Now Hiring - dbt Labs, Inc. - Manager, Sales Development (Austin) in Austin, TX

Full description of the position

About Us Since 2016, dbt Labs has been on a mission to help analysts create and disseminate organizational knowledge. We've pioneered the practice of analytics engineering, built the primary tool in the analytics engineering toolbox, and have been fortunate enough to see a fantastic community coalesce to help push the boundaries of the analytics engineering workflow. Today, there are 50,000 teams using dbt every week, 100,000 dbt Community members, and over 5,100 dbt Cloud customers. As of February 2025, we surpassed $100 million in annual recurring revenue (ARR), scaling from $2M ARR to this milestone in only four years. Simultaneously, we've exceeded the 5,000 customer mark, with 85% year-over- year growth in adoption among Fortune 500 companies. This momentum is fueled by dbt's critical role as the data control plane for enterprise data teams around the world, who rely on the technology to transform data into reliable, actionable business insights. We're rapidly growing and looking for passionate people to join our global team. Learn more about what makes us special by checking out our values here. We are in an exciting time of growth, and dbt Labs is currently looking for a Manager, Sales Development to help lead our SDR team in our Austin office. This person will operate with a servant-leadership mindset and play a crucial role in leading our SDR team to success while optimizing strategies to drive pipeline generation and revenue growth for the company. This includes things like lead generation, training/development, process improvement, data/reporting, staffing field events, partnership with sales/marketing, and reporting on team performance/productivity. Most importantly, we are looking for someone who can lead by example and genuinely cares about lifting their team up. They will lead with empathy and drive a collaborative and positive work environment with their team that will foster high morale. This person will be based in Austin and will be in office 3 days a week. In this role, you can expect to: * Hire, onboard, manage, and retain a team of 6-8 overachieving SDRs * Work with Sales Leadership and Enablement to successfully onboard and ramp new hires and enable future sellers. Career pathing is a big priority here * Work with colleagues across marketing functions to increase inbound conversion rates and pipeline dollars generated from inbound lead sources * Partner with Sales leaders and product marketing to iterate on existing outbound strategies, and to develop new omni-channel outreach strategies across use-cases, intent signals, personas and industries * Work with operations and revenue systems to continue to make the job as administratively efficient as possible while optimizing process and identifying bottlenecks * Build and maintain reporting across Salesforce, Looker and Excel and administer systems (Salesforce, Outreach, LI Sales Navigator, ZI, 6sense, account scoring tools) * Lead strategic regional pipeline meetings, use data to identify strategy and plays that are working * Lead SDR meetings and at least 2 1x1s per week per direct report * Help increase direct reports' technical and business acumen You are a good fit if you have: * Experience selling a technical product * Have 1+ years of experience as a Sales Development leader or 3+ years of success as an Account Executive * Former experience in the SDR role (both inbound and outbound) * Enablement experience - onboarding and ramping a team, or mentoring SDRs You'll have an edge if you have: * Closing or dedicated enablement experience * Been part of an earlier stage company where you scaled an SDR team * Data or OSS experience * Sold to data/engineering teams Compensation & Benefits * Salary : We offer competitive compensation packages commensurate with experience, including salary, equity, and where applicable, performance-based pay. Our Talent Acquisition Team can answer questions around dbt Lab's total rewards during your interview process. * The typical starting OTE range for this role is: $149,000 - $180,000 USD OTE (70% base salary / 30% variable compensation) * Equity Stake * Benefits - dbt Labs offers: * Unlimited vacation (and yes we use it!) * Excellent healthcare * Group Retirement Savings Program * Paid Parental Leave * Wellness stipend * Home office stipend, and more! * Equity or comparable benefits may be offered depending on the legal limitations What to expect in the hiring process(all video interviews unless accommodations are needed): * Interview with Talent Acquisition Partner * Interview with Hiring Manager * Team Interviews * Presentation Who we are At dbt Labs, we have developed strong opinions on how companies should practice analytics. Specifically, we believe that: * Code-based transformations offer unmatched flexibility and transparency across various "multi-player" development to power everyone in the organization to collaborate on a common language * Data analysts should adopt similar practices and tools to software developers * Critical analytics infrastructure should be controlled by its users as open source software * Analytic code itself -- not just analytics tools -- will increasingly be open source It turns out that a lot of other people believe this too! Today, there are 50,000 teams using dbt every week, 100,000 dbt Community members, and 5,100 companies paying for dbt Cloud. Our customers include JetBlue, Hubspot, Vodafone New Zealand, and Dunelm. dbt is synonymous with the practice of analytics engineering, defining an entire industry. We're backed by top investors including Andreessen Horowitz, Sequoia Capital, and Altimeter. dbt Labs is an equal opportunity employer. We're committed to building an inclusive team that welcomes a diversity of perspectives, people, and backgrounds regardless of race, color, national origin, gender, sexual orientation, age, religion, disability, citizenship, veteran status, or any other protected status. We feel strongly that whether or not your experience exactly fits the job description, your passion and skills will stand out and set you apart even if your career has taken some twists and turns. If you are on the fence about whether you meet our requirements, we encourage you to apply anyway! Please reach out to us directly at [please apply online] if you need assistance or an accommodation . Want to learn more about our focus on Diversity, Equity and Inclusion at dbt Labs? dbt Labs reserves the right to amend or withdraw the posting at any time. For employees outside the United States, dbt Labs offers a competitive benefits package.Equity or comparable benefits may be offered depending on the legal or country limitations.