Job description

Overview Liquibase is the leader in Database Change Governance. Trusted by many of the world’s largest enterprises and downloaded more than 100 million times, Liquibase helps organizations automate and govern database change across modern applications, data platforms, and AI-driven software delivery. We’re looking for a hands-on Sales Development Manager to build and lead our SDR team in Boston, MA. This is a player-coach role for someone who loves building teams and developing early-career sales talent. You’ll be responsible for recruiting, hiring, onboarding, training, coaching, and managing a team of SDRs focused on generating qualified pipeline through inbound conversion and targeted outbound prospecting. You’ll work closely with Sales, Marketing, and RevOps to turn inbound demand, Community adoption, intent signals, events, and target-account activity into qualified sales opportunities. What You’ll Be Doing Recruit, interview, hire, and onboard SDRs as we build out the Boston team. Build a structured onboarding and training program that gets new SDRs productive quickly. Coach SDRs daily on prospecting, cold calling, email, qualification, objection handling, and meeting conversion. Run call reviews, role plays, pipeline reviews, and regular 1:1 coaching sessions. Establish clear expectations around activity, meetings, pipeline generation, and conversion. Ensure high-intent inbound leads are contacted quickly and consistently. Build an outbound motion around target accounts, intent signals, Community adoption, events, and marketing engagement. Partner with Account Executives on account strategies, targeting, messaging, and follow-up. Work closely with Marketing on campaigns, webinars, events, ABM programs, and lead quality. Partner with RevOps to track SDR performance, funnel conversion, pipeline contribution, and rep productivity. Inspect activity and pipeline data to understand what’s working, where reps are getting stuck, and where the process needs to improve. Create a culture of accountability, competition, coaching, and continuous improvement. Develop SDRs for future Account Executive and other growth opportunities within Liquibase. Jump into calls, prospecting, or follow-up when needed. This is a hands-on leadership role. Must Haves: 3+ years of B2B technology sales or sales development experience. 2+ years of experience directly managing an SDR/BDR team, including hiring, coaching, and performance management. Demonstrated success recruiting and developing early-career sales talent. Strong understanding of inbound qualification and outbound prospecting. Experience coaching cold calling, email outreach, objection handling, and discovery. Comfortable managing against activity, conversion, meeting, and pipeline targets. Highly hands-on management style. You’re comfortable listening to calls, running role plays, and coaching reps in the moment. Strong communication skills and the ability to give clear, direct feedback. Competitive, accountable, and comfortable operating in a high-velocity environment. Able to work regularly with the SDR team from our Boston location. Nice to Haves: Experience building or scaling an SDR team. Experience selling developer tools, DevOps, infrastructure, data, or enterprise software. Experience with HubSpot, Salesforce, Outreach, intent platforms, or similar sales technology. Experience building SDR onboarding, enablement, and certification programs. Experience working closely with Marketing on inbound, ABM, and event-driven pipeline generation. Experience developing SDRs who have progressed into closing roles. Perks of life at Liquibase: Remote First culture, potential for company-wide in-person gatherings Home office allowance for remote workers Meaningful equity (US only) Comprehensive health, vision, and dental benefits - country dependent Generous paid time off and paid holidays 401K matching (US only) No punks, no jerks culture Growth opportunities and ability to move up within the company We take pride in: A transparent and collaborative team environment. We value multiple perspectives and fresh thinking. Our entrepreneurial culture. We provide every employee the opportunity to make a meaningful impact. Providing the opportunity to work with new technologies and learn from experienced professionals. How organizations, large and small, use DevOps to drive developer agility and accelerate software delivery. Company Overview - We are Liquibase A career at Liquibase means joining a quickly growing company on the front lines of the DevOps space. Our vision is to be the easiest, safest, and most powerful community-led database change management solution. As companies of all sizes continue to adopt an agile methodology and DevOps practices, there is a growing realization that the database needs to be considered as part of this innovation process. At Liquibase, we foster a culture rooted in the open-source values of freedom, choice, transparency, and meritocracy. These are not just fashion labels here, but sincere convictions, and you'll see that reflected in the way we operate daily. We're caffeinated, collaborative & confident experts, eager to solve the most challenging database CI/CD problems for our customers. Want to help the software world move faster? You've found the right place. Eligible candidates may be subject to criminal history checks, which will be conducted and used in accordance with applicable local, state, and federal law.

Requirements

Must-haves

We’re looking for a hands-on Sales Development Manager to build and lead our SDR team in Boston, MA.
You’ll work closely with Sales, Marketing, and RevOps to turn inbound demand, Community adoption, intent signals, events, and target-account activity into qualified sales opportunities.
What You’ll Be Doing
Recruit, interview, hire, and onboard SDRs as we build out the Boston team.
Build a structured onboarding and training program that gets new SDRs productive quickly.
Coach SDRs daily on prospecting, cold calling, email, qualification, objection handling, and meeting conversion.
Run call reviews, role plays, pipeline reviews, and regular 1:1 coaching sessions.
Establish clear expectations around activity, meetings, pipeline generation, and conversion.
Ensure high-intent inbound leads are contacted quickly and consistently.
Build an outbound motion around target accounts, intent signals, Community adoption, events, and marketing engagement.
Partner with Account Executives on account strategies, targeting, messaging, and follow-up.
Work closely with Marketing on campaigns, webinars, events, ABM programs, and lead quality.
Partner with RevOps to track SDR performance, funnel conversion, pipeline contribution, and rep productivity.
Inspect activity and pipeline data to understand what’s working, where reps are getting stuck, and where the process needs to improve.
Create a culture of accountability, competition, coaching, and continuous improvement.
Develop SDRs for future Account Executive and other growth opportunities within Liquibase.
Jump into calls, prospecting, or follow-up when needed. This is a hands-on leadership role.
3+ years of B2B technology sales or sales development experience.

Nice-to-haves

Experience building or scaling an SDR team.
Experience selling developer tools, DevOps, infrastructure, data, or enterprise software.
Experience with HubSpot, Salesforce, Outreach, intent platforms, or similar sales technology.
Experience building SDR onboarding, enablement, and certification programs.
Experience working closely with Marketing on inbound, ABM, and event-driven pipeline generation.
Experience developing SDRs who have progressed into closing roles.

Application prep

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

Keywords to mirror

aiagileci/cd

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401k

Paid Time Off