Sales Development Manager

About the role

This position is responsible for the management of a team of industry-focused sales development representatives. Primary focus will be on individual and teamwide lead generation achievement, training, development, administrative support, compensation validation, and various other sales management responsibilities.

Responsibilities

• Sales Development Execution and Goal Achievement (40%):
• Primary focus on achieving individual and teamwide output goals, meetings set attainment, and pipeline generation
• Oversee creation and execution of the various tactics necessary to recognize the achievement of established goals
• Able to oversee and rapidly ingest new target lists and deploy fully-vetted, industry-specific sequences within the team's standard operational timelines
• Utilize data-driven tactics and reporting to track performance of the team overall and down to the individual
• Identify areas of high performance and underperformance in accordance with a set of pre-determined metrics
• Identify cyclical trends using historical data to prevent continued down-periods for the department or a specific industry
• Training, Learning, Coaching, and Development (40%):
• Deliver a rigorous onboarding curriculum for new team members, ensuring mastery of all software applications in use
• Teaching of high-level nuances, including Strategic Social Selling, value-based calling, and BANT+ qualification standards
• Basic teaching and coaching for junior level SDRs
• Ability to write and teach the finer nuance of compelling, industry-specific scripts and messaging that entices the intended audience to want to take a meeting
• Cooperate with firmwide departmental resources to bring the team new processes, training, coaching, etc. (i.e. Sales Enablement, Market Intelligence, Sales Operations, Marketing, etc.)
• Reporting and Metrics Tracking (10%):
• Responsible for tracking SDR opportunities from booked meetings to occurrence, opportunity conversion, and final revenue, including the management of tagging standards and interfirm requirements
• Responsible for creating commission criteria for clear qualifying meeting requirements and effectively communicating these to the team
• Ensure proactive and timely management of incentive requirements and processing to Sales Operations
• Ability to clearly and concisely present metric achievement in a transparent manner suitable for firm leadership
• Departmental Administrative Support and Miscellaneous Tasks (10%):
• Management of staff PTO, coverage needs, performance reviews and other HR-related management duties
• Compensation validation monthly in cooperation with Sales Operations
• New requisition job filling or backfilling in cooperation with Talent Acquisition and Sales Leadership
• Positively influence morale and turnover through structured career development and team support
• Other duties as assigned

Qualifications

• Bachelor’s degree focused on business development, management, or a related degree in business required
• Five years prior relevant work experience in the B2B space required, with three of those in sales management
• Prior team management experience mandatory
• Extensive prior history with business development software applications
• Experience with Salesforce and ZoomInfo preferred
• Well-versed and experienced in people management, metrics, KPIs
• Able to exercise well-reasoned judgment and decision-making; organizational and analytical skills
• Strong communication and interpersonal skills
• Effective project management and time management skills