Sales Development Manager (Austin)

The Sales Development Manager at Windsurf is responsible for hiring, onboarding, and enabling a team of high-performing Sales Development Representatives (SDRs) who support Enterprise and Strategic Account Executives. This includes managing and improving processes, educating the team to understand customer business objectives, and facilitating successful cold outreach via various channels. Additionally, you will collaborate with internal partners to generate new business opportunities and ensure SDRs consistently meet their monthly targets.

To qualify for the Sales Development Manager role at Windsurf, candidates should have 2+ years of experience managing a Sales Development Team with a proven record of success. We’re looking for adaptable, organized leaders who thrive in early-stage environments. Familiarity with SaaS, infrastructure, or AI-powered developer tools is considered a bonus, and candidates should be self-starters eager to learn about our products and how they impact customers' businesses.

Windsurf offers an exciting work environment characterized by trust, agency, and high ownership amongst team members. As part of one of the fastest-growing AI startups, you’ll engage in constant learning and improvement, working with a top-tier team focused on building a world-class sales organization. Our caring culture reflects in our comprehensive benefits, catered lunches, team activities, and more, making Windsurf more than just a job.

The Sales Development Manager plays a pivotal role in driving business growth at Windsurf by leading a team dedicated to engaging potential clients through effective outreach strategies. By understanding customer needs and aligning them with Windsurf’s innovative AI solutions, you facilitate key partnerships that enhance product release velocities and customer experiences, ultimately contributing to substantial revenue growth.

Windsurf believes in world-class enablement, ensuring that all employees, including Sales Development Managers, receive continuous training and development opportunities. By leveraging insights from experienced industry leaders, you will be equipped with the skills and knowledge necessary to succeed and drive your team's performance while adapting to the evolving landscape of AI technology.

In answering this question, candidates should focus on specific achievements, such as improving team performance or exceeding targets. Discuss your leadership style, how you approach coaching team members, and how you’ve adapted strategies to overcome challenges in past roles.

When addressing this, explain your methodology for analyzing past performance data to set realistic targets. Emphasize your ability to motivate the team and reinforce that targets should be challenging yet achievable, further discussing how you would adjust plans if goals aren’t met.

Provide a detailed example of an outreach strategy, highlighting your understanding of the target audience and the channels you used. Talk about the results achieved and how you adapted your approach based on feedback and insights gathered during the campaign.

Discuss key performance indicators such as meeting targets, conversion rates, and response rates from outreach efforts. Explain how you use these metrics to refine strategies and improve future performance, underscoring the importance of data-driven decision-making.

Outline a training plan that includes product knowledge sessions, role-playing, and mentorship. Emphasize the need for continuous learning and engagement through hands-on experiences, ensuring that SDRs feel confident in articulating product benefits to prospects.

Explain your rationale for balancing efforts between nurturing hot leads and engaging in cold outreach. Discuss how you use CRM tools to track lead statuses, allocate resources accordingly, and ensure no opportunities are overlooked.

Provide examples of how you’ve partnered with marketing or product teams to enhance lead generation and conversion rates. Discuss the importance of communication and alignment across departments to proactively address challenges and seize opportunities.

Be candid about specific challenges, whether related to team dynamics or market conditions. Highlight the strategies you employed to navigate these challenges, demonstrating resilience and adaptability in your approach to leadership.

Discuss your approach to holding team members accountable for their performance through regular check-ins and transparent reporting. Emphasize the importance of creating a supportive environment that encourages feedback and a culture of continuous improvement.

Share your enthusiasm for the evolving landscape of AI and how it can enhance sales processes. Discuss potential tools or methodologies that could be adopted to streamline workflows and improve team efficiency, showing your forward-thinking mindset and commitment to embracing innovation.