SDR Manager

Company Overview

Xplor Technologies delivers modern vertical software, embedded payment solutions, and AI-driven capabilities to enhance daily experiences across industries such as fitness, recreation, golf, field services, laundry, education, and other membership- and service-based businesses. Their aim is to simplify operations, provide critical insights, and improve customer and member interactions.

Role Summary

The SDR Manager role, based remotely within Australia, involves leading and expanding the outbound Sales Development Representative (SDR) team across the APAC region, initially focusing on Australia. The position requires hands-on leadership to recruit, onboard, mentor, and develop a high-performing SDR team while ensuring consistent pipeline generation to support the Account Executives. Collaboration with Sales, Marketing, Recruiting, and Revenue Leadership is key to refining outbound strategies and scaling the SDR organization.

Key Responsibilities

• Collaborate with Recruiting to attract, interview, hire, and onboard top SDR talent effectively.
• Create structured onboarding and ramp-up programs to accelerate new hire productivity and define coaching and career growth plans.
• Lead, coach, and motivate the SDR team to consistently surpass pipeline generation goals through regular one-on-ones, call coaching, and performance reviews.
• Own the outbound prospecting strategy, implementing repeatable training programs to enhance SDR performance.
• Develop and refine outbound playbooks, call coaching, messaging, email sequences, objection handling, territory planning, account prioritization, list-building strategies, and best prospecting practices.
• Utilize data and performance metrics (activity, connect rates, meeting conversions, pipeline generation, quotas, ramp progression) to identify coaching opportunities, optimize results, and report insights to Sales Leadership.
• Work cross-functionally with Marketing, Sales, Recruiting, and Product teams to improve lead quality, outbound effectiveness, and sales handoff processes.

Required Qualifications

• Over 2 years managing outbound SDR teams in B2B SaaS environments, with proven experience hiring, onboarding, and developing SDRs.
• Experience leading remote or distributed teams, especially across APAC or multiple time zones.
• Strong knowledge of outbound sales methodologies, modern prospecting techniques, and at least 2 years selling to SMB customers.
• Proficient in CRM systems, notably HubSpot, with ability to leverage data for performance improvement.
• Expertise in outbound prospecting including cold calling, email and LinkedIn outreach, territory planning, account prioritization, list building, sequencing, and analyzing outbound metrics to drive team success.
• Excellent interpersonal and communication skills, results-oriented mindset, and ability to juggle multiple priorities in a fast-paced setting.

Preferred Qualifications

• Experience managing SDR teams focused on the APAC region, particularly Australia.
• Background in fast-growing SaaS companies.
• History of leading distributed or remote-first sales teams.

Additional Information

Company Values:

• Find a better way
• Do the right thing
• Say it straight
• Win together
• Own the outcome

Employee Benefits:

• Paid parental leave programs
• Three extra days off annually to volunteer in the community (#GiveBackDays)
• Commitment to diversity and inclusion with initiatives such as a D&I Council and Global Mentorship Program
• Free access to mental health support
• Flexible work arrangements

Work Location and Legal Requirements

This role is fully remote but restricted to candidates with legal authorization to work and reside in Australia. Xplor Technologies does not provide visa sponsorship or contractor/Employer of Record arrangements for this position.

Hiring Process and Equal Opportunity

Applicants will participate in a thorough recruitment process including background checks and may have video interviews recorded for fraud prevention purposes. The hiring process uses AI-enabled tools only to assist recruiters, with final decisions made by people. The company is devoted to equal employment opportunity and encourages applications from diverse communities including Aboriginal and Torres Strait Islander peoples.