SDR Manager
Company: Ivo
Location: San Francisco
Posted on: February 19, 2026
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Job Description:
Job Description Job Description Why Ivo? Contract negotiation is
the most time-consuming, costly, and difficult component of the
contract lifecycle—and it hasn’t gotten much easier since the days
of fax machines. Large language models have unlocked the ability to
solve many contract negotiation problems at scale. Our product is
best-in-market (we have an 85% h2h trial win rate) and used by some
of the leading companies in the world. Overview: We’re looking for
an exceptional Business Development leader to: (1) Lead a team of
BDRs to create qualified opportunities for the sales team, (2)
Train other members of the BDR team, and (3) take on operational
and administrative tasks to help the BDR team perform and exceed
their pipeline goals. You will be a source of knowledge and best
practices amongst the BDRs, and will help to train, onboard, and
mentor new BDRs. As one of the early leaders on the GTM team,
you’ll have a massive impact on shaping Ivo’s sales motion and
defining what “world-class prospecting” looks like for our
category. What You’ll Do Hire, train, and lead a high-performing
SDR team to meet and exceed qualified pipeline targets. Develop and
optimize outbound sequences, messaging, and tools in collaboration
with Marketing and Sales. Oversee inbound lead management by
partnering with Marketing to ensure timely response, clear
qualification standards, and campaign follow-up strategy and to
improve opportunity management and qualification processes.
Implement metrics and dashboards to track SDR performance, activity
levels, and conversion rates. Actively drive
performance/productivity KPIs by conducting 1 on 1 coaching/ goal
setting, problem solving, and assist with identifying performance
and market trends. Collaborate with AEs to ensure seamless handoff
of qualified opportunities. Represent Ivo at events and field
marketing activities, proactively engaging prospects, building
authentic relationships, and converting conversations into
opportunities. Help grow and track the events pipeline by ensuring
all leads from event attendance, webinars, and sponsorships are
captured, qualified, and actively followed up on. Coach SDRs on
call execution, email personalization, objection handling, and
prospecting best practices. Experiment with new channels (e.g.,
video, social selling, AI tools) to improve engagement rates. Build
a culture of accountability and motivation, celebrating wins and
learning from losses. What We’re Looking For 3–6 years of
experience in B2B SaaS sales, with 2 years in SDR management or
team lead roles. Track record of building and leading a team that
consistently meets/exceeds goals Excellent communication skills
Attract, hire, develop, and retain top BDR talent Passion for
coaching and developing early career talent Strong understanding of
sales funnels, pipeline metrics, and CRM hygiene (experience with
HubSpot, Salesforce, or similar). Data-driven, operationally
strong, and comfortable working with early processes. Excellent
communicator and coach — you know how to motivate people and turn
good SDRs into great ones. A player-coach mentality — willing to
roll up your sleeves when needed. Passion for legaltech or
productivity software is a plus. FAQ: How far along are we? We
launched in early access in 2023. Since then, we’ve had an
incredible response from the market and are growing rapidly. We
6x'd in ARR in the last 12 months. Our clients include companies
like Uber, Reddit, IBM, Canva, Pinterest, WordPress, and more.
We're happy to share more details with candidates who go through
our interview process. Is this a chill gig? Startups are very hard,
especially if they’re growing fast. You’ll have a ton of
responsibility, and there’s always an enormous amount of stuff to
do. It’s hard work but the payoff is uncapped. Can I work remotely?
We require candidates to work with us in-person 5 days a week in
our San Francisco office.
Keywords: Ivo, Laguna , SDR Manager, Sales , San Francisco, California
