Manager, Sales Development - ANZ (SMB & MM)

As the Manager, Sales Development at Deel, your primary responsibilities include developing, managing, and hiring a dedicated team of sales development representatives (SDRs). You'll drive a high-performance culture by establishing sales goals, monitoring team metrics, and reporting on progress to senior leadership. Additionally, you'll implement strategies for process improvement and productivity while motivating your team members through creative incentives.

To qualify for the Manager, Sales Development role at Deel, you should have at least 1+ years of experience in a dedicated sales or sales leadership capacity, ideally within a high-growth tech company that sells to mid-market and enterprise clients. You should be skilled in creating and implementing effective outbound sales playbooks and be comfortable using data and analytics to inform your decision-making process. Strong motivational skills to inspire your SDR team are also crucial.

Deel promotes a high-performance culture within its Sales Development team through a combination of accountability and creative motivation strategies. As a Manager, you’ll be responsible for fostering an environment where team members thrive. By setting clear sales goals, providing constructive feedback, and introducing innovative incentives, you’ll help your SDRs achieve and exceed their targets while maintaining high employee engagement.

At Deel, the career path for a Sales Development Representative (SDR) is designed for growth and development. As the Manager, you’ll be instrumental in outlining potential career trajectories within the team, from entry-level SDR roles to more senior sales positions. Clear compensation plans and professional development initiatives will help guide SDRs towards successfully advancing in their careers while maximizing their contributions to the company.

Working as a Manager, Sales Development at Deel comes with numerous benefits, including competitive pay, stock grant opportunities, and flexible remote work options. Employees also receive tailored computer equipment and a variety of additional perks, depending on their role and location. The company places a strong emphasis on inclusivity and accessibility, reinforcing its commitment to a diverse workforce.

When developing sales strategies for my team, I focus on aligning the goals with overall company objectives while considering the unique dynamics of our market. I would conduct thorough market research, rely on data analytics to identify trends, and engage in brainstorming sessions with the team to incorporate their valuable insights. By fostering an open dialogue, I ensure that strategies are both innovative and attainable.

I have extensive experience in training and mentoring SDRs, which includes onboarding new hires, conducting regular training sessions, and providing ongoing support. I believe in creating a structured training program that incorporates hands-on experience with shadowing opportunities and role-playing scenarios, fostering an environment where team members feel comfortable asking questions and sharing feedback.

To measure my Sales Development team's success, I utilize key performance indicators that include lead conversion rates, meeting or exceeding sales quotas, and individual performance metrics. Regularly reviewing these metrics allows me to assess the effectiveness of our strategies and make data-driven adjustments when necessary, ensuring continual improvement in our processes and outcomes.

In one instance, I encountered a situation where two SDRs were not cooperating effectively. I facilitated a one-on-one discussion with each of them to understand their perspectives. By mediating the conversation and encouraging them to express their views, I was able to foster greater understanding and collaboration, resulting in a much-improved team dynamic going forward.

To keep my team motivated, I emphasize recognition and rewards through both individual and team-based incentives. Hosting team meetings where we celebrate successes, share best practices, and set new challenges creates an engaging environment. Additionally, I tailor incentives to what drives each team member, whether through bonuses, extra time off, or professional development opportunities.

Scaling the SDR team requires a strategic, phased approach. I would start by analyzing our current operations and identifying areas of growth. Next, I'd outline the ideal team structure, establish clear hiring criteria, and collaborate with HR to effectively source new talent. A comprehensive onboarding process would ensure that every new SDR is set up for success from day one, reinforcing our company culture.

Data plays a pivotal role in my decision-making process. I rely on analytics to identify trends, assess team performance, and evaluate the effectiveness of our sales tactics. By regularly interpreting data sets, I can uncover actionable insights that drive continuous improvement and adapt our strategies to align with real market needs effectively.

To ensure communication and alignment within my team, I prioritize regular check-ins and meetings to discuss ongoing projects and forthcoming goals. Utilizing collaborative tools helps streamline communication and allows team members to provide updates and share feedback. Moreover, I create an environment where open dialogue is encouraged, fostering trust and transparency.

To maintain Deel's leadership in the market, I would implement competitive practices such as regular competitor analysis, customer feedback loops, and continuous innovation of our approach. By staying ahead of industry trends and actively engaging with our client base for insights, we can ensure that our services remain top-notch and cater to the evolving needs of our customers.

Having a diverse team is crucial as it brings a plethora of perspectives, ideas, and experiences which can significantly enhance creativity and problem solving. Diverse teams are better equipped to understand and serve a wide range of customers, ultimately leading to improved customer satisfaction and business outcomes. Fostering an inclusive environment also enhances team morale and retention.