---
title: 'Manager, Sales Development Representatives at Delinea'
canonical: 'https://feeny.ai/job/manager-sales-development-representatives-delinea-boston-g2w3sv407d3p'
type: 'job'
last_seen: '2026-09-19'
---

# Manager, Sales Development Representatives at Delinea

- **Company:** [Delinea](https://feeny.ai/companies/delinea)
- **Location:** Boston, MA
- **Compensation:** $140k–$174k
- **Employment:** full-time
- **Work type:** hybrid
- **Posted:** 2026-07-09
- **Last confirmed live:** 2026-09-19
- **Apply:** https://jobs.ashbyhq.com/delinea/0a694d51-ddb5-4009-9448-4b79dadd026b/application

> Manages and coaches the Sales Development Representative team to improve lead generation and pipeline growth. Develops sales playbooks, establishes KPIs, and collaborates with cross-functional teams to enhance SDR efficiency and performance.

## Job description

About Delinea: Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on [Delinea.com](http://Delinea.com), [LinkedIn](https://nam12.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.linkedin.com%2Fcompany%2Fdelinea%2F&data=05%7C02%7CMichele.Eaton%40delinea.com%7C766420d58b9a492d94ca08ddd6949f59%7C18d6ed03f0e5486183d2bb7b6c7c2bb2%7C0%7C0%7C638902656186877399%7CUnknown%7CTWFpbGZsb3d8eyJFbXB0eU1hcGkiOnRydWUsIlYiOiIwLjAuMDAwMCIsIlAiOiJXaW4zMiIsIkFOIjoiTWFpbCIsIldUIjoyfQ%3D%3D%7C0%7C%7C%7C&sdata=b1LCPIWSjxvblUYLlabUnRZ43S8rcspTQcBZsz0UbmU%3D&reserved=0), [X](https://nam12.safelinks.protection.outlook.com/?url=https%3A%2F%2Fx.com%2Fdelineainc&data=05%7C02%7CMichele.Eaton%40delinea.com%7C766420d58b9a492d94ca08ddd6949f59%7C18d6ed03f0e5486183d2bb7b6c7c2bb2%7C0%7C0%7C638902656186902236%7CUnknown%7CTWFpbGZsb3d8eyJFbXB0eU1hcGkiOnRydWUsIlYiOiIwLjAuMDAwMCIsIlAiOiJXaW4zMiIsIkFOIjoiTWFpbCIsIldUIjoyfQ%3D%3D%7C0%7C%7C%7C&sdata=goZhva9hWR8F0P5pO6SQUEwigdbvbZiWqmw5%2BHhhf1A%3D&reserved=0), and [YouTube](https://nam12.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.youtube.com%2F%40Delinea&data=05%7C02%7CMichele.Eaton%40delinea.com%7C766420d58b9a492d94ca08ddd6949f59%7C18d6ed03f0e5486183d2bb7b6c7c2bb2%7C0%7C0%7C638902656186928751%7CUnknown%7CTWFpbGZsb3d8eyJFbXB0eU1hcGkiOnRydWUsIlYiOiIwLjAuMDAwMCIsIlAiOiJXaW4zMiIsIkFOIjoiTWFpbCIsIldUIjoyfQ%3D%3D%7C0%7C%7C%7C&sdata=uXgjuXTFu4kHWBJZ1XdNWN88Mrk5iT9Y24Ejw8fFBi8%3D&reserved=0).

Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.

Apply today to help us achieve our mission.

Manager, Sales Development Position Summary The Manager, Sales Development is responsible for leading, developing, and scaling a high-performing team of Sales Development Representatives (SDRs) at Delinea. This role owns the strategy and execution of outbound and inbound pipeline generation, partnering closely with Sales, Marketing, and Revenue Operations to accelerate growth across Delinea's Privileged Access Management (PAM) solutions portfolio.

This is a leadership role for someone who thrives on building teams, developing talent, and driving measurable results in a fast-paced, high-growth SaaS environment. The ideal candidate brings a data-driven mindset, a track record of coaching SDRs to quota attainment, and the ability to operate cross-functionally at a senior level. This role is hybrid, based 3 days a week in our Boston office at 100 Summer Street.

## What You'll Do

- Lead, coach, and develop a team of SDRs responsible for inbound and outbound prospecting, ensuring consistent achievement of pipeline and meeting targets aligned to Delinea's go-to-market strategy
- Build and continuously refine the SDR playbook (outreach sequences, call scripts, email frameworks, persona-based messaging, and qualification criteria) to reflect Delinea's current positioning in the PAM and cybersecurity space
- Define, track, and report on team KPIs (activity metrics, conversion rates, pipeline contribution) and use data to drive continuous performance improvements
- Partner with Sales leadership to ensure strong SDR-to-AE handoff quality, alignment on ICPs, and seamless progression of qualified opportunities into the pipeline
- Collaborate with Marketing to optimize lead routing, follow-up cadences, and campaign responsiveness to maximize inbound efficiency
- Work with Sales Enablement and HR to own SDR recruitment, onboarding, certification, and career development programs that attract and retain top talent
- Serve as a strategic voice for the SDR function in cross-functional planning, including headcount modeling, territory alignment, and tech stack optimization (Salesforce, Outreach, LinkedIn Sales Navigator, etc.)
- Foster a culture of accountability, continuous learning, and high performance within the team

## What You'll Bring

- 3–5+ years of experience in sales development or inside sales, with at least 2 years in a management or team lead capacity, preferably within cybersecurity, SaaS, or enterprise IT
- Proven track record of building and managing SDR teams that consistently meet or exceed pipeline contribution goals
- Strong understanding of outbound prospecting methodologies, pipeline management, and the enterprise sales cycle
- Experience working within a security or PAM-adjacent environment is a strong plus-familiarity with concepts such as least privilege, identity security, or zero trust is an advantage
- Excellent communication and collaboration skills; comfortable presenting to senior sales and marketing leadership
- Proficiency with CRM and sales engagement tools (Salesforce, Outreach or SalesLoft, LinkedIn Sales Navigator); analytical ability to translate data into actionable coaching insights
- A people-first leadership philosophy with the ability to motivate diverse teams, navigate performance challenges constructively, and develop SDRs toward long-term career growth

Why work at Delinea?

- We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.
- We invest in people who are smart, self-motivated, and collaborative.
- What we offer in return is meaningful work, a culture of innovation and great career progression.

At Delinea, our core values are STRONG and guide our behaviors and success:

- Spirited - We bring energy and passion to everything we do
- Trust - We act with integrity and deliver on our commitments
- Respect - We listen, value different perspectives, and work as one team
- Ownership - We take initiative and follow through
- Nimble - We adapt quickly in a fast-changing environment
- Global - We embrace diverse people and ideas to drive better outcomes

We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie. We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays. Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with 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. Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.

## About Delinea

## Company Overview
- **One-liner**: Delinea provides a cloud-native identity security control plane for real-time, defensible access decisions across human, machine, and AI identities.
- **Entity Type**: Private (backed by TPG, a strategic investor)
- **Headquarters**: San Francisco, California, USA
- **Founded**: 2022
- **Founders**: Not publicly available (company formed through merger/rebranding of prior PAM entities)

## Core Business
- **Primary industry/industries**: Identity Security, Privileged Access Management (PAM), Cybersecurity
- **Target customers**: B2B – Enterprise, SMB, government, critical infrastructure, financial institutions; over half of the Fortune 100 are customers
- **Mission or purpose statement**: “Stop unauthorized access by making real-time, defensible access decisions across human, machine, and AI identities.” Vision: “A world where every organization has a trusted identity security control plane, so access to data and systems is governed clearly, consistently, and at machine speed.”

## Products & Services
- **Delinea Platform**: The core identity control plane – continuous discovery, just-in-time / zero-standing privilege, real-time authorization, credential vaulting, identity posture/threat analysis, and segregation-of-duties/GRC. Powered by Delinea Iris AI.
- **Secret Server**: Enterprise-grade PAM solution for securing service, application, root, and administrator accounts (on-premise or cloud).
- **Cloud Suite**: Unified PAM platform for managing privileged access in multi-cloud infrastructure.
- **Server Suite**: Secure access control for on-premises infrastructure (Linux, UNIX, Windows) centrally managed via Active Directory.

## Market Standing
- **Valuation/Market Cap**: Not disclosed
- **Key Metric**: Over 1 million identities secured daily; 500+ integrations; 99.995% uptime (highest in the industry); average annual ROI of $2.2M per customer
- **Notable Investors/Partners**: TPG (strategic investor)
- **Growth Signals**: Named a Leader in the 2025 Gartner Magic Quadrant for Privileged Access Management, a Leader in the Forrester Wave™ Privileged Identity Management (Q3 2025), and a Leader in the 2026 Leadership Compass for PAM. Global presence across nearly 40 countries.

## Competitive Advantages
- **99.995% platform uptime** – highest in the industry
- **Continuous authorization model** – replaces static privileges with real-time, context-aware decisions; Just-in-Time and Zero Standing Privilege
- **Delinea Iris AI** – intelligent risk scoring, automated access decisions across human, machine, and AI identities
- **Extensive integration ecosystem** (500+ integrations)
- **Long track record as a PAM leader** (Gartner, Forrester, KuppingerCole)

## Strategic Focus
- Extending from traditional PAM into a continuous authorization control plane for the “agentic AI era”
- Protecting an expanding identity threat surface (AI agents, machine identities, DevOps)
- Real-time, policy-based authorization with full audit trail
- Automation of access reviews and segregation-of-duties policies

## Why Work Here
- **Culture**: Values-driven (Trust, Respect, Nimble, Ownership), global perspective (nearly 40 countries), emphasis on diversity and inclusion.
- **Work model**: Hybrid/remote options. Offices in San Francisco, Bellevue, Lehi, London, Tel Aviv, Dubai, Singapore, Munich, Manila, and more. Flexible work arrangements.
- **Benefits** (global): Meaningful equity and bonus program, paid family leave (12 weeks primary/6 weeks secondary), flexible discretionary time off, paid company holidays, health and wellness support.
- **US-specific**: Medical, dental, vision, HSA/FSA, life insurance, short/long-term disability, 401K match (100% on first 1%, 50% on next 5%).
- **Career growth**: Commitment to employee development, robust career paths, leadership development programs. “We challenge the status quo, innovate fast” – a fast-moving security environment.

## Sources
1. [delinea.com – Careers](https://delinea.com/careers)
2. [delinea.com – Platform](https://delinea.com/)
3. [delinea.com – About](https://delinea.com/about)
4. [jobs.ashbyhq.com – Delinea Jobs](https://jobs.ashbyhq.com/delinea)
5. [builtin.com – Delinea Profile](https://builtin.com/company/delinea)

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