Job Specifications
Ready to shape the future of data?
Matillion is the intelligent data integration platform.
We're changing how the world works with data – and we need driven, curious people who think big and move fast.
We built the Data Productivity Cloud to supercharge data productivity, and now we’re shaping the future of data engineering with Maia – our AI-powered virtual data engineers that help teams design, build, and manage data pipelines at unmatched speed.
Join #TeamGreen, where the mission comes first, collaboration drives us forward, and everyone pulls in the same direction to make a dent in the universe bigger than ourselves.
Lead a high-performing team of 8-10 Enterprise SDRs to fuel Matillion's revenue engine. This role demands a frontline leader who drives consistent pipeline creation through KPI-driven coaching, AI-powered efficiency, and strategic alignment with Enterprise sales leadership. You will lead from the front, building champions, over-achieving targets, and leveraging data to turn SDRs into quota-crushing machines. If you thrive on accountability, love coaching winners, and want to shape the future of AI-driven sales development at a hyper-growth data platform company, this is your role.
This is a hybrid role based in Manchester, UK, with minimum 2 days a week in the office.
TEAM LEADERSHIP & PERFORMANCE MANAGEMENT
Manage, coach, and develop 8-10 Enterprise SDRs to consistently achieve and over-achieve monthly quotas
Lead from the front: Be present in the day-to-day shadow calls, run role plays, and model excellence
Drive daily/weekly KPI rigor: metrics, forecasting, pipeline health, and activity management
Proactively address performance or behavior issues using data-driven coaching and clear performance plans
Celebrate wins, identify coaching opportunities, and build a culture of continuous improvement
Conduct regular 1:1s, performance reviews, and career development planning
Make recommendations for salary increases, promotions, or performance improvement plans
PIPELINE & REVENUE IMPACT
Own team pipeline targets and ensure consistent contribution to Enterprise sales pipeline
Partner with Enterprise sales leadership to drive opportunity traction in top target accounts
Design and execute account-based strategies for high-value prospects
Monitor conversion rates (meeting → opportunity → pipeline) and optimize at every stage
Provide visibility through reporting, dashboards, and QBR presentations to sales leadership
AI-DRIVEN EFFICIENCY & ENABLEMENT
Leverage AI tooling (Outreach, Gong Engage, CommonRoom) to drive SDR productivity and efficiency
Build and refine playbooks, cadences, and best practices for the Enterprise segment
Stay ahead of sales tech innovation; test and implement tools that give the team an edge
Champion the use of Salesforce for accurate activity tracking and pipeline management
RECRUITMENT & ONBOARDING
Own recruitment for open SDR roles; partner with Talent Acquisition to build a world-class team
Assume ownership of open territories during hiring gaps
Design and deliver onboarding programs that accelerate time-to-productivity
Participate in SDR readiness programs to develop talent for progression into Account Executive roles
CROSS-FUNCTIONAL COLLABORATION
Align with Marketing on campaign strategy, lead quality, and conversion optimization
Collaborate with sales operations on process improvements, territory planning, and technology adoption
Participate in Sales Kickoffs, strategic planning sessions, and team-building initiatives
Represent the SDR function in cross-functional meetings and strategic initiatives
KNOWLEDGE / SKILLS / EXPERIENCE
3-5 years of frontline sales development or SDR management experience
Proven track record of leading teams to consistently achieve and over-achieve quota
Enterprise sales experience strongly preferred (B2B SaaS, data, or cloud technology sectors)
Advanced proficiency in Salesforce, Outreach, Gong Engage, and CommonRoom (or similar sales tech stack)
Demonstrable coaching and mentorship skills, you build careers, not just hit numbers
Strong leadership experience including hiring, training, mentoring, assigning work, reviewing performance, and recommending compensation decisions
Data-driven mindset: You use metrics to diagnose, coach, and optimize performanceExperience leveraging AI-powered sales tools to drive team efficiency and productivity
Excellent communication skills with the ability to influence and collaborate across functions
Comfortable with ambiguity and rapid growth; you thrive in a fast-paced, evolving environmentAnalytical thinking and problem-solving capabilities
Decision-making ability with a bias toward action
Experience managing global or distributed teams across multiple time zones
Familiarity with account-based selling methodologies and enterprise sales motions
Background in data, analytics, or cloud platform sales
Experience building and scaling SDR teams from the ground up
Track record of promoting SDRs into Ac