Manager, Sales Development (Hybrid)

As a Sales Development Manager at CrowdStrike, you'll be responsible for leading a team of 6-10 Sales Development Representatives. Your main tasks will include coaching your team on effective sales strategies and techniques, ensuring collaboration with marketing to hit lead SLAs, and partnering with Regional Directors and Sales Managers for effective territory development. Additionally, you will work closely with Channel Account Managers to drive business growth through partner relations.

To apply for the Sales Development Manager position at CrowdStrike, you should have at least one year of experience as a Sales Development Representative or in a sales leadership role. Familiarity with Salesforce reporting and BI tools like DOMO is crucial. A successful track record of leading teams in a fast-paced environment, combined with a solid understanding of the cybersecurity sector, will give you a significant edge in your application.

Essential skills for a Sales Development Manager at CrowdStrike include strong leadership capabilities to guide and coach your team, excellent communication and collaboration skills for working with marketing and sales, and a strategic mindset for territory development. Additionally, being a fast learner, motivated, a team player, and having a passion for cybersecurity will greatly benefit your performance in this role.

Experience in the cybersecurity industry is quite important for the Sales Development Manager role at CrowdStrike. Understanding the cybersecurity landscape will enable you to better guide your team and make strategic decisions that align with industry trends and demands. It helps ensure that you can effectively communicate value to potential clients and understand the nuances of the market.

A typical day for a Sales Development Manager at CrowdStrike involves leading your team through daily check-ins, providing coaching sessions, and reviewing sales strategies. You would also spend time collaborating with marketing teams to analyze lead data, developing growth strategies with Regional Directors and Sales Managers, and meeting with Channel Account Managers to strategize partnerships. It's a dynamic role that balances team management, strategic planning, and cross-functional collaboration.

To effectively motivate your sales team, focus on setting clear goals and expectations while providing the necessary tools and resources for success. Regularly celebrate achievements, both big and small, to encourage a positive team culture. Emphasizing professional development opportunities also shows your investment in their growth, which can enhance motivation significantly.

In my previous role, I implemented a structured lead qualification process that helped streamline our sales funnel. By closely analyzing our sales data and aligning our outreach strategies with specific buyer personas, we increased our lead conversion rate by 30%. This strategic approach not only improved our efficiency but also empowered the sales team with clearer direction.

I have extensive experience using Salesforce for tracking sales activities, managing leads, and generating reports to analyze team performance. My proficiency with BI tools like DOMO allows me to visualize data effectively, providing insights into sales trends that drive our strategies. This combination has consistently led to data-driven decision-making in my teams.

To handle underperforming team members, I start with a one-on-one discussion to identify the root causes of their performance issues. Understanding their challenges helps me tailor support and resources to fit their needs. I also set clear performance goals and check in regularly to provide feedback and encouragement, ensuring they have opportunities for improvement and growth.

Collaboration with marketing is crucial for the Sales Development Manager position. It ensures that we effectively align our sales efforts with lead generation strategies and campaigns. Regular meetings to discuss metrics, lead quality, and campaign outcomes help us optimize our approach and ensure that leads are being nurtured properly, improving our overall conversion rates.

To effectively develop territories, I analyze market data to identify high-potential regions and tailor our approach to meet local demands. Networking with existing clients in those regions helps gather insights, while regular collaboration with Regional Directors ensures alignment on expectations and goals. A strategic, data-driven approach enables us to maximize our reach and impact in each territory.

Hiring for sales teams has been a critical part of my roles, where I focus on finding candidates who not only possess the necessary skills but also fit into our team culture. I look for traits such as adaptability, eagerness to learn, and a competitive spirit. I utilize structured interview processes including role plays and scenario-based questions to assess candidates' abilities effectively.

My approach to coaching sales representatives is hands-on and personalized. I focus on understanding each team member's strengths and weaknesses, allowing me to tailor coaching sessions to their specific needs. I emphasize role-playing and real-life scenarios to give them practical experience and ongoing feedback, fostering an environment of continuous learning and improvement.

I stay updated on trends in the cybersecurity industry through a combination of industry newsletters, webinars, and networking with professionals in the field. Engaging with thought leaders and participating in relevant forums helps me gain insights that I can share with my team, ensuring we're aligned with current market demands and innovations.

The key to a successful sales development team is open communication and a strong focus on collaboration. Building a culture where team members can share insights and challenges fosters growth and innovation. Additionally, providing consistent training and resources to adapt to the ever-evolving landscape of sales helps ensure the team remains effective and motivated in achieving their goals.