Senior Manager, Sales Development

Senior Manager, Sales Development

We enable greatness in people and organizations everywhere. FranklinCovey is the workplace of choice for Achievers with Heart. We are one of the largest and most trusted leadership companies in the world, with directly owned and licensee partner offices in over 160 countries and territories. With more than 2,000 global associates, FranklinCovey transforms organizations by partnering with clients to build leaders, teams, and cultures that get breakthrough results through collective action. Our services and products are primarily delivered through our subscription offerings, which are comprised of the FranklinCovey All Access Pass, which is primarily sold through our Enterprise Division, and the Leader in Me membership, which is designed specifically for our Education Division. Enterprise clients include Fortune 100, Fortune 500, thousands of small and mid-sized businesses, and numerous government entities. FranklinCovey Education has shared our programs, books, and content with thousands of public and private primary, secondary, and post-secondary schools and institutions.

Title : Senior Manager, Sales Development

Payroll Title : Sr. Manager, Sales Development

Division & Department : Enterprise US / Canada

Status : Full-Time Exempt

Reports to : Director, Sales Development

Location : Remote Anywhere in the greater Draper, UT area

Compensation : Anticipated compensation for this position is an OTE of $145-200k split 80 / 20 between base / commission.

Job Summary

As the Sr. Manager of Sales Development, you will lead a team of 1012 Sales Development Representatives (SDRs) focused on generating high-quality pipeline opportunities for the Enterprise Sales team. Your primary responsibility is to drive performance against a key quality metric : Sales Approved Opportunities (SAOs). This role requires a strategic mindset, strong leadership capabilities, and a deep understanding of sales development best practices in a B2B environment.

Essential Job Functions

Sales Development Strategy : Design and implement scalable outreach strategies to drive qualified pipeline growth across the US and Canadian markets.

Team Leadership : Manage, coach, and develop a team of SDRs, setting clear performance expectations and fostering a culture of accountability and continuous improvement.

Performance Management : Monitor and report on SAO generation, conversion rates, and other key performance indicators. Use data to identify trends and optimize team performance.

Collaboration : Partner closely with Enterprise Sales, Marketing, and RevOps to align messaging, campaigns, and lead qualification criteria.

Process Optimization : Continuously refine outreach processes, tools, and workflows to improve SDR efficiency and effectiveness.

Training & Enablement : Provide ongoing training and development to ensure SDRs are equipped with the skills, tools, and messaging needed to succeed.

Market Intelligence : Stay informed on industry trends, competitive landscape, and buyer behavior to inform outreach strategies and messaging.

Technology Utilization : Leverage CRM and sales engagement platforms (e.g., Salesforce, Outreach) to manage activity, track performance, and ensure data integrity.

Basic Qualifications

Bachelor's degree in Business Administration, Marketing, Communications, or a related field.

5+ years of experience in sales development, business development, or lead generation in a B2B and / or SaaS environment.

Experience managing a team of SDRs or similar roles.

Preferred Skills & Experience

Demonstrated success in driving qualified pipeline and meeting SAO targets.

Strong understanding of sales development methodologies and lead qualification frameworks.

Excellent communication, coaching, and performance management skills.

Experience working in a fast-paced, high-growth environment.

Familiarity with sales engagement tools and CRM systems (e.g., Salesforce, Outreach, HubSpot).

Ability to collaborate cross-functionally and influence without authority.

Benefits include medical, dental, and vision insurance, HSA, employee stock purchasing program, 401(k), paid time off, holiday pay, and more. Please visit franklincoveybenefits.com for details.

FranklinCovey is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.