About Orb

Orb is on a mission to revolutionize billing infrastructure for the modern era of AI and software. We empower businesses to align their monetization with product usage—whether through seats, consumption, feature limits, or hybrid pricing models. Our developer-first, data-driven approach enables companies to automate their billing processes and adapt their pricing strategies with ease.

With Orb, revenue workflows are seamless for every team: developers love our intuitive API and extensibility, product managers iterate on pricing and packaging faster, finance teams gain fine-grained reporting for revenue recognition, and customer-facing teams build trust through billing transparency. Companies like Vercel, Pinecone, and Replit rely on Orb to power their most critical revenue initiatives.

Backed by $44.1 million in funding from top investors like Mayfield, Menlo Ventures, and Greylock, we’re building a hybrid, in-office culture in downtown San Francisco (3 days/week). Our team thrives on collaboration, focus, and kindness, with a shared commitment to solving high-impact problems for our customers. At Orb, every team member drives meaningful impact, and we’re just getting started.

About the Role:

The SDR Manager role at Orb is a unique opportunity to lead and shape the foundation of our SDR team. SDRs are often taking their first steps in sales, and at Orb, we’re committed to creating an environment that encourages members to excel in their careers. As the SDR Manager, you’ll play a pivotal role in building a culture of enablement by ensuring that our SDRs have the tools, confidence, and mentorship they need to succeed.

In this role, you’ll oversee the hiring, training, and development of a high-performing SDR team. You’ll deliver robust onboarding and continuous coaching, providing 1:1 guidance to help SDRs master our product, understand our audience, and execute effective discovery and qualification. Your leadership will ensure the team generates pipeline efficiently while maintaining a culture of meritocracy and career progression.

As a crucial partner to Orb’s broader sales organization, you’ll help identify and develop top talent, contributing to the growth and scalability of our teams. This is a chance to make a meaningful impact, both in shaping the careers of your team members and in driving Orb’s GTM success.

In this role you will:

• Attract, hire, retain, and develop SDR talent

• Identify gaps affecting the businesses ability to generate pipeline and work cross functionally to solve them.

• Provide strong coaching and mentoring through a deep understanding of sales, our product, and our sales methodology.

• Be involved in prospect qualification and discovery calls/meetings

• Provide weekly team performance summary as well as timely and accurate forecast to senior management

• Cross functional collaboration to establish scalable processes for incoming lead management and follow-up SLAs and conversions

• Develop and own KPI’s, supervise the activity of the team, track the results and drive team execution based on those metrics

• Work closely with Sales management to drive increased performance and align pipeline production to our Sales team's needs

About you:

• 2+ years experience prospecting as an individual contributor and closing

• 3+ years experience leading/managing with a track record in hiring, developing and promoting

• Complex enterprise software experience in a comparable company (technical and multi level decision making)

• Experience in open source software sales is a distinct advantage

• Excellent verbal, written, listening, and presentation skills. You must be credible with direct reports, customers, recruitment candidates, and internally across the organization at all levels including senior management

• Top performer, Results oriented, with a track record of overachievement (President’s Club, Rep of the Year, etc.)

• Experience using and implementing a sales methodology

Please note: We value in-person collaboration and have built a hybrid, in office culture with 3 days/week at our HQ in downtown San Francisco. We see it as a way to achieve our mission faster, in an environment of rapid ideation, strong alignment, and that energy that makes work more fun. Unless specifically noted in the job above, please plan to join us in person in San Francisco.

Benefits

• Excellent medical, dental, and vision insurance - 100% coverage for you and dependents

• Unlimited PTO (with 15 days minimum encouraged) plus one week of time off during the last week of December

• 401k plan

• 16-week paid parental leave with equity vesting

• Commuter stipend

• Catered lunches in the office

• Meaningful equity in the form of stock options and a unique ten-year exercise window

Equal Opportunity Employer

We work with each other day in and day out, and strongly believe that building a diverse and inclusive team is key to our long-term goals and success as a company. We provide equal employment opportunities to all applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by law.