Head of Sales Development

The Head of Sales Development at Hatch is responsible for driving top-of-funnel pipeline growth, designing and executing an outbound prospecting strategy, and managing a team of SDRs. This includes hiring, coaching, and developing team members, as well as collaborating closely with sales and marketing to refine outreach and messaging strategies.

Candidates for the Head of Sales Development role at Hatch should have at least 3 years of leadership experience in managing SDR teams focused on outbound prospecting. A track record of exceeding sales goals, strong analytical skills, and familiarity with tools like Hubspot and Salesloft are also essential.

Collaboration is key for the Head of Sales Development at Hatch, as this role involves working closely with sales, marketing, and revenue operations teams. The SDR leader aligns outbound strategies with company objectives, refines messaging, and ensures that the sales team receives high-quality leads.

Success in the Head of Sales Development position at Hatch relies on strong leadership and coaching skills, an analytical and data-driven mindset, and proficiency with modern sales tech tools. A strategic approach to developing outbound strategies and a collaborative spirit are also crucial.

As Head of Sales Development, one can expect to manage and develop a team of motivated SDRs through training, mentorship, and performance management. Building a high-performing culture focused on achieving results and continuous improvement will be key aspects of team management in this role.

When discussing your experience leading an SDR team, focus on specific leadership strategies you’ve employed, the team size, and your approach to achieving sales metrics. Highlight any successes and the methods you used to motivate your team.

Consider sharing specific examples of strategies that have worked for you in prior positions, detailing the outcome of those approaches. You can discuss techniques for cold calling, outreach, and prospect engagement that led to exceeding sales targets.

Discuss key performance indicators (KPIs) you typically track, such as conversion rates, call volumes, and lead qualification metrics. Explain how analyzing these metrics has helped optimize SDR performance and drive growth in your previous roles.

Talk about your mentoring style, the types of training programs you’ve implemented, and how you adapt coaching techniques to individual SDR strengths. It’s essential to highlight your passion for developing talent and fostering a positive team culture.

Reflect on the resources you use to stay informed, such as sales blogs, webinars, and industry conferences. Emphasize your proactive approach to adopting and implementing sales technologies that can enhance team productivity.

Outline a specific scenario where you identified the need for improved messaging. Discuss your analytical approach in reviewing performance data, gathering feedback, and collaborating with marketing to craft a more effective outreach strategy.

Share insights on the current sales landscape, emphasizing challenges such as the oversaturation of outreach and energetic competition. Discuss strategies you’ve found effective in overcoming these challenges, such as personalized messaging or utilizing data analytics.

Provide examples of how you have utilized data analysis to make informed decisions, optimize outreach strategies, and evaluate SDRs' performance. Highlight specific tools you’ve used to facilitate this analysis, showcasing your data-driven mindset.

Discuss the key elements of a successful outbound prospecting strategy, such as clarity in target audience, effective messaging, and comprehensive follow-up plans. Reference your personal experiences and insights into how these components have contributed to success in your previous roles.

Talk about the importance of fostering open lines of communication between teams. Describe initiatives you’ve led or participated in to ensure alignment with marketing and sales, and how these collaborations have driven better results.