Sales Development Manager (San Francisco)

About Orb:

Orb is transforming how modern AI and software companies monetize at scale. We've built the next-generation billing infrastructure that turns complex usage-based pricing into competitive advantage. Our developer-first approach powers companies like Vercel, Pinecone, and Replit, delivering real-time billing automation, lightning-fast pricing experiments, and granular revenue analytics.

Backed by $44.1M in funding from top investors like Mayfield, Menlo Ventures, and Greylock, we're a high-velocity team shipping infrastructure that's defining the future of monetization.

We work in office 3 days/week in downtown San Francisco. Our values, customer centricity, minute matter, run with it, and attention to detail shape how we work and grow as a team.

About the Role:

The SDR Manager role at Orb is a unique opportunity to lead and shape the foundation of our SDR team. SDRs are often taking their first steps in sales, and at Orb, we’re committed to creating an environment that encourages members to excel in their careers. As the SDR Manager, you’ll play a pivotal role in building a culture of enablement by ensuring that our SDRs have the tools, confidence, and mentorship they need to succeed.

In this role, you’ll oversee the hiring, training, and development of a high-performing SDR team. You’ll deliver robust onboarding and continuous coaching, providing 1:1 guidance to help SDRs master our product, understand our audience, and execute effective discovery and qualification. Your leadership will ensure the team generates pipeline efficiently while maintaining a culture of meritocracy and career progression.

You’ll help identify and develop top talent, contributing to the growth and scalability of our teams. This is a chance to make a meaningful impact, both in shaping the careers of your team members and in driving Orb’s GTM success.

In this role you will:

• Attract, hire, retain, and develop SDR talent.

• Identify gaps affecting the businesses ability to generate pipeline and work cross functionally to solve them.

• Provide strong coaching and mentoring through a deep understanding of sales, our product, and our sales methodology.

• Be involved in prospect qualification and discovery calls/meetings.

• Provide weekly team performance summary as well as timely and accurate forecast to senior management.

• Cross functional collaboration to establish scalable processes for incoming lead management and follow-up SLAs and conversions.

• Develop and own KPI’s, supervise the activity of the team, track the results and drive team execution based on those metrics.

• Work closely with Sales management to drive increased performance and align pipeline production to our Sales team's needs.

About you:

• 2+ years experience prospecting as an individual contributor and closing

• 3+ years experience managing with a track record in hiring, developing and promoting

• Complex enterprise software experience in a comparable company (technical and multi level decision making)

• Experience in open source software sales is a distinct advantage

• Excellent verbal, written, listening, and presentation skills. You must be credible with direct reports, customers, recruitment candidates, and internally across the organization at all levels including senior management

• Top performer, Results oriented, with a track record of overachievement (President’s Club, Rep of the Year, etc.)

• Experience using and implementing a sales methodology

Benefits:

• Excellent medical, dental, and vision insurance

• Unlimited PTO plus an additional week off between Christmas and New Year’s

• 401k plan

• 16-week paid parental leave with equity vesting

• Commuter stipend

• Catered lunches in the office

• Meaningful equity in the form of stock options

Equal Opportunity Employer

We work with each other day in and day out, and strongly believe that building a diverse and inclusive team is key to our long-term goals and success as a company. We provide equal employment opportunities to all applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by law.