Sales Development Manager

As a Sales Development Manager at Motive, your core responsibilities include leading an Outbound Sales Development team dedicated to generating pipeline through effective prospecting. You’ll coach your team Members to ensure they meet quotas, maintain CRM hygiene, report key metrics, and engage in collaborative efforts with Sales and Marketing to refine processes. Your leadership will be crucial in driving productivity, improving meeting quality, and enhancing your team's overall performance.

Motive prefers candidates with at least 1 year of high-performing Sales Development Leadership experience. Proven management experience and a strong background in B2B SaaS sales are highly advantageous. The ideal candidate should have a deep understanding of sales methodologies and technology, particularly proficiency with Salesforce and SalesLoft, along with the ability to analyze data to enhance coaching sessions and optimize sales performance.

Motive provides its Sales Development Manager with a comprehensive support system, including collaboration with Account Executives and Sales Operations. The manager is equipped with the necessary tools, technology, and ongoing training to optimize team performance and achieve monthly targets, ensuring a culture of accountability and excellence in sales processes.

The on-target earnings for the Sales Development Manager position at Motive range from $135,000 to $165,000 USD, including base pay and commissions. Additionally, Motive offers an array of benefits, including health care options, paid time off, and a retirement plan, to support the financial well-being of its employees.

At Motive, the work culture within the Sales Development team is driven by collaboration, transparency, and a commitment to continuous improvement. The organization emphasizes coaching, empowerment, and inclusivity, ensuring that every team member feels valued and nurtured in their career growth. With a focus on achieving shared goals, it's an environment where innovation and proactive problem-solving thrive.

When discussing your leadership style, it's best to highlight your approach to coaching and nurturing team performance. You might say that you believe in leading by example, ensuring that your team feels motivated and supported. Share specific techniques you employ to encourage open communication and team collaboration. Finally, mention how you balance accountability with personal development initiatives to enhance overall team success.

Setting and measuring sales goals starts with understanding your team's baseline performance. Explain that you would assess the team's historical data and market trends to establish realistic yet challenging goals. Additionally, emphasize the importance of aligning individual targets with broader team objectives and regularly reviewing performance metrics to drive accountability and foster improvement discussions.

In motivating your sales team, discuss various strategies such as setting clear and achievable goals, recognizing individual and team successes, and creating a positive competitive environment. Highlight that you believe in providing ongoing training opportunities and constructive feedback, which not only motivates but also equips your team with the skills they need to succeed.

Describe how you approach underperformance by first diagnosing the issue through one-on-one meetings to understand the challenges your team member may be facing. Speak about the importance of offering resources, additional training, or mentorship to help them get back on track, emphasizing a solution-focused mindset while maintaining accountability.

Detail your experience with sales technologies, specifically how you've utilized platforms like Salesforce for CRM management and tracking sales performance. Explain that you've leveraged tools like SalesLoft to streamline outreach efforts, improve follow-up processes, and enhance communication within your team, illustrating your capability to drive adoption of technology to maximize productivity.

Discuss your structured approach to coaching your team on overcoming objections, such as conducting role-playing exercises and analyzing past sales calls. Highlight that you encourage your team to view objections as opportunities for deeper engagement, teaching them to listen actively and craft responses that address the customer's needs while maintaining a positive rapport.

When asked about strategies to improve sales productivity, emphasize the importance of process optimization. You could detail your use of metrics to identify bottlenecks, and implementing standardized best practices along with continuous training sessions to sharpen sales skills. Additionally, advocate for leveraging technology to automate repetitive tasks, allowing your team to focus on high-impact activities.

In your response, share a specific example of a successful campaign you’ve led, detailing how you identified the target audience, crafted your outreach strategy, and tracked the results. Be sure to explain the metrics used to gauge success and mention any collaborative efforts that contributed to the campaign's positive outcome, showcasing your strategic thinking and ability to execute effectively.

Explain that staying updated with industry trends is essential for a Sales Development Manager. Discuss your methods, such as subscribing to relevant industry publications, participating in webinars, or networking with fellow professionals. Mention that you also encourage your team to share insights they’ve gathered, fostering a culture of knowledge sharing that benefits overall team strategy.

Identify key qualities such as resilience, effective communication skills, and a strong understanding of the product. Stress that a successful Sales Development Representative should also be adaptable, thrive in a collaborative environment, and possess an innate desire to learn and improve continually. Discuss how you use these qualities as benchmarks during the hiring process as well.