Note: The job is a remote job and is open to candidates in USA. Palo Alto Networks is a cybersecurity company focused on protecting digital life through innovative technology and collaboration. The Senior Manager, Inside Sales will lead, recruit, coach, and scale the Chronosphere BDR organization while partnering with Sales, Marketing, and RevOps to optimize go-to-market execution, technology, performance, and pipeline generation in the observability and cloud infrastructure space.
Responsibilities
- Hire & Scale: Recruit, onboard, and retain high-performing, growth-minded BDRs, driving rapid time-to-ramp across inbound and outbound motions
- Career Pathing: Establish clear development framework and promotion pathways to advance BDRs into AE, Customer Success, or GTM Operations roles
- Outbound Cadence Excellence: Design and optimize modern multi-touch outbound cadences that create strong first impressions with key technical decision-makers
- AE & Marketing Alignment: Partner closely with Sales Directors and Marketing to align target account lists, Account-Based Marketing campaigns, and seamless lead handoffs to AEs
- Performance Accountability: Own team metrics, including daily activity, connect rates, NBMs generated, and pipeline contribution
- Tech Stack Optimization: Maximize team efficiency across our GTM technology stack (Salesforce, Outreach/Salesloft, LinkedIn Sales Navigator, LeadIQ, ZoomInfo, Gong)
- Data-Driven Insights: Track conversion rates across the BDR funnel, identify operational bottlenecks, and deliver clear pipeline forecasts to GTM Leadership
Skills
- 6+ years of total experience in B2B SaaS sales or business development
- 2+ years of direct experience managing and scaling a BDR team within a fast-paced, high-growth environment
- Deep familiarity with modern outbound prospecting tactics and working knowledge of MEDDPICC framework
- Advanced hands-on experience with Salesforce, Outreach/Salesloft, LinkedIn Sales Navigator, LeadIQ, and ZoomInfo
- Proven capability to train reps on researching technical personas, finding technical advocates, and crafting personalized, value-driven communication
- Experience operating in the cloud, infrastructure, observability, DevOps, or developer tools space (highly preferred)
Benefits
- This role is remote.
- The offered compensation may also include restricted stock units and a bonus.
- For sales/commissioned roles, the starting base salary + commission target is expected to be the annual range listed below.
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