Covetrus is a global animal-health technology and services company dedicated to empowering veterinary practice partners to drive improved health and financial outcomes. We are bringing together products, services, and technology into a single platform that connects our customers to the solutions and insights they need to work best. Our passion for the well-being of animals and those who care for them drives us to advance the world of veterinary medicine.
The Manager of Sales Development is responsible for leading Covetrus’ Sales Development Representative (SDR) organization, driving pipeline creation, and ensuring consistent qualification of new business opportunities. Reporting to the VP of New Sales, this leader will design and execute the outbound prospecting strategy that fuels the success of Veterinary Sales Executives (VSEs), Technical Account Executives (TAEs), and Corporate Sellers.
This role requires a proven builder of high-performing SDR teams who thrives in fast-paced, metrics-driven environments. The Director will balance strategic leadership with operational excellence — overseeing lead generation processes, optimizing sales tools and cadences, and coaching SDR managers and reps to achieve pipeline targets.
Work Location Expectation: This role is expected to be in the Chicago office at least four days per week to foster collaboration and team engagement.
Duties and Responsibilities:
Sales Development Leadership
Build, scale, and lead a high-performing SDR organization responsible for generating qualified pipeline across veterinary practices and enterprise accounts.
Define the SDR playbook, including outreach cadences, qualification frameworks, and handoff processes to downstream sales teams.
Establish performance expectations and KPIs aligned to pipeline generation goals.
Hire, train, and develop SDR talent, with a focus on career progression into VSE and other sales roles.
Strategy & Process Optimization
Partner with Marketing to align on demand generation campaigns, lead scoring, and funnel conversion.
Drive adoption and optimization of sales engagement tools (e.g., Salesforce, Outreach, Gong, LinkedIn Sales Navigator).
Develop segmentation and territory strategies to maximize prospecting efficiency.
Analyze pipeline data to identify trends, optimize processes, and forecast SDR contribution to overall new sales targets.
Evaluate, implement, and optimize new sales development technologies (data, engagement, enablement, and AI) to accelerate SDR productivity, personalization, and pipeline conversion.
Cross-Functional Collaboration
Work closely with VSE, TAE, and Corporate Seller leaders to ensure seamless lead qualification, handoff, and follow-up.
Partner with Product Marketing to refine messaging and ensure SDRs effectively position Covetrus solutions.
Collaborate with Sales Enablement to design onboarding, training, and continuous learning for SDRs.
Leadership & Culture
Foster a culture of accountability, curiosity, and performance, balancing activity metrics with quality of engagement.
Provide ongoing coaching and mentorship to SDR Managers and individual contributors.
Celebrate wins and build recognition programs to motivate top performance.
Champion the use of technology and tools that enhance SDR efficiency and effectiveness, ensuring high adoption and measurable impact.
Qualifications:
Required
8+ years of experience in B2B sales development, business development, or inside sales, with at least 3+ years in a leadership role.
Proven track record of building and scaling SDR or inside sales teams in a high-growth environment.
Strong knowledge of prospecting best practices, sales engagement tools, and CRM systems (Salesforce.com required).
Experience hiring, developing, and promoting early-career sales talent.
Exceptional ability to manage to metrics while driving quality customer engagement.
Preferred
Experience in SaaS, healthcare, or veterinary industries.
Background working in matrixed, enterprise-level sales organizations.
Bachelor’s degree in Business, Sales, Marketing, or related field.
Skills & Competencies
Strategic thinker with operational rigor and attention to detail.
Strong coaching and people development skills.
Excellent communication and storytelling ability, both internally and externally.
Data-driven mindset with the ability to use analytics for decision-making.
High adaptability and comfort leading through change.
Work Environment
Four days in-office per week, with periodic travel to regional offices, team meetings, and industry events.
Frequent collaboration with Marketing, Sales Enablement, and cross-functional commercial teams.
Salary may vary depending on factors such as confirmed job-related skills, experience, and location. It is not typical for an individual to be hired at or near the top end of the range for their role. Compensation decisions are dependent upon the facts and circumstances of each case.
However, the pay range for this position is as follows. Sales Positions are eligible for a Variable Incentive
$122,880.00-$175,560.00
We offer the following benefits for you to take advantage of while you are here provided you meet the eligibility requirements under each governing program:
• 401k savings & company match
• Paid time off
• Paid holidays
• Maternity leave
• Parental leave
• Military leave
• Other leaves of absence
• Health, dental, and vision benefits
• Health savings accounts
• Flexible spending accounts
• Life & disability benefits
• Identity theft protection
• Pet insurance
• Certain positions may include eligibility for a short term incentive plan
Covetrus is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law.
