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New Sales SDR Manager

Company Summary 

LCPtracker, Inc. is a cloud-based software (SaaS) provider specializing in labor compliance for public works construction projects. LCPtracker has offices in New Braunfels, TX, Orange CA, and Fenton, MI, and helps government agencies and prime contractors meet Davis-Bacon/prevailing wage compliance requirements on projects backed by federal, state, and/or local funding. Thousands of clients and over 100,000 contractors use LCPtracker for their certified payroll and construction site compliance needs. LCPtracker has been recognized year after year since 2017 as one of the “Best Places to Work” in Orange County by the Orange County Register.

Position Summary 

The New Sales (SDR) Manager plays a crucial role within LCPtracker, acting as a bridge between marketing and sales. This position is pivotal in developing and managing the SDR team, whose primary function is to drive pipeline quality and generate / qualify leads to fill the sales pipeline. The SDR Manager is responsible for overseeing daily operations in the sales department, overseeing the team’s performance, optimizing processes, and ensuring alignment with overall business goals.

Primary Duties and Responsibilities

Team Leadership & Coaching

• Lead, coach, and develop a team of SDRs organized by vertical/industry
• Establish clear expectations, performance standards, and career development paths
• Provide ongoing coaching on qualification, discovery, outreach, and disqualification
• Conduct regular 1:1s, pipeline reviews, and OKR check-ins
• Foster a high-performance culture grounded in quality, accountability, and continuous improvement

Pipeline Quality & Performance

• Manages the SDR team to achieve and exceed performance targets
• Oversee prospecting efforts to generate qualified leads through outbound activities, including cold calling, email outreach, and social selling
• Monitor and improve key metrics: lead-to-demo conversions, demo-to-closed-won conversions, and overall pipeline quality
• Identify and correct qualification gaps and misrouted opportunities
• Support the team in navigating complex, regulation-driven sales conversations

Cross-Functional Partnership

• Partner with Sales leadership to align SDR output with AE capacity and revenue goals
• Collaborate with Marketing on lead flow, campaign follow-up, and mid-funnel conversion
• Work closely with internal stakeholders to refine routing rules, CRM workflows, and reporting
• Coordinate with Channel Partnerships on partner-sourced lead handling and attribution

Process, Scale & Continuous Improvement

• Refine SDR processes, playbooks, and cadences to improve effectiveness across verticals
• Implement tools, training, and enablement to help the team scale
• Build strong onboarding and ramp programs for new SDR hires
• Continuously evaluate the SDR function and recommend improvements as the company grows

Reporting & Insights

• Own SDR performance reporting, forecasting, and executive-level dashboards
• Provide regular reports and insights to Sales leadership on team performance, lead conversion rates, and other relevant metrics
• Provide data-driven insights on pipeline health, conversion trends, and team performance
• Identify opportunities to improve SDR productivity and pipeline quality

Other Duties: Please note this job description is not designed to cover or contain a comprehensive list of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Core Competencies

Sales Leadership & Team Development

• Proven ability to lead, coach, and develop high-performing SDR teams to exceed pipeline and revenue targets.

Lead Generation & Pipeline Management

• Expertise in building and optimizing outbound prospecting strategies, including cold calling, email campaigns, and social selling.

Performance Management & KPI Tracking

• Strong ability to establish, monitor, and analyze OKRs, using data to drive continuous improvement and accountability.

Strategic Planning & Execution

• Skilled in developing and executing SDR strategies aligned with broader sales and organizational goals.

Cross-Functional Collaboration

• Effective partner to Sales, Marketing, and Product teams to align messaging, campaigns, and lead handoff processes.

Coaching, Mentorship & Training

• Hands-on leader focused on ongoing development through one-on-ones, team training, and feedback.

Process Optimization & Efficiency

• Identifies opportunities to streamline workflows, improve lead qualification processes, and enhance team productivity.

Data Analysis & Reporting

• Ability to interpret sales data, forecast trends, and present actionable insights to leadership.

Customer & Market Insight Awareness

• Monitors customer feedback, industry trends, and competitive landscape to inform strategy and growth opportunities.

Communication & Executive Reporting

• Strong communication skills with experience presenting performance updates and strategic recommendations to senior leadership

Sales Technology & Tools Expertise

• Proficient in CRM systems, sales engagement platforms, and analytics tools to support SDR operations.

Results-Driven & Goal-Oriented Mindset

• Highly motivated leader focused on achieving departmental goals, revenue growth, and continuous improvement.

Work Environment

This position performs its duties from the New Braunfels, TX office. The role operates in a professional office environment and routinely uses standard office equipment such as computers, phones, software, mobile devices, and related technology.

Physical Requirements

While performing the functions of this job, the employee is regularly required to sit; frequently required to talk and hear, use hands and fingers to type, scroll and use computer equipment. The employee is required to have close visual acuity to perform an activity such as preparing and analyzing data and figures; transcribing; viewing a computer and multiple screens; extensive reading; visual inspection of text/data in both print and electronic forms. 

Position Type and Expected Hours of Work

This is a full-time exempt position. Days and hours worked are dependent on business needs and workload. General availability during regular business hours, Monday through Friday, is expected. Based on the candidate and /or position, a hybrid work arrangement may be considered; however, a minimum of three (3) or more days per week in the office is required to support executive collaboration, leadership presence, and cross-functional engagement. Some flexibility is allowed. Occasional evening and weekend work may be required as job duties demand. 

Travel

There is no major travel requirement for this position. However, infrequent travel may be necessary to visit remote office(s), attend conferences/industry events, etc. Attendance at our corporate Staff Retreat is required. This event is a 2-3-day retreat.  Attendance at our bi-annual User Conference as assigned.

Salary Range

The salary range is $75k to $100k + 30k commission target. Pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other elements dependent on the position offered. Details of participation in these benefit plans will be provided if an employee receives an offer of employment.

Benefits

Along with competitive pay, as a full-time LCPtracker employee, you are eligible for the following benefits:

• Paid Time Off
• 10 Paid Holidays
• Phantom Stock
• 401k Plan with up to 4% company match
• Medical Benefits (Health, Vision and Dental)
• Life Insurance (company paid)
• Long-Term Disability and Short-Term Disability (company paid)
• Employee discounts and perks program 

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LCPtracker participates in the E-Verify Program. E-Verify is an internet-based system operated by the Department of Homeland Security and the Social Security Administration. It allows employers to confirm an individual’s employment eligibility to work in the United States. View the attached notices, available in English and Spanish, for important information regarding the E-Verify program. E-Verify Notice (PDF); Right to Work Notice (PDF) 

LCPtracker, Inc. is an equal opportunity employer of all qualified individuals, including minorities, women, veterans, and individuals with disabilities, and regardless of sexual orientation or gender identity. LCPtracker, Inc. will consider for employment qualified applicants with criminal histories in a manner consistent with all federal, state, and local ordinances. 

LCPtracker is committed to the full inclusion of all qualified individuals. In keeping with our commitment, LCPtracker will take steps to assure that people with disabilities are provided reasonable accommodations. Accordingly, if reasonable accommodation is required to fully participate in the job application or interview process, to perform the essential functions of the position, and/or to receive all other benefits and privileges of employment, please contact the LCPtracker Human Resources Department at HR@lcptracker.com. 

Education and Experience

• Bachelor’s degree in business, Marketing, or a related field.
• Minimum of 5+ years of experience in sales development leadership or a related role.
• Experienced SaaS SDR Manager.
• Proven track record of building, coaching, and scaling high-performing SDR teams.
• Strong understanding of pipeline metrics, conversion analytics, and forecasting.
• Experience with CRM and sales engagement tools (Salesforce, Hubspot, Pardot, or similar)
• Previous experience in SaaS or technology sales is a plus.