SDR Manager

Description
About the Role
As a Public Sector SDR Manager at NinjaOne, you'll play a critical role in accelerating go-to-market success across our Public Sector vertical including State & Local Government, Education (SLED), and Federal Civilian agencies. You'll lead and develop a high-performing SDR team responsible for consistently generating qualified pipeline tailored to the unique dynamics of public-sector buyers.
In this hands-on leadership role, you'll hire, coach, and grow SDR talent while building a culture rooted in curiosity, accountability, and continuous learning. You'll collaborate closely with Sales and Marketing leadership to refine outbound strategy, align messaging and targeting to procurement cycles, and ensure the team generates high-quality opportunities that fuel both SLED and Federal AE success.
This role requires a leader who understands the nuances of public-sector sales motions, including state budget timelines and RFP structures to federal compliance requirements, and can translate those complexities into actionable, scalable SDR playbooks.
Location - Austin, TX (Downtown Austin) - Hybrid, in office on Monday, Tuesday, and Thursday plus additional days as required.
What You'll Be Doing

• Hire, onboard, and lead a high-performing team of SDRs focused on pipeline generation across Public Sector (SLED + Federal)
• Build and execute outbound strategies that generate consistent demo volume and high-quality pipeline
• Train SDRs on product expertise, value-based messaging, and public-sector-specific sales motions (procurement cycles, RFP structures, contracting vehicles, etc.)
• Coach your team in objection handling, discovery, and qualification aligned to Public Sector nuances
• Ensure SDR efforts align with compliance and procurement considerations unique to SLED and Federal buyers
• Partner with Sales leadership to align SDR motions with territory plans, agency priorities, and opportunity sequencing
• Collaborate with Marketing to develop targeted campaigns for state agencies, municipalities, school districts, higher-ed institutions, and federal departments
• Track, analyze, and report weekly activity, performance metrics, and pipeline contribution
• Leverage Salesforce and Salesloft to monitor engagement, streamline workflows, and optimize conversion efficiency
• Motivate and celebrate your team through creative incentives, recognition, and a culture of continuous improvement
• Own hiring, performance management, coaching, and career development for your team
• Contribute to ongoing improvements in systems, workflows, messaging, and GTM alignment
• Other duties as needed

About You

• Proven experience selling into or supporting the Public Sector, with SLED or Federal required
• 2+ years managing an SDR team within SaaS, plus 1+ year as an SDR or outbound sales role
• Demonstrated success consistently hitting or exceeding pipeline goals through strategic outbounding
• Strong understanding of public-sector buying cycles, procurement processes, funding flows, and compliance requirements including state and local RFPs, cooperative purchasing, federal contracting vehicles
• Experienced in coaching SDRs on tailored Public Sector messaging, qualification, and objection handling
• Skilled at hiring, developing, and retaining high-performing SDR talent
• Comfortable leveraging data and KPIs to drive performance, refine strategy, and increase efficiency
• Excellent communicator able to partner cross-functionally with Sales, Marketing, Channel, and Operations
• Proficient in Salesforce; Salesloft and other sales tech a plus
• Embody NinjaOne's core values of Curiosity, Integrity, Kindness, Humility, Innovation, and foster them daily within your team

About Us
NinjaOne unifies IT to simplify work for more than 35,000 customers in 140+ countries.
The NinjaOne Unified IT Operations Platform delivers endpoint management, autonomous patching, backup, and remote access in a single console to improve efficiency, increase resilience, and reduce spend. By automating IT and managing all endpoints, organizations give employees a great technology experience at work.
NinjaOne is obsessed with customer success and has retained a 98% customer satisfaction score for more than 5 years.
What You'll Love

• We are a collaborative, kind, and curious community.
• We honor your flexibility needs with full-time work that is hybrid remote.
• We have you covered with our comprehensive benefits package, which includes medical, dental, and vision insurance.
• We help you prepare for your financial future with our 401(k) plan.
• We prioritize your work-life balance with our unlimited PTO.
• We reward your work with opportunity for growth and advancement.

Additional Information
This position is NOT eligible for Visa sponsorship.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, veteran status, or any other status protected by applicable law. We are committed to providing an inclusive and diverse work environment.
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