Senior Manager, Sales Development

Other

• Scribe is where exceptional people come to do the best work of their careers. Our Workflow AI platform automatically captures and optimizes how work gets done — 94% of the Fortune 500 use it, and 45% are paying customers. We hit $100M ARR in May 2026 and have grown to over 5 million daily active users across 600,000 businesses. We're Series C and valued at $1.3 billion. We're builders who hold a high bar, move fast, and care deeply about each other and our customers.
• 📌 About the Role
• This is Scribe's first dedicated sales development leadership role, and it exists because we're ready to build something — not inherit it. You'll stand up the BDR program from the ground up, evolving us from a predominantly inbound motion to a true outbound and sales-assisted engine. That means writing the playbook, hiring the team, and building the operating system that fuels pipeline at scale. It's a high-leverage, hands-on role for someone who's done this before and wants to do it at a company that's already proven the product works.
• 🛠️ What You'll Do
• Hire, onboard, and develop a team of BDRs with clear career paths into AE and CS roles — and a track record of actually getting them there
• Coach in the trenches through live call reviews, email breakdowns, and structured 1:1s designed to move conversion rates, not just check boxes
• Build the operating rhythm — dashboards, CRM hygiene standards, weekly pipeline reviews — so the team runs with rigor and consistency
• Develop and refine the playbook in partnership with Sales Strategy, from cadences and talk tracks to qualification criteria, for a horizontal product that sells across industries and personas
• Partner with Sales, RevOps, and Marketing to tighten lead routing, improve handoff quality, and close the gaps between pipeline generated and pipeline that closes
• Test fast, operationalize what works, and cut what doesn't — with a bias toward action over analysis
• 🔍 What We're Looking For
• Has led a BDR or SDR team in SaaS for 2 or more years, with direct accountability for pipeline and team development outcomes
• Has built or significantly rebuilt a sales development motion — not just run an existing one
• Manages by the numbers and inspects what they expect, with the credibility to hold early-career reps to high standards while investing genuinely in their growth
• Gives direct, actionable feedback and has the coaching track record to show for it — promotions, turnarounds, and reps who credit them for their development
• Comfortable selling and coaching across multiple buyer personas and use cases without a narrow playbook to fall back on
• Prior quota-carrying experience as an AE or equivalent is a meaningful plus
• ✨ Nice to Have
• Experience building outbound motion from scratch at a product-led or inbound-first company making the transition
• Familiarity with tools like Outreach, Salesforce, and Gong in a management context
• Background selling a horizontal SaaS product across multiple verticals
• 🚫 This role is not for you if
• Coaching and developing early-career sellers doesn't energize you — this role is at least as much about people as it is about pipeline
• You want a defined playbook to execute rather than a blank page to fill
• High-performance standards and direct feedback feel uncomfortable to give or receive
• 📍 Location
• Hybrid. Based in San Francisco. We work from the office 3 days per week.
• 💰 Compensation
• Salary varies by location. All full-time employees receive equity in Scribe. Final offers depend on experience and scope.
• 🎁 Benefits
• Health, dental, and vision insurance for you and your dependents
• Flexible paid time off and company holidays
• 401(k)
• Paid parental leave
• Daily catered lunch (SF office)
• Commuter benefits
• Home office stipend
• At Scribe, we celebrate our differences and are committed to creating a workplace where all employees feel supported and empowered to do their best work. Scribe is proud to be an Equal Opportunity Employer.
• Scribe TA 2026