Sales Development Manager

Sales Development Manager

For the last 40 years, we have been developing software to help construction companies streamline their operations. Based in Sugar Land, TX, our mission is helping customers achieve excellence through our proven customer-centric, end-to-end solutions and exceptionally helpful service, while providing a great life for our employees. With this mission at the core of everything we do, HCSS is a pioneer and leader in the construction software space and a consistently recognized employer. We have earned Best Companies to Work for in Texas honors for 18 consecutive years and have been named a USA Today Top Workplace. HCSS has also been recognized by Built In as a Best Place to Work in Greater Houston and by Construction Executive for our technology innovation, reflecting our strong culture, industry leadership, and commitment to excellence.

Who We Need:

The SDR Manager will own the day-to-day performance, development, and execution of a blended team of Inbound and Outbound Sales Development Representatives. This is a frontline management role responsible for hitting quarterly SQO/SQL targets, building rep capability, and maintaining the operational infrastructure that keeps the SDR org running at a high standard. You will manage a team of approximately 7-10 SDRs split across Inbound and Outbound functions. The Inbound team focuses on converting inbound pipelines from marketing channels; the Outbound team runs territory-based prospecting against a defined account list. Both teams carry fixed quarterly SQO targets with individual and team-level accountability. You will report directly to the Director of Sales Development and work closely with Sales, Marketing, and Revenue Operations to align pipeline generation with broader go-to-market priorities.

Qualifications:

• 1+ year of leadership experience within SDR or inside sales teams, with demonstrated quota attainment results
• Previous experience as a SDR
• Houston-based, hybrid schedule: Tuesday through Thursday in-office at Sugar Land HQ
• Experience managing both inbound and outbound motions simultaneously
• Salesforce proficiency; ability to build and interpret pipeline reports and maintain CRM hygiene standards
• Track record of developing early-career reps into consistent performers
• Clear, direct communicator who can hold accountability without sacrificing rep trust

Preferred Qualifications:

• Experience in B2B SaaS or construction/industrial software verticals
• Account Executive/Closing experience preferred
• Gong fluency; comfortable coaching reps using call data on discovery, objection handling, and qualification
• Familiarity with Clay, Outreach, or similar sales engagement and enrichment platforms
• Exposure to MEDDICC, SPICED or similar sales qualification frameworks
• Experience managing reps in a ramp or PIP cycle

Role Responsibilities:

Team Performance

• Drive attainment against quarterly SQO/SQL targets across IB and OB rep books
• Monitor daily, weekly, and monthly pacing; identify and address gaps early
• Run weekly 1:1s and monthly Gong-documented coaching sessions with each rep
• Initiate and manage PIPs for reps tracking below expectations

Coaching and Development

• Listen to Gong calls regularly and deliver structured, skill-specific feedback
• Partner with Sales Enablement on onboarding, ramp acceleration, and ongoing skill-building
• Identify top performers and develop progression pathways; build accountability with consistency
• Hold reps to defined activity standards (daily dials, emails, sequences, etc.) and remove blockers

Outbound Execution

• Oversee Outbound list quality, sequence performance, prospecting, and system hygiene across assigned reps
• Coordinate with operations on tooling including Clay, Salesforce, Gong, and Gong Engage
• Champion data quality: accurate CRM logging, SQO documentation, and handoff notes

Reporting and Communication

• Deliver weekly performance reports to the Director of Sales Development
• Surface rep-level trends, pipeline risks, and enablement gaps with clear recommendations
• Contribute to QBR content, OKR tracking, and team-level forecasting

Travel Requirements:

• Travel may be required, as directed by Leadership

Benefits & Perks:

Part of our mission is to provide a great life for our employees. We believe that when our people are happy, they do their best work. Some of the benefits and perks we offer include:

• Flexible hybrid schedule
• Medical, dental, and vision coverage with company-paid and employee-paid options
• Paid holidays, sick days, and personal time off
• Employee Resource Groups (ERGs) that foster connection and inclusion
• On-site amenities including a covered basketball court, soccer field, track, pickleball/tennis courts, gym, etc.
• Dog-friendly campus and WiFi-accessible courtyards
• 401(k) with a 5% company match
• Coverage for employee professional development and wellness
• And more!