Manager, Sales Development - job 2 of 2

As the Manager, Sales Development at Smartsheet, your key responsibilities include coaching and mentoring Sales Development Representatives (SDRs) through the lead engagement process, managing daily schedules, and providing actionable feedback during call reviews. You will also be tasked with developing incentive plans that drive motivation and teamwork.

To qualify as a Manager, Sales Development at Smartsheet, candidates should possess at least 2 years of sales experience in the SaaS industry and a minimum of 1 year in a sales management role. A demonstrated passion for coaching emerging sales talent and the ability to collaborate with a distributed team is also essential.

Smartsheet is committed to your professional growth. As a Manager, Sales Development, you will have access to various development opportunities, including online courses through platforms like Udemy. We also emphasize mentorship and provide tools and resources to help you succeed and advance in your career.

As a Manager, Sales Development at Smartsheet, you'll enjoy comprehensive benefits including 100% employer-paid medical premiums, a 401k match, flexible time away, paid volunteer days, and professional growth opportunities. We aim to create a workplace that values both personal and professional well-being.

Smartsheet offers a unique blend of a supportive and inclusive culture that values every team member. We promote innovation and collaboration, empowering our employees to make a difference. As a Manager, you’ll be part of a revolutionary team seeking to change the way organizations manage their workflows.

Effective coaching strategies include regularly reviewing call performance, providing constructive feedback, and recognizing individual successes. Creating personalized training plans and fostering an open environment for communication can also motivate SDRs to improve their skills.

Prioritizing tasks in sales management involves assessing urgent lead responses versus longer-term projects. Utilizing team schedules can help focus efforts on high-potential opportunities while ensuring consistent follow-ups with prospects.

Handling underperformance requires a compassionate approach. I typically work to identify the root causes through direct conversations, setting clear expectations for improvement, and providing resources or mentorship to support their development.

To keep the team motivated, I develop engaging incentive plans, celebrate individual and team successes, and maintain a positive atmosphere that recognizes hard work. Regular team-building activities can also enhance camaraderie.

I have extensive experience in lead qualification, focusing on understanding customer pain points, assessing their needs, and effectively communicating how our products can address their challenges. This approach not only builds trust but also increases conversion rates.

Effective collaboration with a distributed team relies on clear communication and utilizing technology such as video conferencing and project management tools. Regular check-ins and virtual team-building exercises can also maintain team cohesion.

The biggest challenge often lies in balancing the need for immediate performance results while also investing time in long-term growth and development for the team. Finding the right strategies to manage this balance effectively is crucial.

I prioritize open communication and welcome feedback from my team as it fosters a culture of improvement. I regularly solicit input through one-on-one sessions and team meetings to ensure everyone feels heard and valued.

In my previous role, I mentored an SDR who struggled with cold calling. By working closely with them on their pitch and providing live call feedback, they gradually improved their confidence and achieved 150% of their sales quota within two months.

When designing incentive plans, it's vital to consider the team's goals, individual strengths, and what motivates them personally. I also ensure that the incentives foster a spirit of healthy competition while encouraging collaboration among team members.