Manager, Enterprise Sales Development - US-Based

As the Manager, Enterprise Sales Development at Toptal, you will oversee the Sales Development Representatives (SDRs) and drive their efforts in prospecting, qualifying leads, and nurturing them into sales-ready opportunities. You will also be responsible for hiring, onboarding, and training SDRs while motivating them to push beyond their goals. Additionally, you'll need to collaborate with marketing and sales teams to enhance lead generation strategies and monitor performance metrics to maximize the team's effectiveness.

To be successful in applying for the Manager, Enterprise Sales Development position at Toptal, applicants should have at least a Bachelor's degree and a minimum of 6 years of experience in an outbound sales role, particularly in sales development. Additionally, you'll need at least 2 years of leadership experience and proficiency in tools such as Salesloft and Salesforce. Strong written and verbal communication skills are key, and being a metrics-oriented individual will provide an advantage in this fast-paced environment.

Working as a Manager, Enterprise Sales Development at Toptal is a unique experience as it is a remote position, allowing you to collaborate with a diverse, global team from the comfort of your home. You'll engage with your team through digital collaboration tools like Slack, making it easy to guide and mentor team members effectively while maintaining a vibrant work culture. This role demands strong self-management skills and the ability to deliver results independently while meeting the organization’s objectives.

In the role of Manager, Enterprise Sales Development at Toptal, familiarity with modern sales tools is essential. You should be well-versed in using platforms like Salesforce for managing sales data, Salesloft for streamlining outreach efforts, and LinkedIn Sales Navigator for effective lead generation. Being comfortable with these tools will help you devise better strategies and optimize the sales development processes for your team, ensuring that you maintain a competitive edge in the market.

In your first year as the Manager, Enterprise Sales Development at Toptal, you can expect a period of learning and growth. Initially, you'll establish a solid understanding of Toptal’s offerings, value propositions, and sales methodologies. As the year progresses, you'll implement strategies to improve team performance, hire and promote talented SDRs, and actively participate in enterprise team initiatives. Overall, it's a chance to make a significant impact within a collaborative and innovative environment.

Handling underperformance requires a balance of coaching and clarity. Start by analyzing their metrics to identify specific challenges, then sit down to have an open conversation about obstacles they are facing. Offer tailored coaching, set clear performance improvement plans with obtainable goals, and regularly monitor their progress. This collaborative approach fosters communication and encourages growth.

Motivation stems from understanding individual team members' goals and aspirations. I typically combine regular performance reviews, recognition programs, and incentive-based rewards. Acknowledging even small wins keeps morale high. I also ensure that my team has access to continuous learning resources and opportunities to grow within the company, linking personal development to team performance.

Success in lead generation often involves a blend of outreach efforts and targeted campaigns. I once implemented a multi-channel strategy combining cold outreach, personalized email campaigns, and social media engagement. By aligning our messaging with the target audience's needs and aligning SDR efforts with marketing initiatives, we increased lead quality and significantly boosted pipeline numbers.

Prioritizing tasks begins with assessing both short-term and long-term goals. I utilize performance metrics to identify urgent and important tasks, and I ensure that my team is aligned with the highest priorities that drive results. We often use project management tools that help track progress, allowing for flexibility in reprioritizing as necessary.

Tracking success requires a comprehensive approach, combining quantitative metrics such as lead conversion rates and pipeline size with qualitative feedback from clients and team members. I regularly review dashboards, conduct team meetings, and utilize CRM software to gather and analyze data, making necessary strategy adjustments to enhance performance continuously.

Coaching begins with creating a trust-based relationship where SDRs feel comfortable sharing challenges. I conduct regular one-on-ones focused on personal growth and skill development. This includes role-playing, reviewing outreach techniques, and providing constructive feedback. I also encourage peer learning sessions where SDRs share best practices, reinforcing a culture of collective success.

Initially, I would spend the first weeks focusing on building relationships with my team and understanding their current workflows and challenges. Establishing regular one-on-ones would be my priority, as well as attending calls to offer on-the-spot coaching. I would also review performance metrics to identify trends and areas for immediate attention.

Collaboration between sales and marketing is crucial in aligning messages and maximizing lead quality. I have successfully organized regular syncs to ensure both teams understand their goals and provide feedback on lead quality. Using shared performance metrics and collaborative tools fosters a culture of shared success, driving campaigns that resonate with our target audience.

Maintaining communication with a remote team involves using a mix of tools and scheduled touchpoints. I encourage regular check-ins via video calls, utilize Slack for daily communications, and organize monthly performance reviews. Additionally, I create channels for informal discussions to build team camaraderie and keep the line of communication open.

Data analysis is a cornerstone of my management strategy; it informs every decision I make. I regularly analyze performance metrics to assess what strategies are working and where we need to pivot. By leveraging data, I not only set realistic goals but also help my team visualize their progress, motivating them to strive for higher performance.