Manager, Sales Development

Needham Heights, Massachusetts, United States Sales Ref ID: JR-020176

Our Mission

At Palo Alto Networks®, we’re united by a shared mission - to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us!

We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

2026 was an amazing year in Identity Security when CyberArk became a Palo Alto Networks company. In the Idira division, we are looking for a Manager of Sales Development to help achieve our next phase of growth. In this critical role, you will lead a team of Sales Development Representatives to achieve Idira’s new business growth plan.

You will report to the Director of Sales Development and work closely with Sales and Marketing leaders. As a hands-on, growth-oriented leader, you will build a world-class organization with responsibilities spanning strategy, inbound and outbound lead management, campaign development, closing new logos, coaching and enablement, and performance measurement.

What you need to succeed:

Hire, train and manage team of SDRs to help achieve and exceed pipeline and closed won revenue goals

Execute Sales Plays, and also Partner with Marketing to align activities with lead follow-up, marketing campaigns, and provide critical feedback for the demand generation engine

Build trust and rapport with Sales leaders and field Account Executives

leading-edge methodologies and tools for B2B technology outbound prospecting and inbound lead qualification

Hire and develop talent to fuel a strong pipeline of SDRs into a professional selling career at Palo Alto Networks

Partner with Revenue Operations to optimize performance using a data-driven approach

Establish a culture that inspires achievement and impact, while having fun and working together to drive success for our customers, company, and employees

Accurately forecast opportunities to sales leadership

Adapt to an in-office and hybrid work environment, maintaining productivity and staying visible within the office setting

Qualifications

4+ years of experience in directly managing and leading Sales/Business Development teams or 5+ years of experience as an AE at an Enterprise selling organization

Experience working with Field Marketing Managers on campaigns in different regions

Demonstrated ability to hire, onboard and grow a high performing sales development team

Create a repeatable and scalable hiring and onboarding process; you have written the playbook before, created, and implemented a successful career progression plan

Experience managing a modern sales development technology stack including sales engagement platform, coaching/gamification, and other tools

Ability to inspire and coach Sales Development teams through leading by example, call shadowing and real time coaching

Ability to coach selling techniques to first time sellers, helping throughout the process and creating a repeatable strategy for them to be successful on their own

A proactive nature; you have experience moving personnel – finding and filling gaps and are constantly looking for improvement

Knowledge of best practice B2B tech sales development processes and technologies

Demonstrated ability to manage a sales pipeline & accurately forecast

Understanding of the Identity Security market & Idira’s value proposition

A smart, bold but humble attitude to work collaboratively with Idira team members across the organization

Qualifications

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus.

$136,640.00 - $187,880.00/yr

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.