Sales Development Manager

Your wellbeing, our mission. Join a company shaping a healthier world. GET TO KNOW US At Wellhub we're revolutionizing workplace wellness. Our platform connects employees worldwide to the best partners for fitness, mindfulness, therapy, nutrition, and sleep—all in one simple subscription. Headquartered in NYC with team members in Europe, North America and South America, we’re on a mission to make every company a wellness company.We believe work should be fulfilling, inspiring, and balanced. Here, you’ll find a team that values wellbeing, collaboration, and different perspectives, where passion and creativity push boundaries to create real impact. Your contributions will help shape a healthier, more balanced world for you and millions of people globally.  Join us in redefining the future of wellbeing! THE OPPORTUNITY We are hiring a Sales Development Manager for our Client Sales team based in Madrid, Spain to cover the Spanish and Portuguese markets! As a Sales Development Manager, you are the direct leader of our front-line BDR team. Your goal is to lead, coach, and maintain an efficient prospecting engine. You are in the trenches with your team—refining their "hook," sharpening their business acumen, and ensuring that inbound leads and outbound playbooks are executed with consistency and precision. This is a hybrid role, with an expectation of two days per week on-site at our Madrid office. At Wellhub, we are on a mission to make every company a wellness company. As a Sales Development Manager, you will directly lead a high-performing team that connects organisations with life-changing wellbeing solutions. Every meeting your team sets and every partnership they initiate directly contributes to improving the health and happiness of employees across Spain and Portugal. YOUR IMPACT FRONT-LINE PEOPLE MANAGEMENT * Team Leadership: Act as the direct leader and mentor for our front-line Business Development Representative (BDR) team, driving team performance and engagement. * Daily Coaching: Conduct live call-shadowing and coaching reviews to support reps in communicating the value of Wellhub. * Performance Management: Manage a team of 5–8 BDRs, helping them meet key activity and output targets. * Hiring & Onboarding: Participate in the interview process for new talent and lead the onboarding program to get new starters hitting productivity milestones within 30 days. * Stakeholder Collaboration: Build strong alignment with local marketing and sales teams. MARKET KNOWLEDGE & EXECUTION * Market Familiarity: Understand the Spanish and Portuguese B2B ecosystem to help your team position wellbeing solutions to HR decision-makers. * Message Adaptation: Guide reps on adjusting their messaging to reflect market trends and buyer priorities. INBOUND & OUTBOUND EXECUTION * Inbound Agility: Monitor speed-to-lead for inbound inquiries and ensure effective qualification practices. * Outbound Execution: Ensure the team executes personalized outbound sequences and research-backed outreach. * Tech Stack Adoption: Driver of team adoption and proficiency in Salesforce, LinkedIn Sales Navigator, and prospecting tools. * Process Adherence: Ensure the team effectively manages their book of business and follows defined outreach playbooks. CULTURE * Live the Mission: Inspire and empower others by genuinely caring for your own wellbeing and your colleagues'. Create a supportive environment where everyone feels comfortable taking care of themselves, taking time off, and finding work-life wellness. WHO YOU ARE * Proven Track Record: 3+ years in B2B Sales, with at least 1+ year of experience as a Lead BDR, Senior BDR, or Front-line Manager. * Coaching Mentorship: Passionate about developing early-career sales talent and helping reps grow into AE or advanced roles. * Funnel Analysis: Ability to review daily activity and conversion metrics to help reps improve pipeline conversion. * Value-Based Selling: Ability to coach reps on moving beyond feature selling to communicate direct business impact. * Regional Nuance: Comfortable navigating Spanish and Portuguese business culture and time zones. * HR Ecosystem: Familiar with the HR and corporate benefits landscape. * KPI Awareness: Hands-on understanding of core sales development metrics (Quota Attainment, MQL-to-SQL Conversion, Activity Rates, and Ramp Time). We recognize that individuals approach job applications differently. We strongly encourage all aspiring applicants to go for it, even if they don't match the job description 100%. For this specific role, prior experience in sales development or lead/front-line management is preferred.   WHAT WE OFFER YOU  With thoughtful benefits, emotional wellbeing resources, and a culture that empowers you to take ownership of your role and your wellbeing, we create an environment where you can thrive in all dimensions of your life. Our benefits include: WELLHUB:  Free Gold membership with access to onsite gyms and studios, digital fitness programs, and online wellness resources for meditation, nutrition, mental wellbeing support, and more! Add up to three family members to your plan, ensuring access to wellness for those who matter most to you.  HEALTHCARE: Health insurance. FLEXIBLE WORK: As a Flexible First company, we offer hybrid and remote options to give you the freedom to work in a way that suits you. The model for this specific role can be discussed with your recruiter and hiring manager. We offer all employees a one-time reimbursement to set up their home office equipment and a monthly work allowance to help cover the costs of working from home. FLEXIBLE SCHEDULE:  Flexibility for us isn’t just about where we work—it also means being able to shape how and when we get things done. Together with their leaders, employees define schedules that align with their time zones, team needs, and personal routines. PAID TIME OFF: We know how important it is to take time away from work to recharge. Employees receive a minimum of 25 days paid holiday per year with an additional day for each year of tenure (up to 5) in addition to annual holidays (including an extra holiday on your birthday!). PARENTAL LEAVE: Welcoming a new child is one of the most special moments in your life. Take the time to be present and enjoy your growing family. We offer 100% paid parental leave to all new parents. Parents giving birth are eligible for an extended leave and a ramp-back period to return part-time while they get settled.   CAREER GROWTH: Access world-class platforms, participate in interactive sessions,  build your personalized development roadmap, and explore internal opportunities. We focus on continuous learning and feedback to support your journey toward personal and professional success.  CULTURE: You’ll join a team of passionate people who come together to break boundaries, support each other, and create a meaningful impact in workplace wellness. We win together, building trust through open communication and a culture where every perspective matters. Learn more about our shared culture and values here.  [https://wellhub.com/en-us/careers/our-values/] And to get a glimpse of life at Wellhub… Follow us on Instagram [https://www.instagram.com/lifeatwellhub/] @lifeatwellhub and LinkedIn [https://www.linkedin.com/company/wellhub/]! Wellhub was named a Top Sales Team of 2025! This is a recognition of the collaboration and impact we create together every day. Ready to be part of a team that’s making a real difference? Read more about the award here.  [https://www.instagram.com/p/DLpuPnVAUXk/?img_index=1] Diversity, Equity, and Belonging at Wellhub We aim to create a collaborative, supportive, and inclusive space where everyone knows they belong. At Wellhub, we welcome and celebrate your authentic self. Wellhub is committed to creating a diverse work environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, sex, gender identity or expression, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status, or any other basis covered by appropriate law. Our commitment to inclusion also extends to how we recognize and reward our people. We’re proud to be Syndio Fair Pay Certified, reflecting our ongoing dedication to equitable and fair pay practices across our global team. Read more about it here. [https://www.linkedin.com/posts/wellhub_fairpay-syndio-activity-7407826561531363328-wbN_?utm_source=share&utm_medium=member_desktop&rcm=ACoAAAzHQWABKsRqcpvxy4QpDCJNe_szRdC4hgY]    #LI-HYBRID

Secure Every Identity, from AI to Human Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. We’re looking for a candidate that is eager to demonstrate their ability to manage, coach, mentor, and motivate a team of driven Business Development Representatives. You should bring a proven track record of success in achieving lead generation targets and previous experience motivating teams.  Okta’s Demand Generation team holds position at the top of the funnel for the global sales org and is the talent pipeline that feeds our Account Executives. You will align outbound lead generation goals, strategy, and tactics to our go-to-market initiatives in the marketing organization and collaborate closely with marketing, sales, and enablement groups to maximize pipeline creation. Core Responsibilities * Hire, onboard, and develop new Business Development Representatives * Set and define the Business Development strategy * Maintain a strong focus on outcomes and impact * Develop your team’s skills for prospecting, qualifying, and Opportunity creation * Provide regular coaching, feedback, and professional development * Closely monitor metrics with the aim to increase productivity * Work closely with sales managers and account executives to ensure proper alignment on account coverage, target personas, opportunity quality and SDR to AE hand-off * Articulate the business value of Okta, and maintain in-depth knowledge of the Okta platform, our competitors, and industry trends Requirements/Qualifications Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core competencies: * Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.           * Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses. * Develops Talent: Developing people to meet both their career goals and the organization’s goals. * Drives Results: Consistently achieving results, even under tough circumstances. * Minimum 1+ years directly managing a team of SDR/BDR’s (startup/growth-stage experience highly preferred) * Strong executive presence and the ability to maintain confidentiality and business ethics * Excellent leadership, interpersonal, communication and conflict resolution skills * Expert in using Salesforce.com and other sales tools/products to drive productivity * Proven ability to effectively hire and train new BDRs * Effective presentation and listening skills * Comfort working in fast-paced environments and ability to work through unknowns Okta’s Top 5 Core Leadership Competencies are part of the deeply ingrained principles that guide all of our company’s actions. They also align strongly to our cultural cornerstones, our Okta values: love our customers, empower our people, never stop innovating, act with integrity, and maintain transparency. It’s our expectation that our managers and leaders embody these core competencies: * Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.           * Demonstrates Self-Awareness (EQ): Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses. * Develops Talent: Developing people to meet both their career goals and the organization’s goals. * Drives Results: Consistently achieving results, even under tough circumstances. * Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies. Okta is an Equal Opportunity Employer. #LI-OnSite P5411 The OTE range for this position for candidates located in the San Francisco Bay area is between: $140,000—$192,500 USD Below is the annual On Target Compensation (OTE) range for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York and Washington. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and benefits, including health, dental and vision insurance, 401(k), flexible spending account, and paid leave (including PTO and parental leave) in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/us.  The annual OTE range for this position for candidates located in California (excluding San Francisco Bay Area), Colorado, Illinois, New York, and Washington is between: $140,000—$192,500 USD The Okta Experience * Supporting Your Well-Being  * Driving Social Impact  * Developing Talent and Fostering Connection + Community We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one. Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation. Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.