Inside Sales Manager - Remote

Donnelley Financial Solutions (DFIN) is a leader in risk and compliance solutions, providing insightful technology, industry expertise and data insights to clients across the globe. We’re here to help you make smarter decisions with insightful technology, industry expertise and data insights at every stage of your business and investment lifecycles. As markets fluctuate, regulations evolve and technology advances, we’re there. And through it all, we deliver confidence with the right solutions in moments that matter. 

Summary: 

The Inside Sales Manager will be joining a rapidly growing Sales organization to lead and manage a team of Business Development Representatives (BDR). This role will be responsible for hiring, developing, coaching and motivating the team to drive qualified opportunities for our Account Executive team. Your team will develop a sales pipeline by prospecting and qualifying new business opportunities. We are looking for a motivated individual who is determined to succeed and is driven by team wins and overall Company success. You’ll be responsible for developing an effective step-by-step process of nurturing leads and handing off qualified opportunities to Account Executives. You should also be able to utilize market analysis tools to determine customer behavior, market trends, and competitor activity. You will be responsible for elevating your team’s sales skills and industry knowledge. You take pride in exceeding goals by supporting your team and putting them in a position to succeed.

Responsibilities: 

• Hire, train, mentor, develop and motivate a high-performing team of BDRs

• Define processes around onboarding and day-to-day operations of the team – research approach, call scripts, email templates, prospect qualification, tracking of sales qualified leads and win rates.

• Develop and track key success metrics

• Communicate status, progress and KPIs to management team

• Partner with Sales Leadership to develop creative ways to drive motivation and success among the team

• Work across Sales, Marketing, Channel and Customer Success teams to help ensure a smooth start-to-finish sales process

• Collaborate with Marketing department to develop inbound lead handling process

• Partner with Sales Leadership to develop and maintain organization to create a scalable, repeatable framework that helps us exceed our business goals

Use customer feedback to generate ideas for new features or products

Evaluating current sales practices and procedures to determine whether they are effective in generating sales.

Qualifications: 

• 3-5 years of relevant experience (SaaS preferred), 2 to 5 years managing a sales development team

• Track record of over-achieving quota in past positions

• Proven ability to promote BDRs out of the BDR Function

• Experience managing 6 to 8+ BDRs/SDRs across various segments

• Experience building and managing new teams, processes and documentation

• Analytical and highly metrics and process-driven

• Collaborative, team-oriented coaching and leadership style

• Strong work ethic with self-starter attitude

• Excellent verbal and written communication skills

• Highly organized

• Proficient with modern sales technology such as Outreach.io, Salesforce, Gong.io, ZoomInfo

It is the policy of Donnelley Financial Solutions to select, place and manage all its employees without discrimination based on race, color, national origin, gender, age, religion, actual or perceived disability, veteran's status, actual or perceived sexual orientation, genetic information or any other protected status. 

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