Manager, Sales Development Representatives

About Delinea

Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI‑powered intelligence, Delinea’s leading cloud‑native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real‑time. With deployment in weeks, not months, a 90 % reduction in resources to manage versus the nearest competitor, and a 99.995 % uptime, Delinea delivers robust security and operational efficiency without compromise.

Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world‑class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you’re ready to push boundaries and challenge the status quo in security, we want to hear from you. Apply today to help us achieve our mission.

Position Summary

The Manager, Sales Development Representatives will work collaboratively with our Quota Carrying Reps (QCRs) while acting as a player/coach to the Sales Development (SDR) Team. He or she will establish best practices, playbooks, and KPIs to increase efficiencies and improve lead generation processes and systems. This role is expected to contribute significantly to our pipeline generation efforts. The successful candidate must be a self‑starter, have at least 8 months of SDR seat experience, and have demonstrated quota attainment. In addition, he or she is comfortable wearing multiple hats in a highly dynamic environment. This is an excellent opportunity for a motivated individual to take on new responsibility and continue to hone their skill set. While not expected, the successful Manager will maintain the opportunity to progress to the Account Executive role within the company.

What You’ll Do

• Provide onboarding and on‑the‑job coaching (including call monitoring as required) to new and existing Sales Development Representatives (SDRs) responsible for inbound and outbound lead generation engagements.
• Develop and maintain a sales development playbook with processes and best practices such as sales sequence, sales pitches, call scripts, email templates, and qualification tactics to ensure SDR efficiency and consistent conveyance of our current messaging.
• Motivate and aid the SDR team to achieve collective and individual goals.
• Partner with Vice President of Sales Development and HR in SDR recruitment activities.
• Coordinate cross‑functionally with Sales Enablement and Learning on continued development of certifications, e‑learning modules, and quarterly instruction sessions on direct sales activities, including discovery, demo, pricing, compete, and closing techniques.

What You’ll Bring

• Bachelor’s degree from an accredited university or entry‑level to 2 years of work experience in a related field (prior SDR experience in IT, SaaS space is a plus).
• Demonstrated ability to communicate effectively and persuasively via phone and email.
• Comfortable with heavy phone work to pitch the Delinea solutions.
• Organized, goal‑oriented, and willing to roll up your sleeves.
• Technologically savvy and quick to learn new concepts.
• High‑energy go‑getter with a "can do" attitude who can collaborate with colleagues.

Why work at Delinea?

We’re passionate problem‑solvers helping the world’s largest organizations protect what matters most: their human and machine identities. We invest in people who are smart, self‑motivated, and collaborative. What we offer in return is meaningful work, a culture of innovation, and great career progression.

At Delinea, our core values are STRONG and guide our behaviours and success:

• Spirited – We bring energy and passion to everything we do.
• Trust – We act with integrity and deliver on our commitments.
• Respect – We listen, value different perspectives, and work as one team.
• Ownership – We take initiative and follow through.
• Nimble – We adapt quickly in a fast‑changing environment.
• Global – We embrace diverse people and ideas to drive better outcomes.

We believe weaving these core values into our day‑to‑day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie. We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, pension/retirement matching, comprehensive life insurance, an employee assistance program, time‑off plans, and paid company holidays.

Delinea is an Equal Opportunity and Affidavit Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Upon conditional offer of employment, candidates are required to complete a comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.