Manager of Global Sales Development Team

At Gurobi Optimization, we're on a mission!   

A mission that focuses on mathematical optimization. We empower our customers to expand their use of mathematical optimization technology in order to make smarter decisions and solve some of the world's toughest and most impactful business problems. We're looking for passionate, dedicated, innovative game-changers to join our team and drive the future of Gurobi.

As the Manager of Global Sales Development Team at Gurobi Optimization, you will lead and inspire a high-performing global SDR team that drives pipeline growth and supports the company’s business development goals. In this role, you will work across multiple regions—including the Americas, EMEA, and APJ- to create consistency, scalability, and excellence in sales development practices. 

You will be responsible for developing people, refining processes, and aligning closely with Sales, Marketing, and Revenue Operations to optimize lead generation and qualification. You will balance strategy and execution—building programs that enhance performance while fostering an inclusive and engaging culture that empowers team members to grow and succeed. 

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What you will be doing?

• Lead, mentor, and coach a global team of SDRs across multiple regions (e.g., Americas, EMEA, and APJ), ensuring consistent performance and engagement. 
• Set clear performance expectations and establish individual development plans to grow team members’ skills and career trajectories. 
• Foster a culture of accountability, collaboration, and continuous improvement through coaching, regular feedback, and recognition. 
• Define and execute the global SDR strategy in alignment with company goals, sales targets, and marketing initiatives. 
• Develop and implement scalable outreach and qualification processes to improve lead conversion and pipeline quality. 
• Partner with Sales and Marketing leaders to align on messaging, target markets, ideal customer profiles (ICP), and lead scoring. 
• Monitor SDR performance through KPIs such as activity levels, conversion rates, opportunity creation, and contribution to pipeline growth. 
• Create and maintain dashboards and reports that provide insights into team performance, lead flow, and campaign effectiveness. 
• Partner closely with Marketing to refine lead generation and qualification strategies. 
• Collaborate with Sales Operations and RevOps to ensure systems, tools, and reporting support SDR efficiency and accuracy. 
• Work with Enablement to develop training programs that improve product knowledge, messaging consistency, and outreach effectiveness. 
• Lead hiring efforts for SDRs globally, ensuring diverse talent pipelines and equitable recruitment practices. 

What experience and qualifications should you have?

• Bachelor’s degree in Business, Marketing, or a related field
• 7+ years of experience in sales or business development, with at least 3 years in a leadership or managerial role overseeing SDRs or inside sales teams. 

What skills and abilities should you have?

• Proven experience leading distributed or global teams across multiple regions and time zones. 
• Strong understanding of sales processes, pipeline management, and B2B lead qualification methodologies.  
• Experience working with CRM and sales engagement platforms (e.g., Salesforce, HubSpot, Outreach, or SalesLoft). 
• Ability to coach, motivate, and develop team members to achieve high performance and professional growth. 
• Data-driven decision-making skills with the ability to analyze performance metrics and identify trends. 
• Excellent communication and interpersonal skills, with the ability to collaborate effectively across functions and regions. 
• Strong organizational and project management abilities to handle multiple priorities in a fast-paced environment. 

What other requirements should you have?

• Demonstrated strategic thinking and execution—ability to translate company objectives into actionable sales development plans and measurable outcomes. 
• Strong global and cross-cultural leadership skills to manage, motivate, and connect with diverse teams worldwide. 
• Commitment to coaching and talent development fosters an environment supporting learning and professional growth. 
• Advanced analytical and data-driven decision-making capabilities to track performance and identify improvement opportunities. 
• Excellent communication and influence skills, able to collaborate effectively and build strong relationships across Sales, Marketing, and Revenue Operations. 

Your Alignment with our Gurobi Core Values:

• Customer Focus: Verbal & written communication skills that bring clarity and build trust.  

• Power of the Team: Motivated with a team-oriented mindset that aims to both inspire and be inspired by others. 

• Innovation: The courage to bring ideas forward and see yourself as an integral part of our global team.  

• Dedication: Organized and agile, focusing on meeting professional objectives while promoting a healthy work/life balance.  

• Integrity: Promise to uphold honesty as your compass and conduct all business practices with an ethical mindset and fiscal responsibility.  

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Gurobi Optimization is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, protected veteran status, or any other characteristic protected by law.

Gurobi Optimization is an E-Verify employer. As part of our hiring process, we utilize the federal E-Verify program to verify the employment eligibility of all newly hired employees. For additional information regarding E-Verify, please visit www.e-verify.gov.

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