qualification bars even when it creates friction. You have experience hiring and ramping SDRs from scratch and are data-fluent enough to pull and present your own pipeline and conversion numbers. Nice-to-have experience includes home services, contractor, or vertical SaaS backgrounds, plus scaling through Series B growth stages.
You want to build, not maintain. You compete rather than coast—you'll run alongside an established peer pod and want your numbers to hold up. You give direct, specific feedback and expect the same back. You're allergic to sandbagged pipeline and vague activity metrics. You move fast without needing heavy structure handed to you. This role requires in-office presence five days a week in Santa Barbara; coaching happens live on a high-energy floor.
