Manager, Sales Development & Enablement

ABOUT STREAM Stream powers real-time Chat, Video, Activity Feeds, and AI Moderation for more than 1 billion end users across 4,000+ apps, from Strava and Bumble to eBay and Patreon. Our platform processes billions of API requests per month and supports applications with millions of concurrent users, while delivering highly reliable, low-latency services and a great developer experience. THE ROLE We're looking for a Manager, Sales Development & Enablement to join Stream on our mission of elevating the quality of apps for billions of users globally. You'll own the SDR team's targets, its people, and the enablement program that decides how fast new reps ramp. This is a full-time, hybrid role based in our Boulder office, with 3 days a week in the office. WHAT YOU'LL WORK ON You'll lead a team of 6+ SDRs and report to the VP of Revenue Operations. Half of this job is management: coaching, hiring, and holding the team to its number. The other half is enablement: you own the onboarding curriculum, certification and playbook, so you build how the team works instead of inheriting it. You'll work closely with Account Executives and Sales leadership on pipeline quality, and with Marketing, Product Marketing and Sales Engineering to keep messaging current as we ship. Success is measured by team quota attainment, ramp time, and the quality of the pipeline the team hands to AEs. JOB RESPONSIBILITIES: - Own the number: set team objectives against the revenue plan, track monthly, quarterly and annual targets, and report performance to Sales leadership. - Lead the team: run one-to-ones, call coaching, performance reviews and development plans for SDRs at every level, with clear accountability for results. - Build enablement: design and run the onboarding curriculum, certification path, call-coaching framework and ongoing skills programs. - Keep the playbook current: own messaging, objection handling and qualification criteria, and update them with Product Marketing, Marketing and Sales Engineering as products and the market change. - Hire and scale: partner with Talent Acquisition to run the interview process, set the bar, and onboard new SDRs. - Run coverage: allocate territories, accounts and resources across the team, and adjust as segments and priorities shift. - Manage with data: use Salesforce and Gong to diagnose performance, run call reviews, improve conversion, ramp time and meeting quality, and agree hand-off and pipeline standards with AE leadership. ABOUT YOU You're a manager who still gets on the phone. When a rep is stuck, you show them what good sounds like rather than describing it. You like building the system as much as running the team: a curriculum, a certification, a playbook new hires can actually use. Stream is a scale-up, so priorities move and not everything is defined yet. If you want a finished sales machine to manage, this probably isn't the role. If you want to build one, it is. YOU HAVE: - 1+ years managing a sales development or inside sales team, with direct accountability for team quota - 3+ years in SaaS sales, including time as an SDR or in a comparable outbound role - Experience building or substantially improving enablement assets: onboarding programs, playbooks, certification or coaching frameworks - A track record of hiring, ramping and retaining early-career sales talent - Fluency with Claude, Salesforce, Gong and modern prospecting and engagement tools, and the habit of managing performance with data - A hands-on coaching style, with the credibility to get on a call and set the standard yourself BONUS POINTS: - Growing an outbound team at an API-led, developer-focused or infrastructure SaaS company - Formal sales enablement experience, or owning an enablement function alongside a management role - Managing across US and EMEA time zones - Embedding a sales methodology (MEDDIC, Command of the Message or similar) in a curriculum - Experience as an SDR at a high-growth company - Partnering with RevOps on territory design, capacity planning or forecasting for sourced pipeline - Running an enablement program that measurably cut time to first meeting or time to quota for new hires WHAT MAKES THIS ROLE EXCITING - You own the team and the system it runs on: people, playbook, onboarding and certification. - Ramp time and pipeline quality are numbers you move directly, and they show up in how the whole revenue team performs. - The stack: Salesforce, Gong, Apptopia and Default, with Claude and ChatGPT used across the team. - You report into RevOps, so territory design, data and process sit right next to you. WHY JOIN STREAM? We're a Series B company with offices in Boulder, Amsterdam, Skopje and Toronto, and a team of 140+ people from 37 nationalities. We're backed by Felicis Ventures, GGV Capital, 01 Advisors, Techstars, and Arthur Ventures, with angels including Dick Costolo (ex-CEO of Twitter), Olivier Pomel (CEO of Datadog), Tom Preston-Werner (co-founder of GitHub), and Nicolas Dessaigne (co-founder of Algolia). We'll be straight with you: a startup is more demanding than a large company. There's no fixed playbook, you'll own things end to end, and you'll sometimes pick up work outside your title. That's also what makes it a fast place to grow. If you want real ownership and high scale more than structure and a set career ladder, you'll feel at home here. WHAT WE OFFER - Company equity - 19 days paid time off (24 days after two years), plus 10 paid holidays - 401(k) with a 4% company match - Free health insurance for the employee and partial coverage for dependents (80% contribution coverage for health and 100% for dental and vision) - An RTD pass and a free parking pass on Pearl Street - $150 toward a US ExpressToll pass if you live 15 miles or more from the office - $70 a month toward a gym membership - Catered lunches - A MacBook Pro - $500 a year for personal development Salary (for Colorado only): Our salary ranges are based on national averages. We have wide ranges so we can be flexible and determine compensation based on a number of factors including the candidate's skills, level of experience, and location. For Colorado-based candidates, the salary range for this position is up to $150,000 per year OTE. OUR CULTURE Stream is a casual, transparent team that aims high and supports each other. In sales, we care about ownership and the quality of the pipeline we build, and we'd rather coach than micromanage. Management stays hands-on, with less middle management and more time spent doing the work. If that sounds like the environment you want next, apply now. Hybrid office policy: applicants based (or relocating to) one of our office locations are expected to work according to the applicable local office attendance policy. Equal opportunity employer statement: Stream provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. Note for external recruiters: We currently have this role covered and do not accept unsolicited agency resumes. We are not responsible for any fees related to unsolicited resumes.