Madeline Gitelson

About Madeline Gitelson

I’m a sales development leader who believes strong performance starts with strong people.Over the past four years, I’ve led and developed SDR teams of 6–9 reps in SaaS environments, focusing on consistent execution, clear expectations, and sustainable results. My leadership style blends performance management with coaching, setting a high bar while giving reps the structure, feedback, and support they need to hit it.I’m especially passionate about: • Creating accountability frameworks that drive results without burning teams out • Coaching reps through skill development, confidence-building, and career growth • Building team cultures rooted in trust, ownership, and motivation • Turning day-to-day activity into predictable pipeline impactHaving come up through both individual contributor and leadership roles, I understand what it takes to perform in-seat and how to manage performance at scale. I value clarity, consistency, and empathy, and I’m known for being direct, supportive, and invested in my team’s success.Always focused on building teams that perform well, work hard, and actually enjoy doing it.

Experience

1. Sales Development Manager

   Paylocity

   Feb 2022 — Present · Schaumburg, IL, US

   Manage and develop a team of 6–9 Sales Development Representatives responsible for generating qualified pipeline for Account Executives across multiple territories.Partner with nine Directors to align team strategy, improve SDR-to-AE execution, and support territory-level performance.Lead weekly one-on-ones, call reviews, and coaching sessions focused on skill development, confidence building, and consistent quota attainment.Own hiring, onboarding, and performance management, including performance improvement plans that drive accountability and measurable improvement.Develop high performers and support internal mobility, promoting SDRs into enterprise-level teams, full-cycle sales roles, and other departments.Contribute to Culture, Performance, and Development initiatives, including script development, mentorship programs, and team-wide enablement efforts.Impact: Team generated $1.26M in pipeline last fiscal year and $483K+ year-to-date (FY starting July), increased team run rate by 20% since the start of FY26, operating from an average baseline of 60–70% BOP, while sustaining team performance within a 90–115% quota range throughout the year.

Education

• Illinois State University

  Bachelor of Science - BS, Communication and Media Studies

  2015 — 2019