Client Development Manager, Mid-Market

As a Client Development Manager at Tatari, your primary responsibilities include driving the growth of our Mid-Market pipeline, generating leads, and achieving sales quotas. You'll need to understand performance marketing to deliver compelling presentations and negotiate terms with decision-makers at Mid-Market companies. Additionally, you will collaborate with our Client Services and Media Buying teams to support growth strategies for our clients.

The ideal candidate for the Client Development Manager position at Tatari should have at least 2 years of sales experience in performance advertising, along with over 4 years of B2B sales experience focused on driving new business. A solid understanding of growth marketing metrics and prior success in achieving growth objectives are essential. Candidates should be self-motivated, driven, and proficient in using CRM software, preferably Hubspot.

The sales process for a Client Development Manager at Tatari involves managing the entire sales cycle. You'll start with generating leads and nurturing them until they are ready to convert. This includes conducting research on potential clients, tailoring sales presentations to their needs, negotiating terms, and closing deals effectively while working closely with various internal teams.

Tatari is committed to supporting the professional growth of its employees. As a Client Development Manager, you’ll receive an annual education benefit of $1,000, which encourages continuous learning. Furthermore, employees are provided with a supportive environment that prioritizes team-building events and unlimited PTO, ensuring a work-life balance that promotes personal and professional development.

Tatari prides itself on fostering an inclusive and diverse company culture. As a Client Development Manager, you will be part of a welcoming team that values each member’s contribution. The company encourages collaboration and open communication across departments, making it a dynamic workplace where every employee can thrive and feel appreciated.

In answering this question, focus on specific examples of your past sales roles, emphasizing your successes in generating leads, closing deals, and exceeding sales quotas within the performance advertising landscape.

Discuss your research methods for understanding the unique challenges that Mid-Market brands face. Highlight how you customize your presentations to address their specific goals, using relevant metrics, case studies, and compelling narratives.

Elaborate on your strategies for generating leads, such as leveraging LinkedIn connections, attending industry events, or utilizing marketing campaigns. Share any tools or techniques you use to manage and track your pipeline effectively.

Explain your approach to objection handling, including active listening, empathizing with the client’s concerns, and providing relevant information or alternative solutions that can help overcome those objections.

Discuss key growth marketing metrics such as CPA, ROAS, and churn rates. Explain how you use these metrics to inform your sales strategy and drive results for your clients.

Highlight the importance of follow-up communication, regular check-ins, and continuous value delivery. Discuss how you ensure clients are satisfied and identify any upsell opportunities for future business.

Share a significant challenge you faced in a previous sales role, detailing the situation, your thought process, and the steps you took to achieve a positive outcome.

Talk about how collaboration with internal teams like Client Services or Media Buying is critical to your success. Provide examples of how you’ve effectively worked with others to meet client needs.

In answering this, convey your admiration for Tatari's innovative approach to advertising and your excitement for joining a growing company. Reflect on how your experience aligns with their mission and values.

Life-long learning is critical! Discuss how you stay informed through industry publications, webinars, networking, or relevant courses, emphasizing your dedication to remaining knowledgeable and adaptable in a rapidly evolving field.