SDR Associate Manager/Manager - US Market (Enterprise SaaS)

Job Description

Role: SDR Associate Manager/Manager – US Market (Enterprise SaaS)

Location: Hyderabad/Gurugram/Bengaluru – Remote

Darwinbox is the fastest-growing HR technology platform, designing the future of work by building the world's best HR tech, driven by a fierce focus on employee experience and customer success, and continuous, iterative innovation. We are the preferred choice of 900+ global enterprises to manage their 2.5 million+ employees across 116+ countries.

Darwinbox's new-age HCM suite competes with local as well as global players in the enterprise technology space (such as SAP, Oracle, and Workday). The firm has acquired notable customers ranging from large conglomerates to unicorn start-ups: DP World, Masafi, DIFC, Abu Dhabi Department of Finance, Nivea, Starbucks, Swiggy, DLF, Crisil, CRED, Vedanta, Mahindra, Glenmark, Gokongwei Group, Mitra Adiperkasa, EFS Facilities Management, VNG Corporation, and many more.

Our vision of building a world-class product company from Asia is backed by marquee global investors like Microsoft, Salesforce, Sequoia Capital, and Lightspeed Venture Partners.

About the role

We are looking for an experienced SDR Manager to lead our US pipeline generation engine.

This role will own outbound prospecting, strategic account penetration, and inbound conversion for the US market while managing a team of SDRs focused on enterprise pipeline creation.

You will be responsible for building and operating a disciplined, high-performing SDR function that consistently generates qualified opportunities for the sales team.

This role requires someone who understands how enterprise pipeline is created — not just activity management, but real deal influence.

Role Details

• Experience: 7 - 10 years
• Team size: 4 SDRs (US coverage – East / West Coast)
• Reporting to: Head of Revenue Marketing
• Market: United States
• Deal size: $150K+ ACV
• Target accounts: Mid-market and enterprise (1000+ employees)

Core mission

Build and scale a predictable pipeline engine that generates qualified opportunities from US mid-market and enterprise accounts.

Team structure

You will manage 4 SDRs covering:

US East Coast territory or US West Coast territory The team will focus on:

• Outbound prospecting
• Strategic ABM engagement
• Converting Inbound and event leads follow-ups

What you will do

• Lead and coach the SDR team
• Manage and mentor a team of SDRs focused on the US market
• Conduct weekly coaching sessions on discovery, objection handling, and messaging
• Run pipeline inspections and deal reviews
• Own US pipeline generation:
• Own top-of-funnel pipeline metrics including meetings created, opportunities generated, and pipeline value created
• Focus on quality pipeline rather than vanity meetings
• Build outbound and ABM programs
• Design outbound playbooks targeting US mid-market and enterprise accounts
• Build account penetration strategies for Tier-1 logos
• Partner with AEs on account mapping and multi-thread outreach
• Experiment with content-led outbound and creative engagement
• Improve inbound and event conversion
• Ensure inbound leads are contacted within SLA
• Build strong post-event follow-up processes
• Improving conversion rates from marketing leads to qualified opportunities
• Run a data-driven SDR engine
• Build dashboards and performance tracking
• Analyze funnel conversion metrics
• Identify and remove pipeline bottlenecks
• Improve targeting, messaging, and outreach effectiveness

Ideal candidate profile

You are someone who has personally generated enterprise pipeline before managing SDRs and understands the US buyer journey, enterprise sales cycles, and multi-stakeholder deals.

Required Experience

• 7 + years of experience in BDR/SDR or inside sales roles
• 2+ years managing SDR teams
• Strong experience selling into the US market
• Experience selling SaaS solutions with ACV of $150K+
• Experience targeting mid-market and enterprise accounts (1000+ employees)