Director, Sales Development

As the Director of Sales Development at Abnormal Security, your key responsibilities will include defining and executing the outbound SDR strategy across North and South America, managing relationships with senior leaders to ensure alignment and support, coaching and mentoring frontline SDR managers, and leading initiatives to enhance pipeline generation. You will also be responsible for forecasting sales qualified pipeline to senior leadership and facilitating quarterly business reviews to evaluate SDR productivity.

To be a successful candidate for the Director of Sales Development position at Abnormal Security, you'll need a proven track record of leading substantial sales development organizations, significant experience in front-line sales management, and at least two years of senior management experience. Familiarity with consultative sales methodologies and tools like Salesforce, Outreach, and ZoomInfo is a plus. Above all, you should possess a drive for overachievement and a deep understanding of the cybersecurity market.

Candidates for the Director of Sales Development role at Abnormal Security should bring extensive experience in managing large sales development teams, proven success in meeting or exceeding performance expectations, and a history of building a high-performance culture. Experience in fast-paced environments and familiarity with the cybersecurity landscape are essential for success in this position.

Key skills for the Director of Sales Development at Abnormal Security include strong leadership and coaching capabilities, exceptional organizational skills to manage multiple priorities, and robust communication skills. Additionally, the ability to drive the adoption of sales processes and tools is vital, ensuring the SDR team can effectively generate and qualify leads.

The work culture at Abnormal Security encourages collaboration, innovation, and a commitment to achieving exceptional results. As a fully remote organization, we value flexibility and support our team in their professional growth. With a focus on mentorship and high performance, you can expect a dynamic environment where your contributions directly influence our sales development success.

In leading a large sales development team, I believe in fostering an inclusive culture that promotes ongoing mentorship and support. I would prioritize regular coaching sessions, celebrating wins, and creating clear career progression paths to keep my team engaged and motivated.

Certainly! I have hands-on experience with methodologies such as Challenger Sale and BANT, which have guided my approach to training SDRs. I'm committed to adopting best practices that aid in consultative sales, ensuring our team can consistently engage effectively with prospects.

To enhance pipeline generation, I would introduce disciplined training focusing on effective outreach techniques, implement a structured process for lead qualification, and regularly assess performance metrics to adjust tactics as needed.

I actively maintain open lines of communication with senior leadership through regular updates, collaborative planning sessions, and by involving them in key decisions that impact the SDR team's goals. This ensures alignment and reinforces the importance of our initiatives.

Essential sales development tools include CRM platforms like Salesforce, outreach tools like Outreach, and intelligence platforms like ZoomInfo. I believe leveraging these tools allows SDRs to work efficiently and effectively, leading to better lead generation.

When recruiting for the SDR team, I focus on identifying candidates who demonstrate not only the right skills but also a passion for the industry and a desire to succeed. I prioritize cultural fit and potential for growth in addition to previous experience.

For underperforming SDRs, I believe in taking a supportive approach. This involves assessing their challenges, providing tailored coaching, setting achievable goals, and fostering an environment of learning to help them improve their performance.

My method for forecasting sales qualified pipelines involves analyzing historical data and current trends, collaborating with the SDR team and sales managers, and utilizing forecasting tools to provide accurate projections for senior leadership.

In this role, I anticipate challenges such as adapting to rapid changes in the market or technology. To address these, I would emphasize continuous learning and adaptation, utilizing feedback to refine our strategies and processes collaboratively.

My vision for the SDR team at Abnormal Security is to become a top-performing unit recognized for its consistency and quality in lead generation. I aim to create a culture where every team member feels empowered to innovate and contribute to our overall success in the cybersecurity market.