Sales Development Manager

LEAP leads the world in the development and sale of cloud based legal practice management software for small law firms on a Software as a Service (SaaS) model. We employ more than 400 people, have offices in the USA, Australia, Canada and the UK with more than 14,000 law firms using our software worldwide.

The Role

Our Sales Development team is a growing group of sales professionals who help attorneys invest in LEAP for their practice. The essential responsibility is to lead the team of SDR's to ensure they meet their quota of highly- qualified meetings for our Business Development Managers. You will be an essential part of driving revenue by managing lead lists, assigning lists to your SDR Team Members and helping them grow their sales pipeline.

The successful candidate is a highly motivated self-starter with the ability to multitask within a fast-paced environment. You're passionate about Lead Generation and contributing to the achievement of business results by tactically generating new business leads and exceeding personal and team goals.

Your Responsibilities will be:

Hire, Onboard, Coach, Develop and Achieve KPIs

• Recruit, hire and onboard new Sales Development Representatives (SDRs).
• Innovate and identify market trends to lead the team to adapt when required.
• Analyze incoming leads and ensure accurate assignment according to lead distribution rules.
• Ensure SDR pipelines are being cultivated, nurtured and replenished continuously and in a timely manner.
• Empower and motivate SDR team to regularly exceed KPIs.
• Ensure SDRs are scheduling meetings and following up with prospective clients to confirm upcoming meetings and following-through to revive cancelled or declined meetings.
• Utilize tech stack to administrate, coach, guide and analyze data (Salesforce, Salesloft, Chilipiper, Gong.io, D&B, etc).
• Collaborate with various teams internally to strategize, execute and become a subject matter expert.
• Assist assigned SDRs and BDMs in developing a sales strategy for assigned geographical territories.
• Build list and reports for SDRs and BDMs.
• Implement and maintain business plans quarterly, with goals and KPI tracking for territory. Ensure SDRs acknowledge and own their targets.
• Ensure SDRs and BDMs are aligned to develop synergy and great teamwork.
• Identify and align with the customers that will assist with business development efforts.
• Provide replicable framework for market penetration and expansion.
• Analyze and track data to forecast and identify potential trends.
• Work closely with marketing & operations teams to refine messaging and execute targeted campaigns.
• Maintain awareness of areas of success, and work with sales ops, marketing and other departments to select, identify, plan events where required.
• Strategize and assist SDR & BDM teams with follow up on all attendees and/or event leads.
• Attend events as needed and present in-person or online.
• Coach and provide feedback, and use available tools such as Gong, to continually help SDRs improve in both team and one-on-one settings.
• Maintain strong product knowledge and actively attend continuous trainings on LEAP products and Sales Processes in order to make sure SDRs are prepared and trained.
• Maintain a deep understanding of LEAP's key features and benefits, and target markets.
• Manage SDR staff and team building events as necessary to keep a positive morale for all teams.

Drive Territory Development Plans for each SDR

• Assist assigned SDRs and BDMs in developing a sales strategy for assigned geographical territories.
• Build list and reports for SDRs and BDMs.
• Implement and maintain business plans quarterly, with goals and KPI tracking for territory. Ensure SDRs acknowledge and own their targets.
• Ensure SDRs and BDMs are aligned to develop synergy and great teamwork.
• Identify and align with the customers that will assist with business development efforts.
• Provide replicable framework for market penetration and expansion.
• Analyze and track data to forecast and identify potential trends.
• Work closely with marketing & operations teams to refine messaging and execute targeted campaigns.

Coordinate Marketing & Events

• Maintain awareness of areas of success, and work with sales ops, marketing and other departments to select, identify, plan events where required.
• Strategize and assist SDR & BDM teams with follow up on all attendees and/or event leads.
• Attend events as needed and present in-person or online.

Ongoing Training/Coaching

• Coach and provide feedback, and use available tools such as Gong, to continually help SDRs improve in both team and one-on-one settings.
• Maintain strong product knowledge and actively attend continuous trainings on LEAP products and Sales Processes in order to make sure SDRs are prepared and trained.
• Maintain a deep understanding of LEAP's key features and benefits, and target markets.
• Manage SDR staff and team building events as necessary to keep a positive morale for all teams.

Requirements

• 1-3+ years of B2B sales management experience (SDR experience required).
• Full stack SDR experience with CRM & Outreach tools, i.e., Salesforce, Salesloft, High Velocity Sales, Gong.io, and LinkedIn Sales Navigator.
• Experience building out an SDR function, and high performing team, with a proven track record of success meeting monthly KPI's.
• Passion for sales training, motivating, and coaching in a high growth and fast paced environment.
• Positive attitude with a focus on having a growth mindset.
• Strong and motivational leader, who inspires their team and colleagues alike.

Benefits

• Medical, Dental and Vision Plans Available.
• Hybrid work model.
• 401k with Company Matching Program.
• Staff Events.
• Employee Assistance Plan.
• Unlimited PTO.
• Company Shares Opportunity.

We are an equal opportunities employer and welcome applications from all suitably qualified persons regardless of their race, sex, disability, religion/belief, sexual orientation or age. We look for the best person for the job.

At LEAP the health and well-being of our employees, customers and communities is of top priority. As such, offers to begin employment with LEAP will be conditioned upon newly hired employees presenting proof of being fully vaccinated with an FDA-authorized COVID-19 vaccine. Requests for reasonable accommodations for medical conditions and sincerely held religious beliefs will be considered on a case by case basis in accordance with LEAP policies as well as applicable law.