Sales Development (SDR) Manager at Documo

Job description

Documo is on a mission to help businesses digitize and streamline their document workflows. As a fast-growing B2B SaaS company, our platform makes it easier to handle unstructured files like faxes and forms through tools like Intelligent Document Processing - turning messy paperwork into structured, usable data. We believe great products start with great people. That’s why we invest in top talent, value strong culture, and prioritize customer success and design excellence. If you’re excited to do impactful work and want to grow with a team that values innovation, collaboration, and purpose - we’d love to meet you! Job title Sales Manager - SMB & Mid-Market Team Sales Reports to SVP of Sales Role Purpose Documo is seeking an experienced Sales Development Manager to build and lead our SDR program. Your team will research accounts, run multi-channel outreach, and qualify leads for Account Executives across healthcare, health tech, and other regulated industries. We are looking for a strong coach and builder. The ideal candidate brings strong SaaS sales development experience, a passion for developing talent, and a track record of driving results. You will help reps research, message, and qualify efficiently, and you’ll build the program foundation that scales as the team grows. This is a fully remote position. As a fully distributed company, we are open to hiring anywhere but work hours for this role follow Eastern Time business hours. What we Expect Program Leadership & Build Lead, manage, and scale Documo’s sales development function Set up qualification frameworks, messaging, KPIs, and SDR-to-AE handoff processes Design outbound campaigns across cold calling, email, social selling, and events Select, configure, and drive adoption of the SDR tech stack, including Salesforce Document the program in a repeatable SDR playbook that scales as the team grows 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 Put the Documo Sales Playbook and ICP Persona Playbooks into practice Run call reviews, email reviews, and roleplays that give reps specific, actionable feedback Assess each rep’s strengths and gaps and build individual development plans Motivate through skill-building and understanding rather than pressure Partner with Enablement and Product Marketing to make sure reps know the product and value proposition well What you get The flexibility to work remotely, alongside people who love what they do A ground-floor opportunity to build Documo’s SDR program and shape how we generate pipeline A chance to be part of a company using AI to help healthcare run more efficiently, which leads to better patient care and outcomes A career in the fast-growing health-tech SaaS space Who You Are 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 Why join Documo? Competitive U.S. benefits: medical, dental, vision, and a 401(k) with a strong match. Annual bonus program based on role and company performance. Annual performance reviews with merit increases. In-person company kick-off to connect, collaborate, and celebrate. Equity opportunities to grow with us. Flexible remote work that fits your life, plus flexible paid time off. Competitive paid parental leave, mental health support, and Employee Assistance Programs (EAP). Be part of a small, fast-growing tech company with a supportive, inclusive, and fun culture. We celebrate differences. Documo welcomes applicants from all backgrounds, especially those underrepresented in tech. We do not discriminate based on ancestry, race, place of origin, political belief, religion, marital or family status, physical or mental ability, sex, sexual orientation, gender identity or expression, age, or any other legally protected characteristic. Documo is an equal opportunity employer.

Requirements

Must-haves

If you’re excited to do impactful work and want to grow with a team that values innovation, collaboration, and purpose - we’d love to meet you!
Job title Sales Manager - SMB & Mid-Market
Reports to SVP of Sales
Role Purpose
This is a fully remote position. As a fully distributed company, we are open to hiring anywhere but work hours for this role follow Eastern Time business hours.
What we Expect
Program Leadership & Build
Lead, manage, and scale Documo’s sales development function
Set up qualification frameworks, messaging, KPIs, and SDR-to-AE handoff processes
Design outbound campaigns across cold calling, email, social selling, and events
Select, configure, and drive adoption of the SDR tech stack, including Salesforce
Document the program in a repeatable SDR playbook that scales as the team grows
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
Put the Documo Sales Playbook and ICP Persona Playbooks into practice
Run call reviews, email reviews, and roleplays that give reps specific, actionable feedback
Assess each rep’s strengths and gaps and build individual development plans
Motivate through skill-building and understanding rather than pressure

Nice-to-haves

Experience in technical or compliance-heavy sales (e.g., healthcare, HIPAA, APIs) is a plus
Annual bonus program based on role and company performance.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Paid Time Off

Parental Leave