Sales Development Representative Manager

What You Can Expect

As Sales Development Representative Manager for Workvivo's AMER and LATAM region, you will own the full performance and development of a regional SDR team operating across both outbound and inbound motions. This is a hands-on leadership role at a meaningful moment for Workvivo: with the recent launches of Seer and Workvivo HQ, the team has a compelling, expanded story to bring to enterprise CHROs, CTOs, and Internal Comms leaders across two high-growth markets. Day to day, you will build coaching culture, translate global strategy into regional execution, and partner closely with Sales and Marketing to ensure the team delivers consistent, high-quality pipeline. This is a hybrid position that requires on-site presence 3 days per week at our Boston, MA office. Remote arrangements are not available for this role.

About the Team

Workvivo, now part of Zoom, is an employee communications and insights platform serving mid-market and enterprise companies globally, with buyers that include CHROs, CTOs, CIOs, and Internal Comms Directors. Our AMER and LATAM SDR team operates a balanced motion: structured outbound sequencing into target accounts alongside managed inbound response, with a clear focus on pipeline quality over volume. The team runs within Zoom's worldwide network, giving you the backing and resources to build at scale while maintaining the pace and ambition of a high-growth product.

Responsibilities

Deliver against regional meeting, SQO, and pipeline targets by owning AMER and LATAM SDR performance, with clear focus on the inputs and behaviors that drive results

Translate global SDR strategy into effective regional execution, ensuring playbooks and programs are adopted consistently across AMER and LATAM

Build and sustain a daily coaching culture through call reviews, role-plays, 1:1s, and live feedback that continuously sharpens rep performance

Develop and retain SDR talent by identifying high performers, building individual development plans, and addressing performance gaps with clear expectations and support

Drive consistent outbound and inbound execution across prospecting, sequencing, qualification, follow-up, and handoffs

Identify and resolve regional blockers across process, data, tooling, routing, and skills, partnering with the Global Head and cross-functional teams to address them

Partner with Sales and Marketing to strengthen meeting quality and pipeline conversion, ensuring AMER and LATAM SDR activity aligns with campaigns and ABM priorities

Share regional learnings and insights with the global SDR organization to influence strategy and improve what is working across the wider team

What We're Looking For

2+ years of experience managing SDR or BDR teams in a B2B SaaS environment, with a proven track record of delivering against pipeline, meeting, and revenue targets

Experience leading both outbound and inbound SDR motions, with a strong understanding of what drives conversion across each

Coaching-first leadership approach, with demonstrated experience listening to calls, running role-plays, and actively developing rep capability

Experience identifying high performers, managing performance gaps, and creating clear development pathways for SDR talent

Strong commercial acumen, including pipeline economics, conversion rates, and the data-driven levers that influence SDR performance

Effective cross-functional communicator and collaborator, with experience partnering with Sales, Marketing, and Enablement stakeholders

Comfortable operating in a fast-paced, high-growth environment and bringing structure, accountability, and energy to a team