SDR Program Manager - Outbound Sales Play & Execution
Role Overview
The SDR Program Manager & Outbound Sales Play Manager is responsible for building, launching, and optimizing structured outbound sales plays and programs that drive consistent incremental pipeline creation across the global SDR organization. This role focuses on developing outbound strategies, embedding them into daily workflows, ensuring SDRs are equipped to execute effectively, and driving strong adoption of standardized prospecting motions across all regions. The individual will partner closely with regional SDR leaders to ensure SDRs have the tools, resources, and execution guidance required to perform at the highest level.
Key Responsibilities
Outbound Strategy & Sales Play Development
- Build, refine, and maintain structured outbound sales plays aligned to verticals, buyer personas, triggers, competitive scenarios, and target sales play priorities.
- Develop clear action paths for common SDR scenarios (e.g., prospecting strategy, executive outreach, objection handling, dormant account re-engagement).
- Keep plays updated based on buyer signals, messaging evolution, field feedback, and GTM priorities as it relates to future forecasted sales play programs.
SDR Performance Programs & Execution Readiness
- Design and run execution-readiness programs that ensure SDRs are fully prepared to execute outbound plays with confidence.
- Create rep-facing guides, resources, talk tracks, and scenario-based practice guides to help SDRs develop stronger outbound skills to execute on new sales plays.
- Build a catalog of best-in-class SDR examples to showcase high-quality outreach, messaging, and calls and what to scale globally.
- Ensure Outreach messaging and sequencing is launched in coordination of new sales plays.
Program Management & Workflow Integration
- Operationalize outbound programs globally, ensuring consistency and clarity across AMER, EMEA, and APJ.
- Integrate sales plays into tools and SDR workflows (Outreach, Salesforce, 6sense, ZoomInfo, etc.) for seamless daily execution.
- Establish governance around play adoption, quality, messaging standards, and activity expectations.
- Work cross-functionally with Ops to streamline processes, build automation, and reduce friction in outbound execution.
Cross-Functional Partnership
- Collaborate with Marketing, GPO, and Sales to translate GTM priorities into actionable outbound SDR programs.
- Work with Sales Ops to align targeting, routing, reporting, and operational workflows to outbound strategies.
- Serve as the liaison to other groups supporting outbound sales play content, campaigns, or messaging ensuring SDRs understand how to apply this material effectively.
Performance Insights, Optimization & Continuous Improvement
- Track outbound play performance including engagement metrics, conversion rates, pipeline contribution, and buying group penetration.
- Identify patterns in SDR performance to inform program refinement.
- Provide SDR Managers with insights on strengths, gaps, and coaching opportunities related to outbound execution.
- Run iterative improvement cycles, updating plays and workflows based on data, feedback, and market trends.
Qualifications:
Required
- 3+ years in SDR, Sales, Sales Programs, Sales Strategy, GTM Operations, or equivalent roles.
- Experience building outbound prospecting strategies and structured sales workflows.
- Strong understanding of enterprise B2B buying groups, personas, value drivers, and message positioning.
- Proven ability to develop rep-facing resources, guides, and execution frameworks.
- Experience with sales engagement tools (e.g., Outreach, SalesLoft) and prospecting platforms.
- Strong analytical skills to evaluate performance and optimize programs.
Preferred
- Experience supporting SDR execution in fast-paced, high-growth SaaS or cybersecurity environments.
- Familiarity with 6sense, ZoomInfo, Orum, Salesforce, Gong, and AI-driven sales tools.
- Experience running training sessions, workshops, or skills-focused group sessions.
Success Metrics
- Adoption of outbound plays and workflows across all regions.
- Lift in key outbound KPIs: reply rate, connect rate, meeting conversion, opportunity creation.
- Reduction in variability of outreach quality.
- Faster ramp for new SDRs due to clarity and structure.
- Improved alignment between SDR, Sales, Marketing, and Ops on GTM priorities.
Join Us in Securing the World's Data
Rubrik (RBRK), the Security and AI Operations Company, leads at the intersection of data protection, cyber resilience, and enterprise AI acceleration. Rubrik Security Cloud delivers complete cyber resilience by securing, monitoring, and recovering data, identities, and workloads across clouds. Rubrik Agent Cloud accelerates trusted AI agent deployments at scale by monitoring and auditing agentic actions, enforcing real-time guardrails, fine-tuning for accuracy and undoing agentic mistakes.
Linkedin | X (formerly Twitter) | Instagram | Rubrik.com
Inclusion @ Rubrik
At Rubrik, we are dedicated to fostering a culture where people from all backgrounds are valued, feel they belong, and believe they can succeed. Our commitment to inclusion is at the heart of our mission to secure the world’s data.
Our goal is to hire and promote the best talent, regardless of background. We continually review our hiring practices to ensure fairness and strive to create an environment where every employee has equal access to opportunities for growth and excellence. We believe in empowering everyone to bring their authentic selves to work and achieve their fullest potential.
Our inclusion strategy focuses on three core areas of our business and culture:
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Our Company: We are committed to building a merit-based organization that offers equal access to growth and success for all employees globally. Your potential is limitless here.
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Our Culture: We strive to create an inclusive atmosphere where individuals from all backgrounds feel a strong sense of belonging, can thrive, and do their best work. Your contributions help us innovate and break boundaries.
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Our Communities: We are dedicated to expanding our engagement with the communities we operate in, creating opportunities for underrepresented talent and driving greater innovation for our clients. Your impact extends beyond Rubrik, contributing to safer and stronger communities.
Equal Opportunity Employer/Veterans/Disabled
Rubrik 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, or protected veteran status and will not be discriminated against on the basis of disability.
Rubrik provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Rubrik complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. 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.
Federal law requires employers to provide reasonable accommodation to qualified individuals with disabilities. Please contact us at [email protected] if you require a reasonable accommodation to apply for a job or to perform your job. Examples of reasonable accommodation include making a change to the application process or work procedures, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.
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