SDR Manager

About AirOps

AirOps is the first end-to-end content engineering platform built for the AI era. In a world where discovery is shifting from traditional search to AI-driven platforms, we help brands get found—and stay found. We are currently in a phase of hyper-growth, having 5x’d our revenue in the last year by helping marketing teams at Ramp, Chime, Carta, and Rippling turn content quality into a durable competitive advantage.

Our platform equips marketers to navigate the new discovery landscape, prioritize high-impact opportunities, and create accurate, on-brand content that earns citations from AI and trust from humans. Backed by Greylock, Unusual Ventures, Wing VC, and Founder Collective, we are building the intelligent systems that will empower the next generation of marketing leaders. AirOps is headquartered in San Francisco, New York and Montevideo.

About the Role

As SDR Manager, you will serve as the frontline leader of our sales development team, owning the day-to-day coaching, performance management, and operational execution that drives consistent pipeline generation. Reporting to the Director of Sales Development, you'll translate team strategy into daily action — running the plays, developing reps, and ensuring our outbound engine runs at peak performance. This role is ideal for someone who thrives in the details of rep development and team operations while contributing to the broader growth of our sales development organization.

Key Responsibilities

• Day-to-Day Team Management: Directly manage a team of Sales Development Representatives, conducting regular 1:1s, call reviews, pipeline inspections, and performance check-ins to drive individual and team accountability.

• Coaching and Rep Development: Provide hands-on coaching across cold calling, email outreach, social selling, and discovery skills to continuously elevate rep performance and accelerate ramp times for new hires.

• Performance Management: Own team KPIs and activity metrics, identifying trends and gaps early, and implementing action plans to ensure the team consistently meets or exceeds pipeline targets.

• Campaign Execution: Partner with members of Sales and Marketing teams to execute multi-channel outbound campaigns across email, LinkedIn, and other channels, ensuring reps are following playbooks and optimizing messaging based on results.

• Outbound Prospecting Support: Lead by example by staying close to the prospecting motion — assisting with lead list quality, outreach best practices, and hands-on support during high-priority campaigns.

• Process and Tool Optimization: Help maintain and improve workflows within sales tools and automation platforms (including Clay, Lemlist, and CRM systems) to maximize rep efficiency and data accuracy.

• Hiring and Onboarding: Support the recruiting process for new SDRs and own the onboarding experience, ensuring new hires are ramped effectively through structured training programs.

• Cross-Functional Collaboration: Work closely with Account Executives and Sales Managers to ensure smooth lead handoffs and provide feedback loops between the SDR team and broader sales organization.

• Reporting: Maintain accurate reporting on team activity, pipeline contribution, and conversion metrics, surfacing insights to the Director of Sales Development to inform strategy.

Qualifications

• 2-4 years in sales development with at least 1 year in a Team Lead or management role

• Ability to work hybrid out of our downtown San Francisco office

• Proven track record as a top-performing SDR or sales development leader with demonstrated ability to coach others to hit targets

• Strong working knowledge of modern sales tools including CRM systems, outbound automation platforms, and data enrichment tools (experience with Clay a BIG plus)

• Excellent coaching and communication skills with the ability to deliver direct, constructive feedback that drives improvement

• Strong analytical mindset with the ability to interpret activity and pipeline data to make informed decisions

• Experience running or contributing to structured onboarding and training programs

• Ability to work and thrive in a rapidly changing, high-growth tech environment

• A genuine curiosity around AI and its applications in sales and marketing

Our Guiding Principles

• Extreme Ownership

• Quality

• Curiosity and Play

• Make Our Customers Heroes

• Respectful Candor

Benefits

• Equity in a fast-growing startup

• Competitive benefits package tailored to your location

• Flexible time off policy

• Parental Leave

• A fun-loving and (just a bit) nerdy team that loves to move fast!