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Manager, Sales Development

About us

Miter is a leading HCM (Human Capital Management) platform designed for the $2 trillion construction industry. Miter simplifies construction workforce management, payroll, HR, and expense management, enabling contractors of all sizes to focus on growing their businesses. Miter is growing rapidly and backed by leading venture capital firms including Bessemer and Coatue. 

Role Overview

Miter is revolutionizing the construction industry with cutting-edge HCM software. We're seeking an exceptional Sales Development Leader to spearhead our growth.

You will be a front-line manager to a group of Sales Development Representatives (SDRs) who are responsible for outbound prospecting and pipeline generation. You will be responsible for 1:1 coaching and mentoring, as well as developing strategy and working closely with leaders to drive positive outcomes for this segment. As a key member of the sales leadership team, you will have the opportunity to help build and refine Miter’s sales development motion.

Your success will directly impact our ability to serve thousands of construction companies and accelerate our revenue growth. You will collaborate cross-functionally, but work most closely with our Sales and Growth Marketing teams to deliver on ambitious growth goals. This is a key role where you will be uniquely positioned to impact the full picture of Miter’s growth efforts. 

Please note that this role will require you to be in-person at our NYC HQ (located in SoHo) at least 3 days/week

Responsibilities:

  • Set and maintain a high-performing culture by overseeing the daily activities and quota performance management of individual SDRs to ensure key performance metrics are met

  • Hire and train new SDRs on Miter’s product, personas, competition, and tools through role-plays, 1:1’s, and team trainings

  • Develop and execute career development for direct reports through daily 1:1 mentoring, time management assistance, objection handling, prospecting tactics, and active listening skills

  • Collaborate with go-to-market colleagues on prospecting initiatives to meet company goals

  • Monitor + report on team performance and forecast to company leadership

  • Improve team output and efficiency over time by optimizing systems and processes

  • Establish a playbook for the SDR team that includes guides and resources

Qualifications:

  • 2+ years of quota-carrying experience as an individual contributor, with a proven, consistent track record exceeding goals

  • 1+ year of experience building and leading sales development teams with a proven track record of exceeding goals

  • Experience in successful, fast-paced, results-oriented GTM environments

  • History of consistently performing above quota in an outbound sales environment

  • A passion for building a team, with an intentional approach to team development

  • Proficiency in go-to-market tools (ie. Salesforce, Outreach, and ZoomInfo) 

  • Ability to leverage data to drive decisions, create systems, and identify process improvements to improve efficiency

  • Strong collaboration and influencing skills, demonstrated through excellent communication and presentation skills

What We Offer:

  • Competitive salary 

  • Sponsored health plans

  • 401(k) match

  • Unlimited vacation

Equal opportunity

Miter is proud to be an equal opportunity employer that values diversity and rewards merit. We do not discriminate based on race, national origin, ethnicity, religion, sexual orientation, age, or other characteristics.

Average salary estimate

$80000 / YEARLY (est.)
min
max
$70000K
$90000K

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What You Should Know About Manager, Sales Development , Miter

Are you ready to take your sales leadership skills to new heights? Miter, a pioneering HCM platform designed for the booming construction industry, is searching for a passionate Manager, Sales Development to join our dynamic team in New York. At Miter, we simplify workforce management, payroll, and HR solutions, allowing contractors to focus on expanding their businesses. As the Manager, Sales Development, you will lead a talented group of Sales Development Representatives (SDRs) who drive outbound prospecting and help build our pipeline. Your day-to-day will involve hands-on coaching, developing strategy, and collaborating with our Sales and Growth Marketing teams to meet ambitious growth targets. With a strong emphasis on high-performance culture, you will oversee the SDRs’ activities, ensure they exceed key performance metrics, and cultivate their growth through mentoring and training. Your leadership will significantly affect Miter’s growth, enabling us to serve thousands of construction companies and propel our revenue. If you thrive in a fast-paced environment and are excited about optimizing sales systems and processes, we want to hear from you! This role is in the heart of SoHo, requiring you to be at our NYC HQ at least three days a week, where you can truly make an impact on the team's success and our mission.

Frequently Asked Questions (FAQs) for Manager, Sales Development Role at Miter
What are the primary responsibilities of the Manager, Sales Development at Miter?

As the Manager, Sales Development at Miter, you will oversee the daily activities of the Sales Development Representatives (SDRs) ensuring they meet performance metrics. You will also focus on hiring and training SDRs, developing their skills through 1:1 coaching, and collaborating with the sales and marketing teams to align on prospecting initiatives. Additionally, you will be tasked with monitoring team performance and establishing a structured playbook for improved efficiency.

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What qualifications are required for the Manager, Sales Development role at Miter?

To excel as the Manager, Sales Development at Miter, you’ll need at least two years of quota-carrying experience in sales and a year of experience in leading sales development teams. A proven track record of exceeding sales goals in a fast-paced environment is essential, along with a passion for team building and development. Familiarity with tools like Salesforce, Outreach, and ZoomInfo are also crucial.

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What skills can help lead to success as the Manager, Sales Development at Miter?

Success in the Manager, Sales Development role at Miter hinges on strong collaboration and influencing skills, excellent communication abilities, and a data-driven mindset for optimizing sales processes. You should also possess a knack for mentoring and a clear understanding of outbound sales dynamics, allowing you to effectively guide your team toward exceeding quotas.

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What is the work environment like for the Manager, Sales Development at Miter?

The work environment for the Manager, Sales Development at Miter is dynamic and collaborative. You’ll be situated in the vibrant SoHo district of New York City, where in-person interaction fosters a close-knit team culture. Expect to engage daily with various departments while focusing on driving sales initiatives that directly contribute to Miter's growth in the construction industry.

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What benefits does Miter offer to the Manager, Sales Development?

Miter offers a comprehensive benefits package for the Manager, Sales Development, including a competitive salary, sponsored health plans, a 401(k) match, and unlimited vacation. We believe in rewarding our employees’ hard work and commitment, providing a supportive environment to thrive both professionally and personally.

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Common Interview Questions for Manager, Sales Development
How do you assess the performance of your Sales Development Representatives?

Assessing the performance of SDRs involves establishing clear key performance indicators (KPIs) and regularly reviewing their outputs against these metrics. Look at their success in meeting quotas, the quality of leads they generate, and their engagement levels. Active listening during 1:1 sessions and providing constructive feedback are vital for continuous improvement.

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Can you describe your experience building a sales team?

Discuss your approach to identifying skill gaps, hiring the right candidates, and fostering a positive team culture. Expand on how you train and mentor new hires through role-plays and hands-on initiatives. Sharing specific examples where your team successfully exceeded expectations can illustrate your effectiveness in building a high-performing sales team.

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What strategies do you implement for motivating your SDR team?

Motivational strategies could include recognizing individual and team successes publicly, implementing incentive programs, and conducting regular team-building activities. Tailoring your approach based on individual team member drives and creating a supportive environment fosters motivation and promotes high performance.

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How do you handle underperforming SDRs?

Handling underperformance involves direct communication to understand challenges. Setting clear expectations, providing feedback, and developing a personalized action plan can help. Offering additional training, resources, or mentorship lets them see a path toward improvement while reinforcing your commitment to their success.

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What role does data play in your management of sales development?

Data plays a crucial role in optimizing processes and driving decision-making. Use analytics to track team performance, identify bottlenecks in the sales process, and make informed adjustments accordingly. Regular reviews of performance data also help with forecasting and setting realistic goals for the team.

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How do you approach teamwork with other departments, such as marketing?

Collaboration with departments like marketing is key to aligning efforts. Establish regular communication channels and joint planning sessions to ensure that everyone's strategies align with company goals. Sharing data insights and feedback between teams will cultivate a dynamic environment that fosters overall success.

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How do you ensure your SDRs are well-versed in Miter’s products?

Implement comprehensive training programs that cover product details, market challenges, and competitive landscape. Conduct regular refresh sessions and role-playing scenarios to keep the team aligned and confident. This preparation enables SDRs to effectively communicate Miter’s unique value proposition to potential clients.

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What methods do you use to track the performance of your team?

Tracking team performance typically involves utilizing CRM tools to monitor lead generation, follow-up rates, and quota achievements. Beyond just metrics, regular check-ins and performance reviews will provide insight into ongoing challenges and areas for growth, facilitating data-driven management.

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How do you foster development and career growth for your SDRs?

Fostering development includes offering mentorship opportunities, conducting skill assessment sessions, and encouraging participation in industry workshops or training. Creating a personalized career path for each SDR and regularly discussing their aspirations helps ensure they feel valued and motivated to advance within the company.

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What is your approach to setting quotas for your sales team?

Setting quotas should be data-informed and based on market trends, historical performance, and individual capabilities. Engaging the team in discussions about expectations not only fosters accountability but also helps in creating realistic yet challenging goals that inspire peak performance.

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miter is a modern workforce management platform for construction. contractors of all sizes use miter's cloud-based software to streamline employee onboarding, time-tracking, payroll, reporting, expense management, and benefits administration, all ...

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January 6, 2025

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