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Manager, Sales Development Representative

Job Summary:


As Manager, Enterprise Sales Development you will have the opportunity to lead and scale a world-class sales development team for one of the world’s most disruptive companies. You will be responsible for managing end-to-end sales development operations targeted towards acquiring new enterprise clients. You will lead the success of a high-energy team of Sales Development Representatives (SDRs). You will be collaborating with marketing and lead-generation teams to plan and execute SDR goals, strategy, and tactics to grow the Toptal brand.


This is a remote position. We do not offer visa sponsorship or assistance. Resumes and communication must be submitted in English.


Responsibilities:


The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills.


As a Manager, you will:

·        Hire, onboard, train, and manage a team of Sales Development Representatives.

·        Motivate SDRs to exceed goals through coaching and incentives.

·        Develop and maintain key performance metrics and dashboards that focus on maximizing performance.

·        Work with Sales and Client Partner teams to optimize lead and pipeline creation.

·        Be in constant communication with team members via Slack.


Coach and lead the team as they do the following:

·        Prospect, educate, qualify, and develop sales-ready leads and opportunities from lead-generation activities and outbound cold-calling into targeted accounts.

·        Interact with prospects via phone and email to explain Toptal’s vision, identify opportunities, and generate interest.

·        Disseminate opportunities to appropriate sales reps, educate reps as necessary about the opportunity, and recommend follow-up action items.

·        Assign, delegate, oversee, and monitor work.

·        Coach and mentor team members, provide feedback, conduct performance reviews, and implement performance improvement plans if needed.


In the first week, expect to:


·        Onboard and integrate into Toptal.

·        Learn Toptal’s model, our value proposition, and our story.

·        Work with cross-functional teams to understand how you can leverage our global team to build client relationships and drive success.

·        Learn our sales method and selling process.


In the first month, expect to:


·        Integrate into your team and Toptal’s processes.

·        Lead regular 1:1s with each team member.

·        Join client calls with SDRs to coach them and provide feedback.

·        Be an active member of the SDR and Enterprise Sales Executive Leadership team, contributing to excellence.


In the first three months, expect to:


·        Be an integral leader of the SDR team.

·        Continue to lead a team that is exceeding monthly and quarterly KPIs.

·        Prove the success of the SDR function and process by successfully generating leads that generate revenue.


In the first six months, expect to:


·        Scale the impact of the SDR function as you optimize the sales development process and build out your team.

·        Collaborate closely with the Toptal Enterprise teams as we execute strategic initiatives, while exercising discretion and independent judgment.

·        Be an integral part of the onboarding and promotion of the SDR team you hire and lead.


In the first year, expect to:


·        Find incremental improvements to a high-performing team.

·        Hire and promote many SDRs.

·        Be a contributing leader to an ever-expanding SDR team.

·        Continue to collaborate closely with the Toptal Enterprise teams to execute strategic initiatives.


Qualifications and Job Requirements:


·        Bachelor’s degree is required.

·        Minimum of 6 years of experience as an SDR or in an outbound sales role is a must.

·        Minimum of 2 years of leadership experience.

·        Experience with Salesloft, Salesforce, LinkedIn Sales Navigator, and modern lead-generation tools is a must.

·        Be a creative, process-oriented person who is skilled at building relationships and composing effective communications.

·        Have a metrics-oriented mindset with an aptitude for tracking progress, and setting and meeting goals.

·        Have a talent for writing compelling emails and subject lines for prospecting, directed to a technical and/or senior audience.

·        Outstanding written and verbal communication skills.

·        Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.

·        You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do.

 


Average salary estimate

$100000 / YEARLY (est.)
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$80000K
$120000K

If an employer mentions a salary or salary range on their job, we display it as an "Employer Estimate". If a job has no salary data, Rise displays an estimate if available.

What You Should Know About Manager, Sales Development Representative, Toptal

Are you ready to take your leadership skills to the next level? Toptal, one of the world's most innovative companies, is looking for a Manager, Sales Development Representative to join our dynamic team in Canada! In this exciting remote role, you’ll spearhead the development of a high-performing sales development team that is dedicated to acquiring new enterprise clients. You will collaborate closely with marketing and lead generation teams to shape and execute strategies that elevate the Toptal brand. This position not only involves managing SDRs and optimizing their success but also fosters a culture of motivation and achievement through coaching and key performance metrics. Begin your journey with us by onboarding and immersing yourself in Toptal's vision and sales processes. As you grow into your role, you'll lead day-to-day operations, including overseeing SDRs' prospects, enhancing lead generation strategies, and maintaining open communication across teams. With an emphasis on personal development, you will have the opportunity to mentor and guide your team, conduct performance reviews, and implement improvement plans. If you are an experienced sales professional looking to make an impact and thrive within a forward-thinking company, we want to hear from you!

Frequently Asked Questions (FAQs) for Manager, Sales Development Representative Role at Toptal
What are the responsibilities of a Manager, Sales Development Representative at Toptal?

As a Manager, Sales Development Representative at Toptal, you will lead and manage a team of Sales Development Representatives (SDRs), overseeing their day-to-day operations, coaching, and performance. You'll work closely with marketing to devise strategies for lead generation, set performance metrics, and ensure your team meets and exceeds their sales goals. Additionally, you'll be involved in nurturing team dynamics and fostering a high-energy work environment.

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What qualifications do I need to apply for the Manager, Sales Development Representative position at Toptal?

To apply for the Manager, Sales Development Representative position at Toptal, you need a bachelor's degree and a minimum of six years of experience in outbound sales or as an SDR. Additionally, at least two years of leadership experience is required. Familiarity with tools like Salesloft, Salesforce, and LinkedIn Sales Navigator is essential, along with outstanding communication skills and a metrics-oriented mindset.

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What does a typical first week look like for a Manager, Sales Development Representative at Toptal?

In your first week as the Manager, Sales Development Representative at Toptal, you'll focus on onboarding and integrating into the company. You’ll learn about Toptal's business model, value proposition, and operational processes. Collaborating with cross-functional teams during this phase will help you understand how to leverage collective resources and drive client engagement effectively.

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How will my leadership impact the Sales Development Representatives at Toptal?

Your leadership as a Manager, Sales Development Representative at Toptal will greatly influence team performance and morale. By providing dedicated coaching, setting clear goals, and maintaining open communication, you will create an environment conducive to exceeding sales targets. Your role will ensure SDRs are not only hitting their KPIs but also growing professionally within a supportive framework.

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What are the growth opportunities for a Manager, Sales Development Representative at Toptal?

At Toptal, the Manager, Sales Development Representative position offers significant growth opportunities. You’ll not only expand your leadership skills by managing and developing a high-performing team, but you’ll also have the chance to collaborate closely with enterprise teams on strategic initiatives, leading to potential career advancements within the organization.

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Common Interview Questions for Manager, Sales Development Representative
Can you describe your experience leading a sales development team?

When answering this question, focus on concrete examples of your leadership style and successes. Discuss specific metrics you've influenced, how you managed team dynamics, and share a particular instance where coaching made a significant difference in team performance.

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How do you motivate your Sales Development Representatives to exceed their quotas?

In your response, highlight your techniques for motivating teams, such as setting clear objectives, providing regular feedback, and implementing incentive programs. Additionally, sharing a story where your motivational strategies led to an outstanding team achievement can reinforce your points.

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What tools and technologies are you proficient in that can enhance lead generation?

Discuss your familiarity with tools like Salesloft, Salesforce, and LinkedIn Sales Navigator, explaining how you've effectively used these tools to streamline lead generation processes. Also, consider sharing any metrics that demonstrate the impact these tools had on your team's success.

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What is your approach to developing key performance indicators (KPIs) for SDRs?

When outlining your approach, emphasize the importance of aligning KPIs with overall sales goals, how you take into account the team's specific challenges, and your process for regularly reviewing and adapting these metrics to ensure ongoing performance improvements.

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Explain how you handle underperforming team members.

Share a structured approach to improving performance that includes analysis, feedback, and setting up performance improvement plans. Discuss the emotional intelligence aspect of your leadership, showing that you understand the importance of empathy in coaching.

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Can you provide an example of a successful sales campaign you've led?

Choose a compelling success story where your leadership led to impressive results. Explain your role, the strategies you implemented, and specific outcomes such as percentage increases in lead generation or closing rates to drive your points home.

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How do you ensure that your team stays updated on industry trends and changes?

Answer this by detailing methods for continuous learning, such as encouraging participation in webinars, professional networks, and online courses. Mention the benefits of shared learning experiences within your team to stay ahead of the curve.

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Describe a time when you had to make a critical decision that affected your team.

Provide a clear example that demonstrates your decision-making process, the factors you considered, and the outcome. Focus on how you communicated the decision to your team and managed their response to ensure a positive environment.

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How do you balance short-term goals with long-term strategy in sales development?

Discuss your approach to setting priorities that align with both immediate performance objectives and broader company goals. Highlight how effective communication with your team plays a role in adjusting tactics without losing sight of overall strategy.

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What do you think are the key qualities for success as a Sales Development Representative?

Identify traits such as resilience, strong communication skills, and a proactive mindset. Offer insights into how these qualities contribute to a successful sales approach by giving real-world examples of how you've harnessed these traits in your career.

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Toptal, LLC provides freelance marketplace and online outsourcing services. The Company owns and operates online talent marketplace that connects businesses and organizations to software developers and designers. Toptal serves customers worldwide....

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Full-time, remote
DATE POSTED
December 31, 2024

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