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Senior Manager, Inbound Sales Development



Sales & Business Development
San Francisco, CA, USA
Posted on Friday, February 2, 2024

Ironclad is the #1 contract lifecycle management platform for innovative companies. Every company, in every country, in every industry runs on contracts, but managing these contracts slows companies down and costs them millions of dollars. L’Oréal, Staples, Mastercard, and other leading innovators use Ironclad to collaborate and negotiate on contracts, accelerate contracting while maintaining compliance, and turn contracts into critical carriers of operational business intelligence. It’s the only platform flexible enough to handle every type of contract workflow, whether a sales agreement, an HR agreement or a complex NDA.

Ironclad is writing the narrative that shows how beautiful and functional contracting will change business. We’re a leader in the Forrester Wave for Contract Lifecycle Management. We have been recognized as a Fortune Great Place to Work for four consecutive years. Our innovation and work culture have been recognized by Glassdoor's Best Places to Work 2023, Forbes’ 50 Most Promising AI Companies, Wing Venture Capital's Enterprise Tech 30, and Gartner's Magic Quadrant. We work in a highly collaborative environment, and strive to foster a positive, inclusive culture. We’re backed by leading investors like Accel, Y Combinator, Sequoia, and BOND. For more information, visit www.ironcladapp.com or follow us on LinkedIn and Twitter.

Position Overview:

As the Inbound SDR Manager, you will be responsible for standing up a new team of 6-8 inbound sales development representatives (SDRs) at Ironclad. This role requires a leader that has built teams from scratch, as well as lead and scale that team autonomously. This role requires a strategic leader who will create and nurture strong cross functional partnerships with the outbound sales and BDR teams, and internally with the Growth marketing team. This role will be pivotal to the lead-to-opportunity sales funnel stage. Reporting to the Growth team within the Marketing Department, the Inbound SDR Manager will play a critical role in driving revenue growth and enhancing the overall customer experience. This role will be based in San Francisco.

Key Responsibilities:

  • Team Leadership:

    • Lead, mentor, and coach a team of 6-8 Inbound SDRs to achieve and exceed performance targets.

    • Set a strategic vision for how the team will hit their goals every quarter, and rally the team around goal achievement.

    • Proactively foster a collaborative and high-performance culture within the team that is specifically geared towards constant optimization.

    • Conduct regular performance reviews, set goals, and provide ongoing feedback to drive individual and team success.

    • Stay on top of industry trends, best practices, and new tools.

  • Process Optimization:

    • Collaborate with demand generation marketing teams to understand campaign strategies and optimize inbound lead generation processes.

    • Implement best practices to qualify and prioritize inbound leads effectively.

    • Analyze and refine workflows to enhance efficiency and drive higher conversion rates, including channels like ‘website chat’ and ‘conversational email’ tools.

  • Alignment with Sales Teams:

    • Work closely with Sales Leaders, BDR leadership, AEs, and outbound sales teams to ensure a seamless handover of qualified leads for top accounts.

    • Collaborate with sales leadership to understand and align with overall sales strategies.

    • Provide deep and recurring insights from inbound activities to inform both inbound and outbound prospecting efforts.

  • Data Analysis and Reporting:

    • Utilize analytics and reporting tools to track key performance metrics and provide insights into the effectiveness of inbound strategies.

    • Develop CRM data centric practices that enable presentation of regular reports to showcase the impact of inbound activities on pipeline and revenue.

  • Cross-Functional Collaboration:

    • Foster strong communication and collaboration with marketing, sales, and other cross-functional teams.

    • Lead pipeline review metrics and performance reporting for SDRs across GTM. Participation in and at times leading regular meetings to ensure alignment on goals, strategies, and priorities.


  • Proven experience in a similar inbound SDR management role within a B2B SaaS environment. Plus if also have BDR and outbound management experience to ensure strong collaboration across motions.

  • Track record of building ‘best-in-class’ sales development teams at similar high tempo companies.

  • Mastery of the inbound sales process, including lead qualification, measuring lead follow up time and quality, lead routing, dashboard building, notifications for reps and manager, plus all applicable tools.

  • Proven track record of inbound sales development with ability to attract, retain, and move talent into other areas of the business.

  • Strong leadership and team management skills.

  • Ability to monitor and coach assigned team members on sales processes, best practices, and applicable tools.

  • In-depth understanding of demand generation and inbound marketing principles.

  • Analytical mindset with the ability to leverage data to drive decision-making.

  • Excellent communication and collaboration skills.

​​Education and Experience:

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

  • 5 years of experience in inbound SDR management, with a track record of success in a B2B SaaS environment.

  • Ideal candidate will have built an SDR/BDR team from the ground up in a previous role.


  • Health, dental, and vision insurance

  • 401k

  • Wellness reimbursement

  • Take what you need vacation policy

  • Generous parental leave for both primary and secondary caregivers


  • Health, dental, and vision insurance

  • 401k

  • Wellness reimbursement

  • Take what you need vacation policy

  • Generous parental leave for both primary and secondary caregivers

OTE Range: $175,000 - $225,000

The OTE range represents the minimum and maximum of the OTE range for this position based at our San Francisco headquarters. The OTE offered for this position will depend on numerous factors, including individual proficiency, anticipated performance, and the location of the selected candidate. Our OTE is just one component of Ironclad’s competitive total rewards package, which also includes equity awards (a new hire grant, along with opportunities for additional awards throughout your tenure), competitive health and wellness benefits, and a commitment to career growth and development.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.