Role Purpose
The Sales Development Manager is responsible for building, executing, and scaling Warah's outbound sales engine. This role owns lead generation, qualification, and early-stage pipeline development, ensuring a consistent flow of qualified opportunities to close revenue.
This is a results-driven role. Activity matters, but output matters more.
Key Responsibilities
Sales Development & Pipeline Growth
- Own outbound sales strategy for assigned target segments (SMEs, mid-market, enterprise).
- Generate qualified leads through cold calls, emails, LinkedIn outreach, referrals, and partnerships.
- Qualify prospects based on Warah's ICP, pain points, budget, authority, and readiness.
- Book and manage high-quality demos for senior sales or leadership when required.
- Maintain a healthy, predictable sales pipeline.
Target & Performance Management
- Deliver monthly targets (e.g., number of qualified companies onboarded or handed over).
- Track conversion rates across outreach demo close stages.
- Optimize scripts, messaging, and outreach sequences based on data.
- Eliminate low-quality leads and wasted activity.
CRM & Process Discipline
- Maintain accurate records in CRM (leads, activities, notes, follow-ups).
- Ensure forecasting accuracy and clean pipeline hygiene.
- Build repeatable outbound processes that can scale with the team.
Market Intelligence & Feedback Loop
- Feed real customer insights back to product and leadership:
- Objections
- Pricing resistance
- Feature gaps
- Competitive threats
- Stay current on HR tech trends, compliance needs, and competitor positioning in the region.
Team Leadership (if applicable)
- Coach junior SDRs or sales reps as the team scales.
- Set daily, weekly, and monthly activity benchmarks.
- Enforce accountability and performance standards.
Key Metrics (Non-Negotiable)
- Number of qualified companies added per month
- Demo-to-conversion ratio
- Pipeline value generated
- Sales cycle velocity
- Cost per qualified lead
Required Qualifications
- 36+ years in B2B sales or sales development (SaaS preferred).
- Proven experience in outbound sales and lead qualification.
- Strong understanding of CRM systems and sales funnels.
- Comfortable selling to decision-makers (HR Directors, CFOs, CEOs).
- Excellent communication and objection-handling skills.
- High ownership mentality no hand-holding.
Preferred Experience
- HR software, ERP, payroll, or compliance-driven SaaS.
- Experience selling into GCC markets.
- Startup or scale-up environment exposure.
What Success Looks Like
- Predictable monthly pipeline creation.
- Clear visibility into what's closing and why.
- Shortened sales cycles.
- Strong alignment between sales, product, and leadership.
- Revenue growth without chaos.
Personality Fit
- Competitive, disciplined, and data-driven.
- Comfortable with pressure and targets.
- Direct communicator internally and externally.
- Thinks in systems, not excuses.
