Manager II, Sales Development
Everlaw · Legal & compliance
Hybrid, 3 days/week in office: Oakland, CA; must live near Oakland, CA (in office Mon/Wed/Thu)
SDR manager$126k base · $180k OTEStartup37 insiders to talk to
Still open · posted 11 days ago
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Manager, Sales Development
Ivo · Legal & compliance
On-site in San Francisco; must live near San Francisco, CA · relocation offered
SDR / BDR manager
Opens the job on Ivo's own careers site. Some companies ask you to create an account or click through another page first.
At a glance
What you'd actually do: Player-coach hiring and leading SDRs who generate pipeline for an AI contract review product, managing outbound sequences and inbound leads.
Pay
Not listed
$150k-$175k listed without a base/OTE label, plus equity
Where you work
On-site in San Francisco; must live near San Francisco, CA · relocation offered
Relocation: offered
Selling to
enterprise legal teams
How you'd sell
Inbound + outbound
Experience asked
2+ years
Tools you'll use
Salesforce, HubSpot, Outreach, Salesloft, LinkedIn Sales Navigator, ZoomInfo
Visa
Sponsors visas
Your game plan for this job
0 of 5 doneMost people just hit Apply. Do these first and you show up with someone on the inside.
- 1Pick 2–3 people at IvoWe found 23 current reps: 3 SDRs, 15 AEs, 1 SDR managers. SDRs reply the most; they were in your shoes recently. See them ↓
- 2Send a short, curious noteAsk about their experience, not for a referral. We write it for you, with the role and what Ivo sells.
- 3Have a 15-minute chatGood questions for this role:
- What does a normal day look like for you?
- How did you land the job? What stood out in your interviews?
- The posting mentions Salesforce, HubSpot, Outreach, Salesloft, LinkedIn Sales Navigator, ZoomInfo. How much of your day is in those tools?
- How is the team doing on quota? What separates the people who hit it?
- 4Apply, ideally with a referralIf the chat went well, ask if they'd refer you or point you to the hiring manager. Then apply and let them know so they can flag it.
- 5Prep for the role playSDR interviews almost always end in a mock cold call. Practice with the Ivo cheat sheet and the role-play guide.
Talk to someone at Ivo before you apply
A friendly message to a current rep is the best way to stand out. Ask about their experience, not for a referral.
Full job description
Why Join Ivo?
Contracts are the oldest business technology in human history. They allow us to collaborate: they define what we promise each other, how we work together, and what happens when things go wrong.
Ivo builds AI products that helps companies like Meta, Uber, IBM, Intel, DoorDash, Mitsubishi Electric, and Coinbase solve their most difficult contracting problems. We think that large language models have created an opportunity to fundamentally change how businesses collaborate with each other.
At Ivo you will work on challenging problems with colleagues who have high standards for each other, move fast, and care deeply about their craft.
The Opportunity
Sales Development is the engine behind two critical functions at Ivo: pipeline creation and talent development. We execute with urgency, partnering with Marketing and Sales to drive demand and create new business opportunities, while simultaneously developing our people into the next generation of Ivo's GTM leaders.
As Manager, Sales Development, you'll own the outbound motion for your team: coaching reps, managing pipeline, and building the processes and playbooks that will define what world-class prospecting looks like in the legaltech category. As one of the early GTM leaders at Ivo, your fingerprints will be on the entire SDR function.
This is a player-coach role in the best sense. You'll be close enough to the reps to model great behavior, and senior enough to zoom out, shape strategy, and influence how we scale.
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 tooling in collaboration with Marketing and Sales.
Oversee inbound lead management — ensuring timely response, clear qualification standards, and tight campaign follow-up.
Build and maintain metrics and dashboards to track SDR performance, activity levels, and conversion rates.
Run High-Velocity 1:1s focused on pipeline math, skill development, and blocker removal — acting as Head of Enablement for each rep.
Collaborate with AEs to ensure seamless, high-quality opportunity handoffs.
Coach SDRs on call execution, email personalization, objection handling, and prospecting best practices.
Experiment with emerging channels — video, social selling, AI tools — to improve engagement rates and booking velocity.
Represent Ivo at events and field marketing activities; convert conversations into qualified pipeline.
Track and grow the events pipeline — ensuring all leads from webinars, sponsorships, and field events are captured, qualified, and followed up on.
Build a culture of accountability and motivation — celebrating wins, diagnosing losses, and closing skill gaps fast.
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