SDR Manager

Defendify is growing our go-to-market team and looking for an SDR Manager to help drive the next stage of outbound growth.

This is a player-coach role for someone who thrives in creating pipeline, coaching SDRs, and operating in a high-performance sales environment. You will both book qualified meetings yourself and manage a small but growing team of SDRs to create opportunities for our Account Executives. We are looking for someone who can operate inside that motion, improve it, and help SDRs turn better data into better meetings.

Our go-to-market motion is not traditional spray-and-pray outbound. We’ve built a targeted, data-driven engine that features AI, automation, list building, and intelligent prioritization. We build high-quality, segmented account and contact lists, enrich them with the right firmographic and persona data, and prioritize contacts with 20%+ phone connect rates. The goal is simple: put SDRs in front of the right people, at the right companies, with the best possible chance of starting a real conversation.

We are especially interested in candidates who can spend meaningful time with us in Portland, Maine, though we are open to the right person regardless of location. Our headquarters are on the top floor of Commercial Street in the heart of Portland’s Old Port, overlooking Casco Bay. For someone who values in-person collaboration, it is a great place to build with the team.

• Personally book qualified meetings with IT leaders and executive buyers
• Coach, manage, and develop a small team of SDRs
• Drive daily activity, call quality, meeting quality, and show rates
• Ensure SDRs are working the right accounts, contacts, and call priorities
• Partner with Marketing and Revenue leadership on list strategy, campaign performance, and outbound focus
• Review call performance, provide feedback, and improve talk tracks
• Track SDR metrics including dials, connects, conversations, meetings booked, meetings attended, and pipeline created
• Identify what is working by vertical, persona, list source, and message
• Create accountability, urgency, and consistency across the SDR team
• Help onboard and ramp new SDRs as the team grows

• You consistently book qualified meetings yourself
• SDRs know exactly who to call, why they are calling them, and what message to lead with
• The team improves connect rates, conversation rates, meeting booked rates, and meeting attended rates
• SDRs are coached consistently and performance gaps are addressed quickly
• Our outbound motion gets sharper over time
• Sales receives better-fit meetings with clearer context
• Reporting is clean, accurate, and useful for managing performance
• The SDR team operates with energy, discipline, and accountability

• Have a strong track record as an SDR or BDR and are hungry to take the next step into leadership
• Are still willing and able to get on the phones yourself
• Know how to coach reps on cold calling, objection handling, and meeting setting
• Are comfortable managing through clear metrics and daily accountability
• Have experience in a high-activity outbound environment
• Understand that better lists, better targeting, and better execution all matter
• Are curious about using tools like Clay, TitanX, HubSpot, and AI to improve outbound performance
• Can diagnose whether a performance issue is the list, the message, the rep, the process, or the market
• Are direct, competitive, and comfortable holding people to a high standard
• Care about meeting quality, not just meeting volume
• Want to help build the SDR function, not just manage an existing machine
• Care about attention to detail

• A management-only role where you coach from the sidelines rather than actively prospecting alongside the team
• A role where you only coach and never prospect
• A role for someone who waits for perfect lists or perfect messaging before taking action
• A role focused only on activity volume without regard for meeting quality

Defendify’s outbound motion continues to get more targeted, automated, and performance-driven.

The right person will help turn that foundation into a repeatable pipeline engine by strengthening our targeting, calls, coaching, meeting quality, and revenue outcomes.

We’re seeing how AI and automation make outbound far more effective, but know they do not replace judgment, coaching, effort, or sales skill. The best SDR teams combine great data with sharp execution.

Can you personally book meetings while coaching a team to sharpen its targeting, messaging, and execution to create qualified pipeline?

If yes, we should talk. This role reports to our CMO, Jim Holben. To apply, contact Jim directly.