Manager, Sales Development

As the Manager of Sales Development at Orca, your responsibilities will include managing a team of 7 direct reports, defining and tracking sales targets, and proactively identifying improvements in lead generation processes. You'll also manage departmental projects, develop accurate sales forecasts, and ensure timely reporting of pipeline data. Fostering a collaborative environment and working closely with other GTM functions will be crucial to achieving shared objectives.

To be considered for the Manager of Sales Development role at Orca, you should have a minimum of 3 years of SaaS sales management experience, ideally in the security industry. Direct management experience with teams of 4 or more is essential, along with a strong understanding of lead generation and SDR compensation plans. Excellent communication skills, analytical abilities, and a Bachelor's degree in Sales, Business Administration, or a related field are also requirements.

The Manager of Sales Development at Orca plays a crucial role in driving pipeline generation, which directly impacts the company's growth. By managing a skilled team, monitoring key sales metrics, and continuously improving lead generation processes, you'll help ensure that Orca not only meets but exceeds sales expectations. Your insights from accurate sales forecasting will guide strategic planning and enhance overall performance.

A successful Manager of Sales Development at Orca typically possesses strong communication and team management skills, an analytical mindset, and a results-driven approach. Building positive relationships within the team and across other functions, along with the ability to convey complex ideas clearly, will foster a collaborative atmosphere that is essential for driving sales success.

At Orca, the career path for a Manager of Sales Development can be quite dynamic. Starting from leading a talented sales team, you could progress to higher managerial roles within sales or operations, or focus on specialized positions such as Head of Sales or VP of Sales Development. With our rapid growth and strong investment backing, the opportunities for advancement are abundant.

When answering this question, focus on specific examples of your leadership style, how you supported team development, and any measurable outcomes from your management. Discuss initiatives you've implemented to improve performance or morale within the team.

Explain your strategic approach to monitoring sales performance, including the metrics you prioritize, tools you utilize for tracking, and how you motivate your team to consistently hit or exceed targets. Be prepared to share successful strategies you've employed in the past.

Discuss any innovative practices you’ve introduced in lead generation, emphasizing how you measured success and the positive impact these changes had on team performance. Sharing specific metrics can strengthen your answer.

In your response, highlight tactics you use to create an open environment, such as regular check-ins, teamwork exercises, and encouraging knowledge sharing. Describe any initiatives that have successfully enhanced team collaboration.

Share your methodology for crafting accurate sales forecasts, including the data you analyze and how you involve the team in this process. Discuss how these forecasts influence decision-making and strategy at a higher level.

Explain the communication channels, tools, and techniques you use to maintain clarity and openness. Highlight any practices that have fostered a strong team culture where everyone feels heard and valued.

In your response, detail your familiarity with Salesforce or other CRM systems, emphasizing how you've leveraged these tools to manage pipelines and track sales performance. Sharing specific examples can demonstrate your expertise.

Use the STAR method (Situation, Task, Action, Result) to structure your response, clearly outlining the challenge, the steps you took to address it, and the final outcome. Focus on what you learned from the experience.

Discuss your strategies for maintaining team cohesion and performance in a remote setting. Highlight any digital tools you use, as well as techniques for keeping team members engaged and motivated.

Reflect on the characteristics and strategies that you believe are essential for a high-performing Sales Development team. This might include strong leadership, clear communication, measurable goals, and continuous training opportunities.