Manager, Sales Development
Leads and develops an enterprise sales development team, owning hiring, coaching, performance management, pipeline generation, and revenue development. Requires sales prospecting and closing experience, people leadership, enterprise software experience, and familiarity with sales methodologies.
About the job
Responsibilities
- Build and lead a team of enterprise Account Development Representatives (ADRs).
- Attract, hire, retain, coach, mentor, and develop sales talent.
- Identify skill gaps and support ADR progression toward Account Executive roles.
- Participate in prospect qualification and discovery calls.
- Provide weekly team performance summaries and accurate forecasts to senior management.
- Collaborate cross-functionally to establish scalable lead-management processes, follow-up service-level agreements, and conversion improvements.
- Define and own key performance indicators, supervise team activity, track results, and drive execution.
- Partner with Field Sales and Inside Sales leadership to improve performance and align pipeline production with sales needs.
- Continue developing sales leadership skills and capabilities.
Requirements
- 2+ years of prospecting experience as an individual contributor, including closing experience.
- 2+ years of experience leading or managing teams, with a record of hiring, developing, and promoting employees.
- Experience selling complex enterprise software involving technical and multi-level decision-making.
- Strong verbal, written, listening, and presentation skills.
- Demonstrated overachievement as a top performer, such as President’s Club or Rep of the Year recognition.
- Experience using and implementing a sales methodology.
Nice to Have
- Open source software sales experience.
- Familiarity with databases, web servers, and open source technology.
- Salesforce experience.
- Experience with MEDDIC and Command of the Message.
Benefits and Compensation
- Sales training and bootcamp.
- Internal cross-departmental mentor and buddy program.
- Continuous career development.
- Employee benefits and affinity groups.
Skills
Salesforce, MEDDIC, Command Of The Message, Enterprise Software, Open Source Technology, Sales Methodology, Lead Management, Sales Forecasting
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