Manager, Sales Development

About FLORA

We build creative tools for the new creative class: an intelligent canvas with top AI models built for professional craft. We're a team of ~45 backed by Redpoint Ventures, Menlo Ventures, a16z and other notable investors including Guillermo Rauch and Justin Kan. Our customers include Pentagram, Lionsgate, and Nike.

The Opportunity

This is FLORA's SDR Lead hire — a foundational leadership role that will shape the entire top-of-funnel engine we build from here. We're at a pivotal stage where product-led growth meets sophisticated enterprise sales, and this person will be the architect of our outbound engine and the guardian of our inbound high-intent signals.

You won't inherit a polished system. You'll build one. You'll define our playbooks, directly manage and mentor a team of 5-7 SDRs, and partner with Sales and Marketing to turn creative interest into a predictable revenue machine.

How You'll Make an Impact

Strategy & Leadership

• Build the Blueprint: Design and iterate on the SDR playbook — from persona-based messaging to multi-channel sequencing across email, LinkedIn, video, and creative "wildcard" outreach.

• Team Development: Run structured 1:1s, pipeline reviews, and call coaching sessions. Set clear performance expectations and develop each SDR's skills and career trajectory. Build and maintain a culture of accountability, learning, and resilience.

• Cross-Functional Bridge: Own the feedback loop between GTM and Product. Translate boots-on-the-ground insights — competitor moves, friction points, feature requests — into actionable strategy for leadership.

Outbound & Account-Based Excellence

• Targeting & Research: Identify and map high-value accounts within our ICP (agencies, in-house brand teams, creative studios). Ensure SDRs are prospecting into the right accounts with the right message at the right time.

• Creative Prospecting: Lead unconventional outreach. We sell to the creative class — campaigns should be as visually and intellectually sharp as our product. Test and iterate across email, phone, LinkedIn, and other channels.

• Multi-threading: Engage the full buying committee and build deep roots within target organizations.

PLG & Inbound Optimization

• Sales-Assist Motion: Identify when a power user's behavior signals readiness for an enterprise conversation and act on it swiftly.

• Speed-to-Lead: Maintain a rigorous cadence on high-intent inbound signals — converting product usage into commercial opportunities without delay.

Metrics You'll Own

• Team Pipeline Generation: Total qualified meetings and pipeline ARR created across the SDR team.

• Conversion Efficiency: Target account → engaged conversation → qualified opportunity.

• SDR Productivity: Scaling human touch through smart use of automation and data tools (Clay, Day AI, etc.).

• Team Performance: Ramp time for new SDRs, quota attainment, and individual development progress.

• Handoff Quality: Stickiness of opportunities once they reach Account Executives.

What We're Looking For

A systems-oriented leader who is deeply customer-aware, knows how to develop early-career talent, and thrives in the controlled chaos of an early-stage startup.

Required

• 4–6+ years of B2B sales experience, with at least 2 years directly managing SDRs — SaaS or creative tech preferred.

• Proven track record of personally hitting quota as an SDR/AE and/or driving team attainment as a lead or manager.

• Modern Stack Mastery: Can get technical and deep with tools like Clay, Monaco, LinkedIn Sales Navigator, etc.. You don't just use tools — you string them together to create unfair advantages.

• Communication: Exceptional written and verbal communication skills. You speak the language of a Creative Director one minute and a Head of Procurement the next — and you can coach others to do the same.

• Analytical Mindset: You live in the data and iterate on weekly conversion trends — not gut feelings.

• Comfort operating in ambiguity: You can prioritize, make decisions, and move with urgency without a perfect playbook.

• Based in Brooklyn, NY

Highly Valued

• Experience at an early-stage or high-growth startup.

• Background selling AI, SaaS, or technical products into a new or emerging category.

• Experience building a team from scratch — not just inheriting one.

• Strong opinions about what makes outbound messaging work in today's environment.

• Demonstrated ability to contribute to go-to-market strategy beyond the SDR function.

The Traits That Matter at FLORA

• Ownership Mindset: You act like an owner — high standards, proactive problem-solving, no task beneath you.

• Builder Mentality: You'd rather build the system than wait for someone else to hand you one.

• Hustle & Work Ethic: You go the extra mile consistently.

• High Bar + Low Ego: You want to win, you welcome feedback, and you do what's best for the team.

• Daring: You'll scrap a sequence that isn't working and try something bold. You default to doing.

• Intellectually Curious: The AI and creative tech space moves fast. You stay ahead, share what you learn, and adapt.