Manager, Sales Development

About the Role

At Panorama, we're scaling our sales engine at a pivotal moment for K-12 education. As SDR Manager, you'll lead our SDR team that opens doors with district leaders nationwide, connecting them to tools that improve student outcomes through data, AI, and multi-tiered support systems. You'll coach reps through cold calls, refine outbound sequences and messaging, and build strategies that crack into competitive territories. You'll partner closely with marketing to align campaigns with outbound efforts and turn insights into pipeline. You'll report to our Senior Inside Sales Manager and work in lockstep with AE leadership to convert meetings into partnerships with districts serving millions of students. If you've built high-performing outbound teams in EdTech and thrive on turning rejections into revenue, this role is your next move.

You'll Own

• Leading a team of 8 SDRs executing 400+ weekly prospecting activities focused on cold outreach to K-12 decision-makers
• Coaching daily: live call reviews, email tear-downs, objection handling to elevate team performance and drive quota attainment
• Partnering with marketing to align outbound strategies with campaigns, refine messaging, and maximize ROI on joint initiatives
• Building and iterating outbound playbooks: territory plans, account-based strategies, multi-channel sequences that break into new districts
• Collaborating with AE and sales leadership to align SDR activity with pipeline goals and ensure seamless handoffs
• Hiring, onboarding, and developing SDRs who can navigate complex district org charts and cold-prospect with confidence
• Tracking KPIs (activity volume, meeting conversion, pipeline contribution) and using data to optimize team performance

You Bring

• 1+ years of experience managing a team of 5+ SDRs in EdTech with proven results scaling outbound motion (quota attainment, pipeline growth, team retention)
• Deep expertise in cold outbound strategy: you've coached reps through the grind of prospecting into unresponsive accounts and winning
• Strong operational chops: CRM hygiene, forecasting, territory design, and using tools like Salesforce, Gong, and HubSpot to drive accountability
• A coaching mindset: you develop people through feedback, role-play, and skill-building, not micromanagement
• Strategic thinking paired with execution speed: you can build a plan and roll up your sleeves to make calls alongside your team

Bonus Points

• Experience in K-12 education (classroom, administration, or selling to schools)
• Track record building outbound sales programs from scratch or through inflection points
• Passion for Panorama's mission: helping 15M students succeed through better data and AI-powered tools

Salary: The base salary range for this position is $90,000 - $120,000 with a variable compensation of $40,000.