Director, Sales Development

ROLE DESCRIPTION:

The primary responsibility of the Sales Development Leader is to build and lead the sales development organization to meet opportunity and pipeline generation targets. This is a critical leadership role within Marketing & Sales and an excellent opportunity to build a world-class sales development team within a market-leading SaaS organization.

We are looking for an experienced sales leader that specializes in building and managing high-performing Sales Development teams. In the role of Sales Development leader, you will lead a team of 8-10 Sales Development Reps (SDR) and will be responsible for measuring, leading, and holding SDRs accountable for daily activities, results, and professional development. Our sales development group is remote first.

EXPECTATIONS AND TASKS:

• Recruit, onboard, manage, motivate, and evaluate a team of 8-10 sales development representatives
• Coach sales development reps on process, behaviors, activities to drive optimal outcomes
• Develop and track critical SDR KPIs (activities, conversations, opportunities created, etc.) to hit targets
• Develop SDR playbook and SLA using best practice frameworks
• Partnering with product marketing, develop personalized SDR cadences based on persona, industry, segment
• Measure and improve qualification and conversion rates
• Develop and coach SDRs in their careers, preparing them for roles of increasing responsibility and scope
• Work extensively within sales development platforms (Salesforce, Revenue.io, Qualified)
• Collaborate with marketing to identify and implement improvements to our demand programs
• Partner with sales leadership on streamlining sales processes providing best in class customer experience

WHO YOU ARE:

Motivating, empathetic, metrics-driven, and team focused, you are a mentor for ambitious SDRs looking to build successful careers in sales, marketing, and enablement. Consistent, fair assessment, and ability to have difficult, constructive conversations about performance. Excited by the ability to tap in to a huge, valuable segment of the market driving new revenue growth for the company.

• 3+ years of sales leadership experience with a strong track record in meeting or exceeding quota
• Strong Salesforce acumen and experience, including reporting and dashboard development
• Experience working with Sales Engagement/Conversation Intelligence software (Revenue.io, Outreach, Salesloft)
• Experience working with Prospect Intelligence, Chatbot (Drift, Qualified, etc.)
• Prospecting, Cold Calling, and Direct selling/closing experience (software or services strongly preferred)
• Experience collaborating with the marketing team's demand-generation operation
• Success in overachieving quotas and targets
• Ability to develop talent
• Excellent communication, teamwork, and people management skills
• Mentoring and coaching experience
• Bachelor's degree preferred. Associate degree plus relevant experience