Elite Sales Development Manager

About PlanITROI

For more than 25 years, PlanITROI has helped organizations maximize the value of their retired technology through secure IT Asset Disposition (ITAD), lifecycle management, reverse logistics, refurbishment, repair, redeployment, and re-marketing services. Every device we recover creates financial value for our clients while extending technology life and helping provide affordable devices to individuals, schools, nonprofits, and businesses worldwide. PlanITROI is a recognized leader in sustainable IT lifecycle solutions, helping enterprise organizations improve financial performance, strengthen security, and advance ESG initiatives through our circular economy model.

Mandatory experience — read before applying

We will only consider candidates who have personally built, hired, trained, and managed a Latin America-based SDR team conducting outbound prospecting to U.S.-based corporations. Candidates must also have personally conducted cold outreach to U.S. business decision-makers and demonstrate measurable team results. Managing only an inherited SDR team, or having experience prospecting only within Latin America, does not meet the requirements.

Candidates must also bring extensive experience coaching and managing SDRs in longer, complex enterprise B2B sales cycles, using defined Ideal Customer Profiles (ICPs), Total Addressable Markets (TAMs), buyer personas, intent signals, and modern AI tools to deliver relevant, personalized outbound outreach.

Sales Development Manager Overview

The Sales Development Manager leads and develops a team of Sales Development Representatives (SDRs) responsible for generating and qualifying new business opportunities. This role owns the top of the sales funnel: building outbound and inbound prospecting strategy, coaching reps on messaging and conversion, and partnering with sales leadership and marketing to keep the pipeline full of qualified opportunities. The ideal candidate combines hands-on sales coaching with strong process and data discipline.

This is a hands-on build-and-lead role. The manager must have already created and run a LATAM-based outbound SDR team targeting U.S. corporations and must be able to demonstrate how they recruited the team, trained reps in U.S. cold outreach: email, LinkedIn, voicemail and calling, and generated qualified enterprise meetings.

The manager must also be an experienced coach of SDRs selling into complex U.S. enterprise accounts, where multiple stakeholders, tailored messaging, disciplined follow-up, and long sales cycles are standard. They must know how to turn ICP, TAM, persona, and buyer-intent data into prioritized account lists and personalized outreach at scale.

Mission of the Role

Build, recruit, train, and lead a Latin America-based SDR team that consistently books qualified meetings with U.S. corporate decision-makers and generates measurable sales pipeline through outbound prospecting.
Build a repeatable, AI-enabled outbound motion that identifies the right enterprise accounts and buying committees, acts on credible buyer-intent signals, and sustains high-quality engagement throughout a complex sales cycle.

We’ve put together a short video giving you an introduction to the role, please watch below:

 

This is a remote role based in Latin America, working U.S. Eastern business hours

Responsabilities:

• Personally recruit and train LATAM-based SDRs to conduct cold outreach to U.S. enterprise prospects, including gatekeeper navigation, executive-level messaging, and objection handling.
• Personally demonstrate effective cold calling and coach the team using live call reviews and measurable performance results.
• Build the SDR operation from the ground up, including sourcing talent, onboarding, scripts, outreach sequences, tools, operating cadence, and quality standards.
• Build and continually refine target-account segmentation using clearly defined ICPs, TAMs, buyer personas, and buying-committee maps for U.S. enterprise accounts.
• Own qualified meetings per SDR per week, meeting-to-opportunity conversion, and sourced pipeline; report results with clear definitions and supporting CRM data.
• Use Salesforce, Apollo, LinkedIn Sales Navigator, and appropriate AI-enabled prospecting tools.
• Use first- and third-party buyer-intent signals, account research, and engagement data to prioritize outreach based on relevant buying triggers; validate signal quality and avoid unsupported assumptions.
• Implement AI-assisted research, persona-specific messaging, personalization, sequencing, and workflow automation while maintaining accuracy, deliverability, and human quality control.
• Coach reps on prospecting techniques, objection handling, discovery calls, and outbound messaging through regular call reviews and role-play.
• Develop SDR capability for long, multi-touch enterprise sales cycles, including account-based outreach, multithreading across decision-makers, persistence, and thoughtful follow-up.
• Build and refine outbound and inbound prospecting playbooks, cadences, and scripts across phone, email, and social channels.
• Set and track team and individual KPIs, including activity volume, connect rates, meetings booked, and opportunity conversion.
• Partner with Sales and Marketing leadership to align lead qualification criteria, campaign timing, and handoff processes between SDRs and Account Executives.
• Manage CRM hygiene and reporting, ensuring accurate pipeline data and forecasting visibility.
• Run regular 1:1s, team meetings, and training sessions to reinforce skill development and morale.
• Identify and implement tools or automation that improve prospecting efficiency and lead quality.
• Report on team performance and pipeline contribution to senior sales leadership.

You must have:

• 5+ years directly leading B2B SDR/BDR teams of 10 or more, with references who can verify your results.
• Proven experience hiring, training, coaching, and managing remote SDR teams.
• A record of success prospecting into large U.S. enterprises with 10,000+ employees.
• Recent and strong B2B management and sales experience in IT hardware, technology services, or comparable industries selling to enterprise IT and Procurement personas.
• Experience developing opportunities in complex, consultative B2B sales cycles lasting 12 months or longer.
• Advanced hands-on expertise with Salesforce and Apollo, including reporting, dashboards, prospecting campaigns, sequences, and performance management.
• Proven ability to recruit and develop high-performing SDR talent.
• C1-level professional English communication, written and spoken.
• Training programs, operating processes, and management routines you can begin implementing in your first 30 days.

Qualifications:

• Equivalent hands-on experience and demonstrated results are more important than a degree.
• 5+ years of hands-on SDR leadership and coaching experience, including 3+ years directly managing outbound SDR teams targeting U.S.-based B2B companies and proven experience personally building and scaling a LATAM-based team.
• Personally hired, trained, and managed LATAM-based SDRs who cold call U.S. corporate decision-makers.
• Personally conducted outbound cold outreach into U.S. corporations; able to demonstrate U.S. market knowledge and coach reps to execute.
• Can provide verifiable team results, including team size, meetings generated per SDR, meeting-to-opportunity conversion, and pipeline sourced.
• Proven track record of meeting or exceeding pipeline generation targets.
• Experience coaching reps on outbound prospecting and consultative selling techniques.
• Demonstrated experience training and managing SDRs through complex, longer-cycle enterprise B2B sales involving multiple stakeholders and structured account-based prospecting.
• Proven ability to define and execute ICP-, TAM-, and persona-based prospecting strategies, including research into target accounts and decision-makers.
• Practical experience interpreting buyer-intent signals and using modern AI prospecting tools to create accurate, tailored messaging and improve outbound results; able to show examples and performance impact.
• Strong working knowledge of CRM platforms (Salesforce, HubSpot, or similar) and sales engagement tools.
• Excellent verbal and written communication skills.
• Data-driven approach to managing team performance and identifying bottlenecks in the funnel.
• Professional English fluency and experience communicating with U.S. corporate buyers and U.S.-based sales leadership.

Preferred Qualifications

• Experience in U.S. enterprise technology, IT hardware, IT lifecycle services, managed services, or related complex B2B sales.
• Familiarity with sales methodologies such as Challenger or Miller Heiman.
• Experience recruiting through established LATAM SDR talent networks and using AI-enabled outbound tools.

Why PlanITROI?

PlanITROI has spent more than 25 years helping enterprise organizations extend the useful life of technology, maximize financial recovery, and give computing devices another productive life.

Our clients include major corporations such as GlaxoSmithKline, Procter & Gamble, Visa, American Express, and Paycom. We also supply recovered technology into major retail and resale channels.

We have long-standing enterprise relationships, with an average client tenure of more than 10 years.  We're recognized in the IT asset disposition and lifecycle services industry, including Gartner market recognition and our relationship with the International Association of IT Asset Managers.

We're a founder-led, digital-first, AI-driven organization that believes in developing people, investing in technology, and rewarding performance with opportunity.

If you want to work where you can make decisions, build something you own, receive direct feedback, and see the results of your leadership, this may be the opportunity you've been looking for.

Ready to Build a Winning Team?

We're looking for the coach who can build an elite SDR organization from zero and take pride in every teammate they help succeed.

If that's you, let's talk.

Apply and tell us about the best SDR team you've ever built, how you developed your people, and what you'd do in your first 30 days at PlanITROI.

PlanITROI is an equal opportunity employer. We prohibit discrimination/harassment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

Explore more about us:

PlanITROI.com | NextraTech.com | BuyRefurbished.com