Manager, Mid-Market Sales Development

As the Manager, Mid-Market Sales Development at Motive, your primary responsibilities include leading and developing the outbound Sales Development Representatives (SDRs) team, ensuring they meet or exceed monthly quotas and activity expectations. You’ll be coaching your team on best practices for strategic prospecting and objection handling while collaborating with Account Executives and other stakeholders to create a seamless sales pipeline. Additionally, maintaining CRM hygiene and driving performance through data analysis is crucial to your role.

To qualify for the Manager, Mid-Market Sales Development at Motive, candidates should have a Bachelor's degree, preferably from the US, UK, or Canada, along with proven sales leadership experience—ideally 2+ years in a technology/product company. Furthermore, at least 4+ years of international sales, with a focus on outbound prospecting and pipeline generation, is beneficial. Strong mentorship qualities and data-driven decision-making skills will also be essential for success in this role.

A successful Manager, Mid-Market Sales Development at Motive enhances team performance by implementing effective coaching strategies, promoting accountability among team members, and providing ongoing training and professional development. By utilizing sales methodologies and productivity tools, you can help your SDRs improve meeting quality and effectively handle objections, ultimately driving stronger sales outcomes and achieving team goals.

Essential skills for the Manager, Mid-Market Sales Development role at Motive include strong leadership and mentorship capabilities, excellent communication and collaboration skills, and a data-driven mindset. You'll need to analyze key performance metrics to make informed decisions and help your team excel in outbound sales and pipeline generation. A proactive approach and a keen interest in developing sales talent will also contribute to your success in this position.

As a Manager, Mid-Market Sales Development at Motive, you will have ample opportunities for professional growth. By leading a team in a fast-paced and innovative environment, you can develop your leadership and strategic thinking skills while directly impacting the sales pipeline's success. Additionally, Motive's commitment to diversity and inclusion creates a supportive atmosphere where you can collaborate with talented professionals and contribute to company-wide initiatives that foster your career advancement.

When discussing your experience with leading remote sales teams, emphasize your leadership style, communication methods, and how you build rapport with team members. Discuss specific strategies you’ve implemented to maintain motivation and performance while fostering a cohesive team culture, even from a distance.

In addressing your coaching approach, highlight the importance of tailored mentorship based on each SDR's strengths and weaknesses. Discuss techniques such as role-playing scenarios, regular performance feedback, and setting individual goals that align with overall team objectives. Illustrate how you support your SDRs in overcoming challenges and improving skills.

When responding to this question, detail metrics such as meetings set, conversion rates, pipeline generation velocity, and CRM hygiene. Explain how analyzing these metrics guides your decisions in coaching, training, and process improvements and the importance of interpreting data to drive team performance.

Discuss your strategies for addressing underperformance, which might include one-on-one meetings to identify obstacles, setting clear performance expectations, and developing a support plan. Emphasize your commitment to helping team members improve rather than punitive measures, reinforcing a positive and growth-oriented approach.

In your answer, emphasize the importance of regular communication channels, shared goals, and feedback loops. Discuss how you would facilitate joint meetings, establish clear roles in the sales process, and encourage SDRs and AEs to share insights from their interactions with prospects to enhance collaboration.

When answering, mention specific sales methodologies you are experienced in, such as SPIN Selling, Challenger Sales, or Sandler Training. Explain how you integrate these methodologies into training sessions for your SDRs, ensuring they have the tools to engage with prospects effectively.

Share a specific instance where your team faced challenges, your approach to maintaining morale, and the strategies you implemented to motivate them. Highlight the importance of recognizing achievements, offering support, and creating a proactive environment to keep the focus on achieving goals.

Discuss how you leverage various tools, such as industry reports, webinars, and networking with professionals in your field, to stay informed. Explain the importance of continuous learning and adapting your sales strategies based on current industry trends to drive success.

Provide details of a specific campaign you spearheaded, focusing on your goals, strategies implemented, and the results achieved. This might include metrics like number of qualified leads generated or conversion rates, showcasing your ability to create effective sales initiatives.

Explain your motivation for wanting to join Motive by aligning your values with the company's mission of empowering businesses with innovative solutions. Discuss your enthusiasm for the remote work environment, the opportunity to develop a sales team, and your commitment to contributing to Motive's success.