Sales Development Manager

The Sales Development Manager leads a team of 6 SDRs in generating outbound leads and qualifying inbound marketing-generated leads. The primary goal of the Sales Development Manager is to increase the pipeline of qualified opportunities in support of the revenue-generating Account Executives. Sales Development Managers guide the Sales Development Representatives (SDRs) to higher levels of achievement by improving training, CRM proficiency, prospecting tool utilization, call coaching as well as hiring, recruiting and onboarding. Close working relationships with Marketing, Revenue Operations, and Sales Management are essential to a successful internal team dynamic. 

• Lead a team of 6 SDRs and provide support for the other SDR leader, also leading 6 SDRs. 
• Contribute to recruiting, hiring, onboarding training, and performance evaluations of the SDR team. 
• High prioritization (approximately 40-50% of time) to SDR coaching, including calls – recorded & live, email and social prospecting. 
• Monitors SDR activity in Salesforce and reports weekly KPIs to leadership. 
• Forecasting daily, weekly, and monthly qualification numbers. 
• Ensure SDRs leverage phone time, including pre-call planning, adhering to time zones and metrics, and customizing scripts to target personas within the BizLibrary ICP. 
• Identify product or process knowledge gaps within the team and provide continuous coaching and ongoing training. 
• Work with management peers to develop a great team culture and create new ways to drive shared success. 
• Maintain uniformity and documentation of processes and standards across SDR team. 
• Manage sales development tools and relationship with vendors. 
• Stay up to date on industry trends and implement new SDR tips and tricks when necessary. 

• Minimum of 1-yearinbound/outbound SDR management experience of at least 5 SDRs. 
• B2B SaaS industry experience 
• Understands the importance of data and takes a data-driven approach to managing the team.  
• Customer service mentality for supporting revenue-producing AE team; should map pipeline development directly in support of company revenue goals. 
• Understanding of script/call-flow development, call coaching, email writing, and use of social media in prospecting and selling. 
• Strong recruiting skills. Needs to be able to share company values, goals and vision with prospective candidates, and help validate talent and abilities during recruiting cycles. 
• Enthusiastically develops and delivers training programs for SDRs in order to further them in their careers and skills sets. 
• Passion for auditing processes, activities, metrics, tools, and data.  
• On-the-floor daily leadership, giving SDR team feedback, coaching, mentoring, and support as they work through their processes.  
• Strong business acumen with the ability to deal with ambiguity. 
• Must be able to prioritize and handle multiple tasks simultaneously.