Sales Development Manager (SDR)

About AirGarage

AirGarage is on a mission to bring real estate online, starting with parking.

We replace broken parking machines, fragmented software, and manual, labor-intensive operations with a unified, data-rich operating system for parking real estate. We handle everything it takes to run and optimize a parking asset: payments, dynamic pricing, enforcement, license plate recognition, analytics, and more.

By building all of our technology in-house, we are able to deliver a magical experience for drivers while providing real-time visibility and revenue increases of 20-50% or more for real estate owners. That’s why national real‑estate leaders like Hines and Greystar, as well as technology companies like Meta, partner with AirGarage to optimize their parking facilities.

AirGarage uses datapoints like real-time occupancy, local events, weather, driver behavior, competitor pricing, and more to bring true intelligence to real estate owners’ assets for the first time.

We’re investing aggressively to make the physical world legible to a digital system: cameras, sensors, and software that generate a firehose of real-time data about the world around us. That data fuels models and algorithms that allow us to optimize performance at each property while giving owners the clarity and control they’ve never had before.

Before you can optimize an asset, you need to observe it. Before you can observe it, you need to bring it online.

We are starting with the $131 billion US parking real estate market because it is one of the most offline and mismanaged commercial real estate asset types. 26% of the land area in the median American urban core is dedicated to parking.

We are backed by top tier investors including Headline Growth, Andreessen Horowitz, Floodgate, Founders Fund, Abstract Ventures, and angel investors who have founded or worked at companies like Uber, Opendoor, Flexport, and more.

Want to learn more about AirGarage and the problem we're tackling?

Check out these podcasts:
https://www.youtube.com/watch?v=AU0NkDK51E4
https://youtu.be/_8aM6NQHYiE?si=p5WIujBWUA1sG-b7

THE ROLE 👩🏾‍💻

We’re looking for a Sales Development Manager to help lead our growing team of SDRs and take ownership of outbound performance, team development, and pipeline contribution. You’ll be responsible for coaching reps to exceed their goals, hiring new talent, and continuously refining our outbound strategy.

This is a unique opportunity to shape and scale the top-of-funnel function at a fast-growing startup tackling one of the last offline industries. You'll collaborate closely with our other SDR Manager, VP of Sales, Account Executive leadership, Enablement, and Marketing to build the foundation for long-term success.

You'll need to be a fast learner with strong management, sales, and interpersonal skills. Your role involves coaching and elevating a team of SDRs who handle detailed real estate discussions while effectively communicating complex technical product features to non-technical buyers.

The ideal candidate has a proven track record of success in outbound selling to traditional businesses (not just tech companies), has been promoted to lead a team of SDRs, and has experience managing in an environment where the playbook is still being defined and improved every day.

We're growing quickly and investing heavily in scaling our sales team. Your mission will be to evaluate our current sales process—identifying what works and what doesn't—and help define our future playbook for success.

SALES COMPENSATION 💰

• On-Target Earnings for this role are $140k - $170k off of a Base Salary of $110k - $130k, with the balance being earned through commissions.

• Commissions are uncapped and paid out monthly based on Month-to-Date attainment relative to your team’s monthly quota and the attainment of the median member of your team.

WHO YOU ARE 🦚

• You’ve built or scaled SDR functions at early-stage or high-growth startups and know what great looks like.

• You’re data-driven, with a strong understanding of outbound metrics like activity, conversion rates, and pipeline impact.

• You’re passionate about developing reps and creating high-performing, motivated sales teams.

• You thrive on structure and understand how to drive repeatable results through consistent processes, training, and coaching.

• You know how to lead remote teams, foster culture, and keep people accountable in a distributed environment.

• You care deeply about sales performance and career progression and want to help SDRs graduate into Account Executives or other roles.

WHAT YOU WILL DO 👷‍♀️

• Help lead and manage the SDR team

  • Run daily standups, weekly 1:1s, and ongoing training sessions.

  • Coach SDRs on calls, email outreach, and qualification to drive consistent performance.

  • Foster a high-performance, curiosity-driven culture.

• Own pipeline generation strategy

  • Track and report on SDR metrics, including outreach volume, meetings booked, and pipeline sourced.

  • Partner with Sales Enablement to iterate on talk tracks, cadences, and outbound strategy.

  • Analyze call data and performance trends to optimize results and run experiments.

• Coach for excellence

  • Run regular call coaching and feedback sessions.

  • Create clear development plans to help SDRs level up into closing roles.

  • Build a strong bench of talent through career pathing and mentorship.

• Recruit and onboard top talent

  • Own hiring for the SDR team, including sourcing, interviews, and selection.

  • Build and execute onboarding and ramp programs to get new reps productive quickly.

  • Partner with Enablement to ensure scalable systems for training and development.

• Collaborate cross-functionally

  • Partner with Sales, Marketing, and Ops to align messaging and go-to-market execution.

  • Provide feedback from the field to inform GTM strategy.

  • Share learnings to improve team-wide processes and performance.

WHAT YOU NEED 👩🏼‍🎓

• 2+ years experience managing an SDR team in a consultative outbound sales environment.

• Strong passion for coaching reps through real-time feedback, call reviews, and structured 1:1s.

• Deep understanding of outbound sales metrics and how to drive pipeline production.

• Proven experience hiring, ramping, and developing high-performing SDRs.

• Comfortable operating in a remote, performance-oriented environment.

• Strong organizational and analytical skills; you love reviewing data to find insights.

• Experience using tools like Salesforce, ZoomInfo, and outreach platforms like Outreach or Salesloft.

• Direct and effective communication style with both team members and leadership.

• Previous experience in early-stage startups where sales playbooks need development.

• Nice to have: Experience working with or selling to real estate, property management, or similar traditional industries.

• Nice to have: Previous experience as a startup's SDR manager during a significant growth period.

IMPORTANT NOTE 🚨

AirGarage is a remote-first company, but we also value in-person collaboration to strengthen trust and teamwork. Team members should expect ~6 weeks of travel per year for:

• 2–3 full company offsites, “Remote Weeks”

• Lending a hand to support 2 new location launches

• In-person onboarding as well as supporting other onboarding sessions for new team members

The rest of the year, team members can work remotely from wherever (US time zones) they’re most comfortable as long as they are performing well in their role. Attendance at in-person events throughout the year is expected—if you’re not open to traveling ~6 weeks per year for work, this role isn’t a good fit for you.

THE UPSIDE 📈

• 📈 Equity: Have a stake in the business that you’re helping to build and grow.

• 🌴 Work remotely: Live and work wherever you like! We believe in folks working where they are happiest and most productive. We currently hire teammates that are located anywhere within North America.

• 🏥 Health insurance: We offer health insurance and currently cover 85% of the cost of medical plans for the primary employee and 50% of the cost of plans for dependents.

• 🍼 Parental Leave: We offer 12 weeks of fully paid parental leave to all parents to bond with a newly born, adopted, or fostered child. The 12 weeks can be taken as a continuous leave or intermittently over the first 18 months of the child's life.

• 💻 Home office setup: Get a laptop + additional equipment needed to set you up for success.

• ⛺ Time to recharge: We have an unlimited PTO policy with a minimum requirement of 10 days per year.

• 🤑 401k: Make financial planning right for you with a 401k retirement savings program.

• ✈️ Team Off-sites: ~2 times per year our team comes together for a full week in places like Tahoe, Puerto Vallarta, San Diego, and Austin.

• 📚 BookGarage: Our team loves to learn and grow together so join us for our optional recurring book club.

• 🪴Room to grow:  Our team will be orders of magnitude larger within a few years, as a part of our foundational team you'll have opportunities to grow with us.

• 🏙️ Transform our cities: The opportunity to change the way that the world thinks about real estate use in our cities.

• 👐 Work with a diverse team: At AirGarage, we've always been committed to building a thriving team that represents the communities we serve. Our team is currently 40% female and 30%+ from underrepresented communities.

We understand that there's no such thing as a 'perfect' candidate. We're looking for someone passionate, with grit and determination, who is excited to face the challenges of a rapidly growing startup. AirGarage is the type of company where you can grow exponentially, and we encourage you to apply to us even if you don't 100% match the candidate description.

AirGarage is an Equal Opportunity Employer.  We celebrate diversity and are committed to creating an inclusive environment for all employees.  Candidates and employees are always evaluated based on merit, qualifications, and performance.  We will never discriminate on the basis of race, color, gender, national origin, ethnicity, veteran status, disability status, age, sexual orientation, gender identity, martial status, mental or physical disability, or any other legally protected status.