Job Summary

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. 

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