Senior Manager, Sales Development

As a Senior Manager, Sales Development at Brex, your key responsibilities include leading a high-performing team of Outbound Sales Development Representatives, managing team quotas, conducting regular one-on-one meetings, and collaborating cross-functionally with marketing and sales teams to enhance SDR effectiveness. Your focus will be on hiring, coaching, and developing team members to achieve standout sales performance.

To qualify for the Senior Manager, Sales Development role at Brex, candidates should have at least 3 years of management experience in B2B SaaS sales development. A robust understanding of outbound sales processes, excellent team motivational skills, and experience in a high-growth environment are crucial. Familiarity with marketing collaborations and sales prospecting tools is a must.

At Brex, we prioritize internal promotions and provide our Senior Manager, Sales Development with resources and tools for personal career development. We emphasize mentorship and continuous training to ensure our managers and their teams grow and evolve within the organization, aligned with the company’s expansive vision.

In the Senior Manager, Sales Development position at Brex, you should focus on optimizing sales processes through innovative outbound strategies, leveraging data-driven insights, improving lead scoring, and executing multi-touch marketing campaigns. Encouraging your team to engage in both email and social selling will enhance their outreach efforts.

The expected salary range for the Senior Manager, Sales Development at Brex is between $156,000 and $195,000. Actual base pay may vary depending on individual experience, skills, location, and market factors. Additionally, our compensation packages may include equity and other benefits, ensuring competitive total value for the right candidate.

In inspiring my sales team, I focus on open communication and recognizing achievements both big and small. I also encourage an environment where team members feel comfortable sharing challenges and brainstorming solutions collectively. Celebrating wins and creating clear paths for career development motivates my team to strive for excellence.

In my previous roles, I have implemented various outbound sales strategies, from cold calling to leveraging social media platforms like LinkedIn for lead generation. I have successfully utilized email outreach campaigns and integrated marketing strategies to enhance engagement, resulting in increased pipeline development and customer acquisition.

Key metrics to track for an SDR team include monthly quota achievement, lead conversion rates, response rates from outreach efforts, and overall sales pipeline contribution. Monitoring these areas helps gauge team performance and identify opportunities for improvement to ensure sustained growth.

When addressing underperformance, I prefer a collaborative approach. I set up one-on-one meetings to discuss challenges and identify areas for improvement, providing tailored coaching and resources to help them succeed. It’s essential to create an open dialogue and provide constructive feedback to inspire positive change.

My experience includes building strong relationships with marketing teams to align our strategies. We worked together on defining lead scoring criteria, optimizing sales funnels, and crafting targeted campaigns for better outreach effectiveness, leading to improved lead quality and more efficient sales conversions.

Technology is crucial in modern sales development. I leverage CRM tools to track interactions, analytics platforms to derive insights from data, and outreach automation tools to streamline communication. This tech stack enhances efficiency, allowing our team to focus on building relationships and closing deals rather than admin tasks.

Adapting my strategies to changes in market dynamics involves constant market research and trend analysis. I focus on gathering competitor insights and adjusting our value propositions accordingly. This agility in strategy allows our SDR team to remain competitive and address evolving customer needs effectively.

My approach to onboarding new SDRs is structured yet personalized. I ensure they have a strong understanding of our products and sales processes, paired with shadowing opportunities to learn from top performers. Continuous feedback and periodic check-ins after the initial training are pivotal in their successful integration into the team.

I emphasize the importance of goal-setting and time management. I work with my SDRs to establish clear activity targets and regularly review their progress. Utilizing daily huddles helps to keep accountability high, while I provide tools and resources to streamline their outreach efforts.

My long-term goals for the sales development team include fostering a culture of continuous learning, improving lead generation efficiency, and ultimately driving higher conversion rates. I aim to build a deeply engaged and high-performing team that contributes significantly to Brex’s overall revenue growth.