Sales Development Manager

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Job Title: Sales Development Manager

About the Company:

Our client is a small, fast-moving candy startup in San Diego whose founders have about 50 years of combined industry experience. It runs wholesale candy distribution and custom gummy and product development, and it invents its own products.

Job Description:

Our client requires a hands-on manager to refine the client's existing outbound program, recruit and run a small SDR team, and start generating qualified opportunities from taco shops and Mexican restaurants within 30 days.

Much of the sales foundation already exists: prospect lists, scripts and materials, qualification criteria, sales processes and SDR hiring criteria. The manager reviews and improves it, recruits strong SDRs and owns the outbound operation without needing constant direction from the owner. Because many target customers are Spanish-speaking restaurant owners, at least one SDR must be fluent in English and Spanish (two is ideal), but sales ability comes first.

Responsibilities of the role:

• Review existing prospect lists, scripts, materials, qualification criteria and processes, and recommend practical improvements.

• • Set SDR KPIs and performance expectations.

• • Recruit, screen and interview SDRs and recommend candidates for approval.

• • Train and onboard SDRs using existing materials.

• • Manage outbound prospecting, follow-up and lead qualification.

• • Coach SDRs on calls, messaging, objection handling and follow-up.

• • Manage activity and pipeline tracking in HubSpot.

• • Track response rates, qualified meetings, lead quality and early opportunities.

• • Address underperformance through coaching, training or replacement recommendations.

• • Send concise weekly reports on performance, pipeline, challenges and next steps.

Required Experience and Qualifications:

• Proven experience managing outbound B2B SDRs or sales teams.

• • Success building, launching or improving outbound sales programs.

• • Experience recruiting, training, coaching and evaluating sales reps.

• • Strong HubSpot CRM experience.

• • Strong grasp of prospecting, qualification, pipeline management and sales KPIs.

• • Sound judgment on what to change and what to keep in existing processes.

• • Works independently, prioritizes well and owns results.

• • Strong communication and organizational skills.

Preferred Skills:

• Experience selling to restaurants, foodservice, hospitality or other B2B businesses.

• • Spanish/English bilingual (not required if the team includes a fluent Spanish-speaking SDR).

Personality:

• Takes ownership and manages people effectively.

• • Turns an existing foundation into a productive, scalable outbound operation.

First 30 Days:

Recruiting, preparation and launch should overlap; the month should not be spent only writing documents.

1. • Week 1 — Review and prepare: audit the program, review HubSpot, set reporting, initial KPIs and the SDR launch plan.

2. • Week 2 — Recruit and train: screen and interview SDRs on outbound experience, ensure at least one is bilingual, recommend hires and begin onboarding.

3. • Week 3 — Launch: start outbound prospecting, monitor activity and quality, coach and enforce HubSpot use.

4. • Week 4 — Evaluate and improve: review performance, response rates, meetings and pipeline; recommend which SDRs to keep; deliver a report and next-month plan.

Success at day 30 is a working outbound operation that has begun producing qualified opportunities, with clear KPIs, accountability, HubSpot tracking and a repeatable process.

Software & Tools:

• Hubspot

Schedule:

Monday, Tuesday, Wednesday, Thursday, Friday

09:00–11:00 PT

No weekends

10 hours per week

Salary and Benefits:

• Payment in USD or Local Currency according to candidate's preference.

• Full-time remote opportunity.