SDR Leader (Manager/Sr Manager+)

Who We Are

Nava is on a mission to #fixhealthcare. Nearly 160M Americans rely on their employers for healthcare — yet the system is broken, bloated, and dominated by incumbents who resist change. Nava fuses deep benefits expertise with cutting-edge technology to deliver a modern, transparent, and affordable healthcare experience.

Founded by seasoned entrepreneurs and backed by leading investors, Nava is one of the fastest-growing benefits brokerages in the country. We’re the first to combine brokerage know-how with proprietary tech like HQ: our AI-powered benefits platform, designed to help HR teams take control of renewals, simplify strategy, eliminate spreadsheet chaos, and empower employees to navigate their benefits with ease.

In a $50B industry hungry for change, Nava is built to win — lowering costs for employers, delighting employees, and reshaping how healthcare works for millions of Americans.

We're hiring an SDR Leader (Manager/Sr Manager+) to lead our 6–7 person outbound and inbound SDR team — the engine that drives Nava's top-of-funnel pipeline. This role sits at the center of our revenue growth: you will coach reps, own the operating cadence, and build the repeatable processes that turn SDR activity into qualified pipeline for the sales team.

We are specifically looking for someone who has been close to the work recently. This is not a role for someone who managed SDRs from a distance five years ago. The right candidate has personally made the calls, run the sequences, and can coach from the rep's seat. You don't need to set the vision for the SDR function from scratch — we have a defined ICP, proven messaging, and an established tech stack — but you do need to take what exists and execute it at a higher level.

What makes this opportunity unique: Nava's SDR team is at an exciting inflection point. We have talented reps, a brokerage-first messaging framework that is working, and a modern prospecting stack (Nooks, Clay, Gong Engage, Salesforce). What we need now is a leader who can tighten the process, raise the performance bar, and build the accountability structures that turn a good team into a great one. You'll work directly with our VP of Revenue and Head of Marketing, and your success will be measured in pipeline quality, meeting conversion rates, and rep development. This is a chance to do the work you love — coaching reps, building process, and driving results — while helping us fix an industry that has been broken for too long. Join us!

• Lead and Coach the SDR Team: Manage a team of 6–7 SDRs across SDR1, SDR2, and Senior SDR levels. Provide hands-on, call-by-call coaching on cold call technique, discovery conversations, objection handling, and prospecting discipline. Be the kind of manager your reps want to learn from because you've done the job yourself.

• Drive Top-of-Funnel Performance: Own the metrics that matter: connect rates, conversation rates, and meeting rates. Build the operating cadence — pipeline reviews, call coaching sessions, team standups, 1:1s — that creates consistent accountability and consistent results.

• Optimize the SDR Tech Stack: Own tooling decisions across HubSpot, Gong, Gong Engage, and the parallel dialer. Lead the near-term evaluation of our Nooks vs. Clay migration, fix known integration issues, and build the data infrastructure that gives you and the team real-time performance visibility.

• Evolve Account Distribution Strategy: Transition the team from weekly list drops to a quarterly, signal-based account distribution model. Work with RevOps to operationalize renewal timing signals, hiring activity, funding events, and new HR role changes as the foundation for account prioritization.

• Partner with Sales on Pipeline Quality: Build tight feedback loops with the AE team on meeting quality and handoff process. Define and enforce SQL standards jointly with Sales. When meetings don't convert, own the diagnosis and use it to coach reps — not just report it.

• Partner with Marketing on Inbound/Outbound Alignment: Collaborate with the Marketing team on MOFU workflows, inbound SDR routing, and SDR messaging. Provide specific, actionable feedback to Marketing on what's working in outreach and what isn't.

• Build SDR Career Paths: Operationalize Nava's SDR career ladder from SDR1 through to Sales Executive. Run promotion interviews, manage skills certification checkpoints, and have real development conversations that retain top talent and give reps a clear path forward.

• Manage Performance Decisively: Identify underperformers early, give clear and direct feedback, and run improvement plans when needed. Create a team culture where expectations are high, recognition is earned, and accountability is the norm.

We understand that your experience is more than just a list of requirements, so we encourage you to apply even if you don't meet all of the following.

• Direct SDR management experience: 3+ years leading a high-volume outbound SDR team, with personal accountability for connect rates, meeting rates, and pipeline contribution.

• Recent proximity to the SDR seat: You have personally made cold calls and run outbound sequences within the last 3–5 years. You coach from experience, not theory.

• Builder mentality: You have owned SDR process from scratch at a smaller or earlier-stage company — not just inherited a mature playbook. You know what it takes to build the machine, not just run it.

• Measurable performance track record: You can point to specific, quantifiable improvements you drove: connect rate lifted from X to Y, meeting rate improved by Z%, team ramped from N to N+3 SDRs.

• Team management experience: Experience managing 5–10+ SDRs across multiple experience levels (entry, developing, and senior reps).

• Modern SDR tech fluency: Deep hands-on experience with Salesforce, SEPs, parallel dialers (Nooks or equivalent), and enrichment/prospecting tools (Clay, ZoomInfo, or similar). You can evaluate vendors, diagnose integration issues, and own tooling decisions.

• Data-driven management: You build dashboards, track leading indicators, and diagnose performance problems with data before they become trends. You know the difference between an activity problem and a quality problem.

• Lead routing and territory management: Experience designing and optimizing account distribution models, territory management, and lead routing workflows.

• Hands-on call coaching: You coach reps on discovery structure, objection handling, and call mechanics — not just activity tracking. You can demonstrate the coaching conversation, not just describe it.

• Accountability frameworks: You have implemented clear performance expectations and built the cadence to enforce them: weekly reviews, 1:1 structures, and performance improvement plans.

• Career development orientation: You have a track record of retaining and promoting reps. You invest in people's growth and can point to SDRs you developed into strong account executives.

• Industry context: Background in B2B benefits, insurance, HR tech, or adjacent industries where the sales motion is complex and consultative.

• Signal-based prospecting: Familiarity with account prioritization models that stack signals like renewal timing, funding events, hiring activity, and role changes.

• High-growth startup experience: Background at a VC-backed company (Series A–C) where you've built process in an environment of rapid change and limited resources.

• A rare chance to lead a high-impact SDR team at a mission-driven, high-growth company where you can directly shape the top-of-funnel engine that funds Nava's #fixhealthcare mission.

• The opportunity to build a real coaching culture — one where reps grow, advance, and become the next generation of Nava sales talent.

• A front-row seat to industry innovation, with access to Nava's AI-powered benefits platform and a modern prospecting stack that gives you the tools to run a best-in-class SDR team.

• A collaborative, ambitious revenue team where your expertise and voice shape how we generate pipeline and grow the business.

Working at Nava

As a remote-first company, Nava is committed to building a dynamic and inclusive culture where you have the autonomy to thrive. You’ll be supported by cutting-edge technology, a collaborative team, and a shared mission to revolutionize healthcare.

Please note: The benefits below apply to full-time (W2) employees and are not included for contractor roles.

Benefits

• Health & Wellness: Medical insurance, including a $0 premium HDHP plan for individuals, Dental, Vision, Telehealth and Virtual Primary Care Visits, OneMedical membership, Wellhub, and a $50 monthly benefit to improve your mental or physical health.

• Financial Support: Stock options, 401(k) with a $2,000 match, FSA, HSA, and access to Origin Financial.

• Work-Life: Flexible PTO, 12 weeks of paid parental leave with 2 weeks of transition time, $50 monthly connectivity reimbursement, and company-paid short-term disability, long-term disability, and life insurance, with additional voluntary benefits like supplemental life, AD&D, hospital indemnity, accident, and critical illness coverage.

• Professional Support: $1,000 home office setup stipend and access to an Employee Assistance Program (EAP)

Candidates from all backgrounds are encouraged to apply. We believe that solving America's healthcare problem requires leveraging America's greatest strength: our diversity. Healthcare affects everyone – and a team that includes people from all backgrounds and walks of life will be more effective at driving change than a homogeneous one. We are excited to build that kind of team at Nava.