Manager, Sales Development - job 1 of 2

The Manager, Sales Development at Smartsheet is responsible for leading a team of Sales Development Representatives (SDRs). This includes coaching SDRs through the lead engagement and qualification process, managing daily schedules, conducting call reviews, and providing feedback. This role is pivotal in motivating the team through creative incentives and fostering a collaborative environment, ensuring that team members are set up for success.

To qualify for the Manager, Sales Development position at Smartsheet, candidates should have at least 2 years of sales experience, preferably in SaaS, and at least 1 year of sales management experience. A deep passion for coaching and mentoring, alongside capabilities in understanding customer pain points, is essential. Prior experience in providing constructive feedback and collaborating with distributed sales teams is also a plus.

Yes, the Manager, Sales Development role at Smartsheet is remote eligible, allowing candidates to work from any registered location in the U.S. This flexibility encourages a healthy work-life balance while being part of a collaborative and dynamic team.

At Smartsheet, Managers, including those in the Sales Development role, enjoy a comprehensive benefits package. This includes 100% employer-paid health insurance premiums, a 401k match, flexible time away, a monthly productivity stipend, life insurance, paid holidays, and generous parental leave. Continuous professional growth opportunities are also provided through access to courses and personal development resources.

The career growth for a Manager, Sales Development at Smartsheet is robust, with opportunities to advance within the company as it continues to expand. The company culture values coaching, mentorship, and fostering leadership skills, making it a fertile ground for personal and professional development. Employees are encouraged to pursue growth through training and participating in projects that shape their careers.

When prioritizing tasks for a Sales Development team, it's crucial to assess each lead's potential value and urgency. I would analyze data regarding lead conversion rates and focus on high-value opportunities. Effective communication with the team to understand their challenges and ensure they are equipped to prioritize effectively is also essential.

Certainly! In my previous role, I coached a new representative who struggled with objection handling. We worked together through role-playing scenarios, and I provided consistent feedback. Over a few weeks, her confidence grew, leading to a significant increase in her sales figures, demonstrating the importance of personalized coaching.

Key metrics for measuring success in a Sales Development team include lead conversion rates, the number of qualified leads generated, outbound engagement statistics, and individual team members' progression in sales skills. Regularly reviewing these metrics helps identify areas for improvement and celebrates achievements.

Handling underperformance necessitates a compassionate approach. I would begin with one-on-one discussions to understand any underlying issues affecting performance. Together, we’d set specific goals and create a focused plan, ensuring they feel supported while holding them accountable for progress.

My leadership style is focused on being supportive and empowering. I believe in fostering an environment where team members feel comfortable to voice their ideas and concerns. This open communication combined with ongoing training and recognition of achievements contributes to high motivation and overall team success.

I utilize a mix of competition and collaboration to motivate my sales team. Creating incentive plans and setting achievable, stimulating goals fosters a competitive spirit, while team-building activities and shared recognition promote collaboration. Celebrating wins boosts morale and keeps the team engaged.

I ensure my team is knowledgeable about our product by conducting regular training sessions, utilizing resources from our product team, and encouraging them to engage with the product firsthand. This not only enhances their selling capabilities but also builds their confidence in discussing our solutions with prospects.

Feedback is central to my management style. I believe in providing timely, constructive feedback that helps team members understand their strengths and areas of improvement. Creating a culture where feedback is a norm fosters professional development and enhances team dynamics.

Developing incentive plans requires a strategic approach to align with both company goals and individual motivators. I focus on creating diverse incentives, from performance-related bonuses to recognition programs, ensuring they cater to various personalities within my team, thereby enhancing engagement and productivity.

I stay updated on sales trends by participating in industry webinars, following thought leaders in the sales domain, and accessing online courses. Engaging with fellow sales professionals also provides insights into effective practices, which I can then implement within my team to keep us ahead of the curve.