Manager, Sales Development

Overview

At PowerSchool, we are a dedicated team of innovators guided by our shared purpose of powering personalized education for students around the world. From the central office to the classroom to the home, PowerSchool supports the entire educational ecosystem as the global leader of cloud-based software for K-12 education. Our employees make it all possible, and a career with us means you’re joining a successful team committed to engaging, empowering, and improving the K-12 education experience everywhere.

Team Overview

Our Sales Development team is the first point of contact for customers, shaping their perception of PowerSchool and setting the stage for successful partnerships. This team doesn’t just generate pipeline—they influence buying decisions by uncovering priorities, aligning solutions to outcomes, and driving meaningful conversations that accelerate revenue.

Responsibilities

Description

The Manager, Sales Development leads a team of Sales Development Representatives (SDRs) focused on driving inbound and outbound Sales Qualified Opportunities (SQOs) and ensuring pipeline health and strong conversion rates. This role is critical to building a predictable, high-quality pipeline that helps us hit our aggressive revenue growth targets. The ideal candidate will bring proven strategies for process optimization and technology adoption, while fostering a culture of accountability, learning, and excellence.

• Lead, coach, and develop a team of SDRs to consistently meet or exceed pipeline creation and conversion targets.
• Implement strategies to improve pipeline quality, conversion rates, and bookings efficiency.
• Upskill SDRs to deliver compelling frontline discovery conversations that uncover customer needs and drive engagement.
• Embed value-based selling methodologies, including the Three Whys and Value Hypothesis creation, into SDR workflows.
• Ensure SDRs apply MEDDPICC qualification methodology to improve opportunity quality and sales alignment.
• Drive adoption and effective use of sales tools and technologies (e.g., Salesforce, Outreach, Salesloft, Gong, Clari) to maximize productivity
• Collaborate cross-functionally with Marketing, Sales, Product, and Solution Consulting to align on campaigns, messaging, and inbound lead quality.
• Maintain and refine sales development cadences and content to support cross-sell and upsell motions across PowerSchool’s portfolio of 30+ products.

Qualifications

Minimum Qualifications

• Demonstrated success in managing SDR teams and achieving pipeline and conversion goals.
• Experience managing inbound and outbound motions, ideally concurrently.
• Strong leadership and coaching skills with experience upskilling SDRs for discovery and qualification excellence.
• Proficiency in Salesforce and modern sales tools (e.g., Outreach, Salesloft, Gong, Clari).
• Experience applying value-based sales strategies and qualification frameworks like MEDDPICC.
• Excellent communication and interpersonal skills.
• Data-driven mindset with strong analytical and problem-solving abilities.
• 5+ years of experience in sales development or inside sales, including 2+ years in a management role.
• Bachelor’s degree in Business, Marketing, or a related discipline.

Preferred Qualifications

• Experience in cross-sell and upsell motions within a large product portfolio.
• Background in SaaS or B2B technology sales; experience in education technology is a plus.
• Familiarity with public sector sales cycles and selling into government entities.
• Exposure to AI-powered sales workflows and automation.
• Understanding of K–12 funding models and stakeholder dynamics.

Compensation & Benefits

Compensation & Benefits

PowerSchool offers the following benefits:

• Comprehensive Insurance Coverage (including Medical, Dental, Vision, Pharmacy benefits, Life Insurance and AD&D)
• Flexible Spending Accounts and Health Savings Accounts
• Short-Term Disability and Long-Term Disability
• Comprehensive 401(k) plan
• Generous Parental Leave
• Unrestricted paid time off (known as Discretionary Time Off - DTO)
• Wellness Program, including ClassPass & Employee Assistance Program
• Tuition Reimbursement
• Optional Benefits: Pet Insurance, Identity Theft Protection, Student Debt Repayment Program and Prepaid Legal coverage

A reasonable estimate of the base compensation range for this position is $70,300 - $107,600 USD plus applicable commission. This compensation range is specific to the United States and it incorporates many factors including but not limited to an applicant's skills and prior relevant experience and training; licensures, degrees, and certifications; internal equity; internal pay ranges; and market data/range parameters.

EEO Commitment

EEO Commitment

PowerSchool is committed to a diverse and inclusive workplace. PowerSchool is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. Our inclusive culture empowers PowerSchoolers to deliver the best results for our customers. We not only celebrate the diversity of our workforce, we celebrate the diverse ways we work. If you have a disability and need an accommodation regarding our recruiting process, please let us know by emailing [email protected].