Sales Development Manager
Ersilia, New York, NY, United States
Overview
The Manager, Sales Development works with Marketing, Sales and Operations leadership to define, build and optimize the Sales Development team, processes and systems to engage and nurture new and existing Bluebeam users prior to handing them off to Sales to close. This role is a critical bridge between Marketing and Sales focusing on qualifying new sales opportunities to maximize revenue generation by building and continuously optimizing an effective and efficient lead cycle process.
Your Role
Reasonable accommodations may be made to enable individuals with disabilities to perform the following essential functions:
Propose and implement strategies to improve lead gen, qualification and hand-off to Sales including: inbound, cold outbound, in-person and digital events, etc.
Hire, train and manage a team of SDRs on lead follow up, cold calling, prospecting, pipeline development, and opportunity identification
Align Sales and Marketing on the handoff of leads and have ultimate accountability for the quality of leads delivered to the Sales team and meeting monthly meeting and qualified opportunity quotas
Ensure all SDR processes and polices are socialized and documented
Work closely with Demand Generation, Customer Engagement, Revenue Ops and Direct and Channel Sales to continuously improve the lead lifecycle
Regularly report on team KPIs 8. Establish a cadence of research and list building to create a pipeline of qualified segmented opportunities
Prospect and identify key decision makers at target companies
Prioritize strategic target account lists within defined territories and industry verticals
Research and build new and existing accounts
Skills and Qualifications
Demonstrated practical experience in hiring, managing and coaching SDR/LDR teams
Salesforce experience required, including reporting and managing queues
Experience creating and implementing call tracks and touchpoint cadences
Experience with SDR/LDR productivity and research tools (e.g. LinkedIn Sales Nav, Zoominfo, or Gong)
Experience managing to industry best practice KPIs
Big picture thinker who is able to quickly understand business objectives, create a well-aligned lead development strategy and drive execution
Strong track record of building effective relationships with a broad range of peers and executives
Able to structure, process and balance qualitative and quantitative data to draw and share insightful conclusions
Able to ideate and execute sound lead-development strategies and ensure that best practices in lead generation and lead follow ups are applied
Strong skills in strategic planning and goal setting
You are an effective and persuasive communicator who speaks directly to ensure common understanding and commitment across organizational boundaries
Work well in a dynamic growth environment and are excited to step into a leadership role with strong potential to make a meaningful impact quickly
Genuinely interested in listening, understanding others and bringing out the best in your colleagues.
3+ years of experience in a sales or lead development manager role
Specific Education or Certifications Required (i.e. Bachelor’s Degree, MBA, PMP, CPA, etc.)
Bachelor’s degree in Sales, Marketing or Business field preferred.
Extras Extras Preferred education or experience, but not required · Specialized training in sales technique/frameworks, marketing and/or communication is a plus.
B2B and enterprise tech experience is a plus
MBA and/or other sales related certifications a plus
#J-18808-Ljbffr
Your Role
Reasonable accommodations may be made to enable individuals with disabilities to perform the following essential functions:
Propose and implement strategies to improve lead gen, qualification and hand-off to Sales including: inbound, cold outbound, in-person and digital events, etc.
Hire, train and manage a team of SDRs on lead follow up, cold calling, prospecting, pipeline development, and opportunity identification
Align Sales and Marketing on the handoff of leads and have ultimate accountability for the quality of leads delivered to the Sales team and meeting monthly meeting and qualified opportunity quotas
Ensure all SDR processes and polices are socialized and documented
Work closely with Demand Generation, Customer Engagement, Revenue Ops and Direct and Channel Sales to continuously improve the lead lifecycle
Regularly report on team KPIs 8. Establish a cadence of research and list building to create a pipeline of qualified segmented opportunities
Prospect and identify key decision makers at target companies
Prioritize strategic target account lists within defined territories and industry verticals
Research and build new and existing accounts
Skills and Qualifications
Demonstrated practical experience in hiring, managing and coaching SDR/LDR teams
Salesforce experience required, including reporting and managing queues
Experience creating and implementing call tracks and touchpoint cadences
Experience with SDR/LDR productivity and research tools (e.g. LinkedIn Sales Nav, Zoominfo, or Gong)
Experience managing to industry best practice KPIs
Big picture thinker who is able to quickly understand business objectives, create a well-aligned lead development strategy and drive execution
Strong track record of building effective relationships with a broad range of peers and executives
Able to structure, process and balance qualitative and quantitative data to draw and share insightful conclusions
Able to ideate and execute sound lead-development strategies and ensure that best practices in lead generation and lead follow ups are applied
Strong skills in strategic planning and goal setting
You are an effective and persuasive communicator who speaks directly to ensure common understanding and commitment across organizational boundaries
Work well in a dynamic growth environment and are excited to step into a leadership role with strong potential to make a meaningful impact quickly
Genuinely interested in listening, understanding others and bringing out the best in your colleagues.
3+ years of experience in a sales or lead development manager role
Specific Education or Certifications Required (i.e. Bachelor’s Degree, MBA, PMP, CPA, etc.)
Bachelor’s degree in Sales, Marketing or Business field preferred.
Extras Extras Preferred education or experience, but not required · Specialized training in sales technique/frameworks, marketing and/or communication is a plus.
B2B and enterprise tech experience is a plus
MBA and/or other sales related certifications a plus
#J-18808-Ljbffr