Manager, Sales Development
About The Position
At PowerSchool, we are a dedicated team of innovators guided by our shared purpose of powering personalized education for students around the world. From the central office to the classroom to the home, PowerSchool supports the entire educational ecosystem as the global leader of cloud-based software for K-12 education. Our employees make it all possible, and a career with us means you’re joining a successful team committed to engaging, empowering, and improving the K-12 education experience everywhere. Team Overview Our Sales Development team is the first point of contact for customers, shaping their perception of PowerSchool and setting the stage for successful partnerships. This team doesn’t just generate pipeline—they influence buying decisions by uncovering priorities, aligning solutions to outcomes, and driving meaningful conversations that accelerate revenue. Description The Manager, Sales Development leads a team of Sales Development Representatives (SDRs) focused on driving inbound and outbound Sales Qualified Opportunities (SQOs) and ensuring pipeline health and strong conversion rates. This role is critical to building a predictable, high-quality pipeline that helps us hit our aggressive revenue growth targets. The ideal candidate will bring proven strategies for process optimization and technology adoption, while fostering a culture of accountability, learning, and excellence.
Requirements
- Demonstrated success in managing SDR teams and achieving pipeline and conversion goals.
- Experience managing inbound and outbound motions, ideally concurrently.
- Strong leadership and coaching skills with experience upskilling SDRs for discovery and qualification excellence.
- Proficiency in Salesforce and modern sales tools (e.g., Outreach, Salesloft, Gong, Clari).
- Experience applying value-based sales strategies and qualification frameworks like MEDDPICC.
- Excellent communication and interpersonal skills.
- Data-driven mindset with strong analytical and problem-solving abilities.
- 5+ years of experience in sales development or inside sales, including 2+ years in a management role.
- Bachelor’s degree in Business, Marketing, or a related discipline.
Nice To Haves
- Experience in cross-sell and upsell motions within a large product portfolio.
- Background in SaaS or B2B technology sales; experience in education technology is a plus.
- Familiarity with public sector sales cycles and selling into government entities.
- Exposure to AI-powered sales workflows and automation.
- Understanding of K–12 funding models and stakeholder dynamics.
Responsibilities
- Lead, coach, and develop a team of SDRs to consistently meet or exceed pipeline creation and conversion targets.
- Implement strategies to improve pipeline quality, conversion rates, and bookings efficiency.
- Upskill SDRs to deliver compelling frontline discovery conversations that uncover customer needs and drive engagement.
- Embed value-based selling methodologies, including the Three Whys and Value Hypothesis creation, into SDR workflows.
- Ensure SDRs apply MEDDPICC qualification methodology to improve opportunity quality and sales alignment.
- Drive adoption and effective use of sales tools and technologies (e.g., Salesforce, Outreach, Salesloft, Gong, Clari) to maximize productivity
- Collaborate cross-functionally with Marketing, Sales, Product, and Solution Consulting to align on campaigns, messaging, and inbound lead quality.
- Maintain and refine sales development cadences and content to support cross-sell and upsell motions across PowerSchool’s portfolio of 30+ products.
Benefits
- Comprehensive Insurance Coverage (including Medical, Dental, Vision, Pharmacy benefits, Life Insurance and AD&D)
- Flexible Spending Accounts and Health Savings Accounts
- Short-Term Disability and Long-Term Disability
- Comprehensive 401(k) plan
- Generous Parental Leave
- Unrestricted paid time off (known as Discretionary Time Off - DTO)
- Wellness Program, including ClassPass & Employee Assistance Program
- Tuition Reimbursement
- Optional Benefits: Pet Insurance, Identity Theft Protection, Student Debt Repayment Program and Prepaid Legal coverage
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What This Job Offers
Job Type
Full-time
Career Level
Manager
