Sales Development Manager

About Middesk

At Middesk, our goal is to make it easier for businesses to work together. Since 2018, we have been a leading disruptor in the business identity market. While consumer identity technology has seen significant modernization and digitization over the past decade, business identity and verification largely continues to be a manual process, specifically in the context of onboarding businesses to receive access to financial products and services. Our best-in-class business identity platform provides access to complete, up-to-date information that financial services institutions and fintechs need to make educated decisions about their customers and facilitate rapid onboarding and transacting. Our vision is that every company can instantly gain access to all the data, products, and services they need to establish and grow their business with ease. Middesk came out of Y Combinator, is backed by Sequoia Capital and Accel Partners, and was recently named to Forbes Fintech 50 List and cited as an industry leader in business verification by digital identity strategy firm, Liminal.

 The Role

Middesk is seeking a dynamic Sales Development Representative Manager to join our team. In this role, you will lead and build our SDR function, owning the top of the sales funnel and ensuring a steady pipeline of qualified opportunities for our Account Executives. You will work closely with prospective customers across the financial services industry, including fintechs, banks, lenders, and payments companies, to understand their needs and articulate the value of Middesk's solutions.

Leveraging your expertise in sales development, lead generation, and leadership, you will implement and refine strategies to optimize our outreach efforts and maximize conversion rates. Your success will be measured by your ability to build, mentor, and motivate a high-performing SDR team, fostering a culture of accountability and business impact. This includes creating effective training programs, managing performance metrics, aligning with marketing and sales goals, and continuously iterating on outreach tactics to improve results.

This role will have an immediate impact on Middesk's growth trajectory in 2024 and beyond. Reporting to the Head of Marketing, you will collaborate with other senior leaders across the go-to-market organization to develop and execute a cohesive pipeline-generating strategy that drives revenue growth for Middesk.

What You'll Do:  

• Lead, coach, and develop a team of SDRs, fostering a high-performance culture focused on achieving and exceeding targets.

• Recruit, interview, and onboard new SDR team members to support the expansion of our GTM team.

• Work closely with other GTM leaders, as well as our sales and marketing teams, to ensure seamless cross-functional collaboration to drive pipeline.

• Work closely with our AE team to ensure clean handoffs and feedback loops for qualified opportunities.

• Partner with our revenue operations team to implement and refine SDR strategies, processes, and best practices to ensure the team is contributing to efficient pipeline generation.

• Collaborate with marketing, sales, and product teams to develop effective outbound messaging and campaigns.

• Analyze market trends and competitor activity to inform outreach strategies and positioning.

• Own and drive our weekly revenue-wide pipeline generation efforts by partnering with marketing to build outbound plays and content for SDRs and AEs.

• Partner with our event marketer to drive lead generation efforts for in-person and digital events.

• Ensure every SDR is continuously learning new skills, testing new prospecting approaches, and thinking creatively about how to reach our ICP.

• Track and report on pipeline metrics and other SDR KPIs like meetings booked and weekly activities.

• Motivate, incentivize, and recognize team members to encourage top performance and set up high-performing SDRs to move into new roles within the organization.

• Develop a point of view and contribute to the evolution of our sales strategy and revenue plan.

What We’re Looking For:

• 3+ years of experience in sales development or inside sales roles, with at least 1 year in a leadership capacity.

• Proven track record of successfully managing and scaling sales development or inside sales teams in a B2B SaaS environment.

• Strong understanding of sales methodologies, lead generation techniques, outbound strategies, and overall pipeline management.

• Ability to bring energy and enthusiasm to your work and motivate the team.

• Outstanding communication and interpersonal skills.

• Strong analytical skills that you rely on to identify trends in data and make necessary adjustments.

• Experience introducing activity metrics and holding your team accountable.

• Excellent coaching and mentorship skills with the ability to develop top-performing SDRs.

• Data-driven approach to coaching and performance management.

• Proficiency with CRM and sales engagement systems, including Salesloft and Salesforce.