Sales Development Manager, Premier Mid Market

As a Sales Development Manager at Motive, you will oversee the Outbound Sales Development team, driving pipeline generation through strategic prospecting and effective coaching. Your leadership will be essential in optimizing processes and ensuring your team's success in setting quality meetings for Account Executives.

To succeed as a Sales Development Manager at Motive, you should have at least 2 years of sales development leadership experience, particularly in B2B SaaS. Proven track record in coaching teams and achieving performance goals, alongside familiarity with sales technologies such as Salesforce, is preferred.

Motive emphasizes continuous learning and professional development. As a Sales Development Manager, you will benefit from ongoing training and collaboration with various teams to refine your strategies and improve your performance in driving business results.

Maintaining CRM hygiene is crucial for a Sales Development Manager at Motive, as it ensures accurate reporting on key metrics. This data is essential for coaching sessions and helps in making informed decisions to enhance team performance and productivity.

At Motive, compensation for the Sales Development Manager role ranges from $147,000 to $184,000 USD, which includes base pay and commissions. Additional benefits such as health care and retirement plans are also provided.

Success as a Sales Development Manager at Motive is defined by consistently met or exceeded quotas for appointments set, the effectiveness of coaching sessions, and the overall productivity of the Sales Development team in generating high-quality leads.

Motive is dedicated to creating a diverse and inclusive workplace. As an equal opportunity employer, we welcome candidates from various backgrounds, experiences, and perspectives to foster innovation and creativity within our teams.

As a Sales Development Manager, prioritizing tasks is crucial. Start by assessing team performance metrics and identifying key areas for improvement. Focus on high-impact activities that directly drive lead generation while supporting team members in achieving their individual goals.

Effective coaching strategies involve setting clear objectives, regularly reviewing performance metrics, and providing constructive feedback. Encourage open communication and adapt your coaching approach to meet the individual needs of each Sales Development Representative.

In my past roles, I've implemented various B2B sales training methodologies, such as SPIN Selling and Challenger Sales. I focus on training my team through active role-play scenarios and real-life examples to ensure they are equipped with the skills needed to succeed in their outbound efforts.

Handling objections effectively starts with active listening and understanding the client's concerns. I train my team to treat objections as opportunities to provide value, focusing on aligning our solutions with the client's specific needs to encourage a positive dialogue.

In a previous role, I implemented a weekly training session focused on common objections and effective rebuttals. This initiative resulted in a 20% increase in the number of qualified meetings set within three months, showcasing the power of ongoing development in enhancing team performance.

Assessing outreach effectiveness involves analyzing key metrics such as response rates, appointments generated, and conversion rates. Regularly checking these metrics allows me to identify trends and areas where coaching or strategy adjustments may be needed.

Technology plays a vital role in streamlining our sales process. Tools like Salesforce and SalesLoft enable us to manage leads, monitor team performance, and automate tedious tasks, allowing my team to focus on building relationships and driving sales.

Motivating my sales development team involves recognizing individual and team achievements, creating a competitive yet collaborative environment, and providing opportunities for professional growth. I also emphasize the importance of work-life balance to ensure long-term motivation.

The key to effective pipeline generation lies in a well-structured outbound strategy that includes targeted list-building, strategic messaging, and consistent follow-up. By regularly refining these strategies based on market insights, we can ensure we're reaching the right customers with the right solutions.

Handling team conflicts requires open communication and a focus on resolution. I encourage team members to air their concerns in a constructive manner, facilitate discussions to clarify misunderstandings, and promote a culture of collaboration to re-establish harmony within the team.