Fast Facts

Honorlock is seeking a Sr. Manager of Sales Development & Revenue Enablement to lead the BDR team and enhance workflows within sales and customer success to drive revenue growth.

Responsibilities: Key responsibilities include leading and scaling the BDR team, optimizing lead handoffs, enhancing response times, and creating sales enablement workflows to maximize revenue.

Skills: Required skills include strong leadership in BDR/SDR environments, proficiency in Salesforce, Salesloft, Gong, and the ability to design effective sales playbooks and onboarding programs.

Qualifications: A Bachelor's degree and 3+ years of experience in a B2B SaaS environment are required, along with prior experience in Edtech or higher education.

Location: Boca Raton, Florida, United States

Compensation: $134000 - $150000 / Annually

Company Summary 

Are you passionate about operational excellence, innovation, and leading teams in a dynamic environment? If so, we are excited to meet you!

We’re Honorlock, the leading online proctoring solution supporting over 450+ institutions and businesses in the education space. With a growing team, cutting-edge technology, and strong funding, we’re transforming the education space by enabling secure and accessible testing experiences for millions.

Who We Are

At Honorlock, we combine live proctoring with advanced AI to safeguard exam integrity while providing an exceptional experience for test-takers. Rated the #1 online proctoring service on G2, we empower institutions to expand their offerings, enhance learning, and achieve better outcomes. We are passionate about innovation, customer satisfaction, and building a team that supports educational opportunities for all.

About the Role

Honorlock is looking for a high-octane leader to bridge the gap between our sophisticated tech stack and our revenue-generating teams. As the Sr. Manager of Sales Development & Revenue Enablement, you will directly lead our Business Development (BDR) team while orchestrating the workflows that empower our Sales and Customer Success teams to move faster and close more deals.

Key Responsibilities 

• BDR Leadership & Performance
• Lead and scale the BDR team, providing daily stand-ups, quota attainment, and career development.
• Define and optimize the “Sales Ready” lead handoff to ensure our Regional Sales Directors (RSDs) are only spending time on the highest-quality institutional opportunities.
• Own the inbound response engine, ensuring we hit sub-5 minute response times for high-intent inquiries.
• Conduct weekly Gong call coaching and Salesloft sequence audits to constantly improve conversion rates and outbound momentum.
• Directly mentor and support the BDR Team to build internal leadership bench strength and operational consistency.
• Manage the "ramp to quota" for new hires and create long-term career development plans to transition BDRs into higher-level sales or customer success roles.
• Sales Enablement & Workflow Design
• Create and document the daily workflows for BDR, RSD, and CSM teams to ensure the tech stack investment maximizes revenue impact.
• Build the “Honorlock Way” playbooks including training articles, video tutorials, and live sessions that reduce the ramp to quota for every new hire.
• Orchestrate full-cycle support to ensure no revenue signal is missed, from conference follow up choreography to QBR and renewal triggers for CSMs.
• Tech Stack Actionability
• Turn tools like 6sense, GovSpend, and Starbridge into actionable triggers. Ensure that an expiring contract signal in GovSpend automatically triggers a tailored sequence in Gong Engage.
• Be the Gong Insights expert who surfaces trends from call recordings to iterate on our messaging, talk tracks, and competitive battle cards in real-time.
• Conduct monthly and quarterly audits on tool efficacy, providing data-backed recommendations for remediation or further investment in the revenue stack.
• Funnel Optimization & Strategy
• Define and enforce "Sales Ready" lead criteria to ensure RSD's focus exclusively on high-quality opportunities.
• Inbound/Outbound Momentum: Optimize inbound response times and outbound prospecting workflows based on buyer insights and expiring contract data.
• Partner with Customer Success (CS) to identify at-risk signals or upsell opportunities within the existing user base through automated engagement triggers.

Required Skills & Qualifications

• Bachelor's degree required in business, marketing, communications, or a related field.
• 3+ years of experience in leading BDR/SDR teams in a high-growth B2B SaaS environment.
• Advanced proficiency with Salesforce, Salesloft, and Gong.
• Proven track record of building and executing onboarding programs and creating process documentation.
• Demonstrated ability to design full-lifecycle sales playbooks that cover inbound, outbound, and customer expansion.
• Ability to translate raw data from tools like 6sense or Salesforce into actionable coaching moments and executive-level reporting.
• In addition to being a proven BDR/SDR leader, you have a “customer service” heart for the sales team and you believe you win when the RSDs and CSMs win.

Additional Qualifications

• Prior experience working with Edtech or higher education.
• Experience working in a high-growth, fast-paced SaaS environment where workflows are iterated upon frequently.

Base Salary: $134,000.00 – $150,000.00 annually

Bonus: Eligible for a 10% annual bonus

Why Join Honorlock? 

At Honorlock, you will play a pivotal role in shaping the future of online education while growing your career. Our innovative platform, collaborative team culture and dedication to excellence create an environment where your ideas and leadership will have a lasting impact. Join us and help improve educational opportunities for millions worldwide!

• Unlimited PTO
• Remote-first company
• Choice of company-issued laptop
• Healthcare benefits 
• Company matched 401K