Manager, Sales Development Representative

<div class="content-intro"><p><strong>About Tailscale </strong></p> <p>Tailscale is building the new Internet by delivering software that makes it easy to securely interconnect people and their devices, no matter where they are. From hobbyists to multinational corporations, teams of every size use Tailscale each day to protect their networks, share access to internal tools, and more. We're building a future for the Internet that's easy, sensible, and safe, like it used to be. Founded in 2019 and fully distributed, we're backed by Accel, CRV, Insight, Heavybit, and Uncork Capital.</p></div><p><span style="font-size: 12pt;"><strong>Job Description</strong></span></p> <p>We are looking for a thoughtful, hands-on Manager to lead our Sales Development team. In this role, you will coach and develop a group of curious, motivated SDRs who are responsible for building qualified pipeline for the sales organization. You’ll guide their day-to-day execution, help refine our prospecting motions, and partner closely with Sales, Marketing, and Operations to align on strategy, messaging, and highest-value opportunities.</p> <p>If you are passionate about coaching early-career sellers, optimizing prospecting strategies, and helping teams grow in a fast-paced startup environment, we’d love to talk to you.</p> <p><span style="font-size: 12pt;"><strong>Key Responsibilities</strong></span></p> <ul> <li>Lead, coach, and mentor a team of Sales Development Representatives with clear goals, actionable feedback, and ongoing skill development.</li> <li>Become an expert in how Tailscale solves real customer problems, and train your team to articulate that value with clarity and confidence.</li> <li>Build, refine, and operationalize our prospecting playbook across inbound and outbound channels.</li> <li>Drive team performance through regular coaching sessions, call reviews, pipeline reviews, and weekly/monthly operational cadences.</li> <li>Partner closely with Sales, Marketing, RevOps, and Enablement to align ICP, improve lead quality, run campaigns, and accelerate pipeline creation.</li> <li>Own SDR KPIs: track performance, forecast pipeline creation, and use data to identify opportunities for conversion improvements.</li> <li>Recruit, onboard, and ramp exceptional SDR talent, helping them grow into future Account Executives or leaders at Tailscale.</li> <li>Foster an inclusive, collaborative, high-energy culture rooted in curiosity, accountability, and customer empathy.</li> <li>Represent the SDR team in cross-functional planning and help shape our go-to-market strategy as we scale.</li> </ul> <p><span style="font-size: 12pt;"><strong>What We Are Looking For</strong></span></p> <ul> <li>2+ years experience leading SDR or BDR teams in a B2B SaaS environment</li> <li>A track record of coaching SDRs, improving prospecting performance, and consistently meeting pipeline targets</li> <li>Experience in outbound and inbound prospecting motions across multiple segments and personas</li> <li>Strong written and verbal communication skills with the ability to break down complex ideas simply</li> <li>A data-driven mindset - comfortable using metrics, reporting, and tooling (Salesforce, Outreach, Gong, Sales Navigator, etc.) to guide decisions</li> <li>Ability to manage many activities and priorities simultaneously while keeping the team focused on what matters most</li> <li>A passion for coaching, developing future sales talent, and helping others succeed</li> <li>Willingness to travel 25% of the time for industry eve ... (truncated, view full listing at source)