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7 days ago
Requirements and responsibilities
Role at a GlanceWhat: As our SDR Manager, you will own the performance and development of Rally's SDR team, building the systems, culture, and coaching cadence that drive consistent, high-quality pipeline generation.Impact: You will act as the connective tissue between sales leadership and the SDR team, translating company goals into day-to-day execution and helping early-career reps become quota-attaining contributors.Team: You will join Rally's Sales organization and work closely with the Sales Director and the current four-person SDR team.Work Style: This role is remote-first and requires strong asynchronous collaboration, with periodic in-person team gatherings and travel for team building and training.About Rally UXRRally is the User Research CRM that helps product, design, and research teams talk to their users quickly, safely, and at scale. Our platform automates the unglamorous parts of research—participant recruitment, outreach, screening, scheduling, consent, and incentives—so teams can spend more time learning from customers and less time wrestling with manual workflows.We're now building Rally's next chapter: an AI-native platform that handles the full research lifecycle, end to end.Trusted by teams at Google, Adobe, Figma, GitLab, Webflow, and others. Backed by Y Combinator, Stage 2 Capital, and Canapi Ventures.About the TeamRally's Sales team is building the outbound engine that will support the company's next stage of growth. The team emphasizes attainable targets, operational discipline, and meaningful investment in people and systems rather than a high-pressure volume model.The OpportunityRally is at a critical moment: the company has strong product-market fit, a fast-growing customer base, and an SDR team that is ready to level up.This role exists to provide dedicated management for daily execution, coaching infrastructure, and a durable performance culture. The person in this role will have visible impact quickly and meaningful opportunity to shape how outbound scales at Rally.What You'll DoLead and develop a team of SDRs, owning ramp, performance management, and long-term growth.Build and run the team's daily operating rhythm, including standups, 1:1s, pipeline reviews, and call coaching.Create and maintain a structured coaching program that helps reps develop core selling skills and hit targets consistently.Partner closely with AE leadership to align on pipeline quality, handoff standards, and outbound strategy.Develop and refine outbound playbooks, messaging frameworks, and prospecting processes in collaboration with sales leadership.Track and report on team performance metrics, using data to identify trends and adjust coaching priorities.Serve as a culture carrier for the SDR organization, setting the standard for accountability, activity, and professionalism.What You'll BringProven track record managing or leading SDRs or BDRs in a B2B SaaS environment.Demonstrated ability to build and sustain a high-performance culture.Experience in an early-stage or scaling startup where systems were being built or adapted in real time.A genuine sense of urgency - you move quickly, maintain a high bar, and do not wait for perfect conditions to start executing.Comfort operating with ambiguity in a fast-paced environment where iteration is the norm.Nice to HaveFamiliarity with UX research or research tooling.Experience at a company that scaled rapidly from a small base.If you're excited about Rally and this role but do not meet every requirement, we still encourage you to apply. We are interested in what you can do, not just what you have done.How We WorkRemote-first: Work from anywhere in the US, with core collaboration hours that overlap across US time zones. Boston-based candidates are strongly preferred as Rally builds toward a local SDR hub.In-person connection: Expect periodic team or company onsites focused on relationship building, strategic work, and training.High ownership: This role comes with real responsibility from day one and substantial trust to determine the best path to outcomes.Customer-driven: Rally talks to users constantly and uses those insights to drive decisions across teams, including Sales.AI‑native: We're building an AI‑native product and operating like one internally. We expect everyone at Rally to be actively experimenting with AI tools, challenging how they work, and finding ways to move faster.Compensation & BenefitsBase salary range (US): $126,000This range reflects the minimum and maximum target for new hires in this role across the United States. Within the range, individual pay is determined by factors such as job‑related skills, experience, and location.Additional compensation: This role is eligible for variable compensation (commission) and equity awards in accordance with Rally’s applicable plans, totaling an OTE (base salary plus variable commission) are currently estimated at $180,000 per year. Any such compensation is not guaranteed and is determined at Rally’s discretion under the terms of those plans.Benefits for US‑based full‑time employees currently include:Competitive compensation and meaningful equityFlexible / unlimited PTO policyMedical, dental, and vision insuranceParental Leave401(k) retirement planHome office set‑up supportMonthly remote work stipendQuarterly in‑person team or company gatheringsBenefits may vary based on role, level, and location, and are subject to change as Rally grows.Our hiring processWhile the exact steps can vary by role, here’s what you can generally expect:Initial conversation: A short call with our recruiting team to learn more about your background and share more about Rally.Hiring manager interview: A deeper conversation about the role, your experience, and what success looks like in the first 6–12 months.Exercise and presentation/whiteboarding session: Conversations with future teammates and cross-functional partners, plus a practical exercise aligned with the day-to-day work.Team and cross functional conversations: Time with leadership and/or key partners to answer your remaining questions.We’ll share details at each stage so you know what’s coming and how to prepare!Rally strives to recruit and retain exceptional talent from diverse backgrounds while ensuring pay equity across our team. Our salary ranges are based on competitive market data for our size, stage, and industry, and may adjust over time as the market evolves.Rally is an equal opportunity employer. We do not discriminate on the basis of race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity or expression, age, disability, veteran status, or any other legally protected characteristic.We’re committed to providing reasonable accommodations to candidates with disabilities throughout the application and interview process. If you need support or an adjustment at any point, please let us know how we can help.This job description is intended to describe the general nature and level of work for this role. It is not a complete list of all responsibilities, duties, and skills required. Employment with Rally is “at will,” which means either you or Rally may terminate the employment relationship at any time, with or without notice, and for any lawful reason or no reason at all.
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