Manager, Sales Development

As the Manager, Sales Development at Contentsquare, your main responsibilities will involve hiring, training, and managing a team of Sales Development Representatives (SDRs). You will work closely with sales and marketing leadership to devise effective pipeline development strategies. Additionally, you will motivate and coach your SDRs to exceed their objectives and help them evolve into successful sales-ready candidates for future Account Executive roles.

To qualify for the Manager, Sales Development position at Contentsquare, you should have 1-2 years of experience in a sales development management role, along with 1-3 years in a Business-to-Business inside sales environment. Strong expertise with sales tools like Salesforce, and familiarity with account-based marketing strategies are also essential for success in this role.

The Sales Development team at Contentsquare represents the first touchpoint for our clients. Managed by the Sales Development Manager, this motivated group of SDRs is responsible for securing introductory meetings for our sales executives. The structure promotes a collaborative environment where creative, self-driven individuals are empowered to maximize their potential and contribute to overall sales goals.

At Contentsquare, we foster a culture of inclusivity, creativity, and collaboration. As a Sales Development Manager, you'll find yourself working alongside a community that values understanding and support. With diverse employee resource groups and opportunities for mentorship, Contentsquare is committed to providing a workplace environment that promotes learning and growth for all employees.

Joining Contentsquare as a Sales Development Manager comes with a wealth of benefits. You can look forward to flexible working hours, generous paid time off, stock options for full-time employees, and opportunities for personal and professional development through events and training programs. Our commitment to employee wellbeing ensures you can thrive both inside and outside of work.

When prioritizing tasks as a Sales Development Manager, it’s crucial to evaluate the impact and urgency of each project. Utilizing tools like dashboards in Salesforce can help you track performance metrics and identify areas that need immediate attention. Communicating with your team regularly will also allow you to allocate resources effectively and keep everyone aligned with the team’s goals.

In my previous role, I implemented a structured training program that focused on skill enhancement through regular coaching sessions. By conducting weekly one-on-one check-ins, I was able to track each SDR's progress, providing personalized feedback and guidance. This approach not only improved their confidence but ultimately led to higher performance levels across the team.

When dealing with underperforming SDRs, I adopt a constructive and supportive approach. I would first identify the root causes of their performance issues through direct communication. Together, we would set achievable goals and create a plan tailored to their specific challenges. Continuous monitoring and regular feedback will also help them stay on track, facilitating their development.

Throughout my career, I have utilized various sales engagement tools like Outreach, ZoomInfo, and LinkedIn Sales Navigator to streamline processes and enhance outreach strategies. Each tool offers unique capabilities that can complement the SDR team's efforts in lead generation and management, boosting overall efficiency.

A successful sales strategy I implemented involved leveraging Account-Based Marketing (ABM) techniques, collaborating closely with our marketing department. By creating customized, targeted content for key accounts, we were able to elevate engagement levels significantly, resulting in higher quality meetings and ultimately conversions.

Motivating the team on tough days involves fostering a supportive atmosphere and encouraging open communication. I like to celebrate small wins, even during challenging times, to keep spirits high. Implementing creative incentives and gamifying certain tasks can also help inject some fun into the workday, maintaining motivation and productivity.

When assessing team performance, I focus on metrics such as the number of qualified leads generated, conversion rates of meetings to opportunities, and overall team quota attainment. These metrics provide clear insights into the team's efficiency and effectiveness, allowing me to identify improvement areas and celebrate successes.

Collaboration with marketing teams is crucial for success as a Sales Development Manager. I ensure regular meetings to align our messaging and strategies. Utilizing shared platforms for communication can also streamline our efforts. This collaboration helps us execute effective campaigns and initiatives that resonate with our target audience, ultimately driving stronger results.

The most important trait for a Sales Development Manager is strong leadership. A successful manager should inspire, motivate, and cultivate the skills of their team while promoting a sense of accountability. Leadership encompasses the ability to listen, empathize, and drive the team toward achieving common goals, ensuring everyone thrives collaboratively.

Adapting my leadership style for a diverse team involves recognizing and valuing the unique perspectives each individual brings. I focus on active listening to understand their different needs and preferences. By promoting an inclusive environment where everyone feels respected and empowered, I create a cohesive team dynamic that leverages our diversity for greater success.