Manager, Enterprise Sales Development

As a Manager, Enterprise Sales Development at ZoomInfo, you'll take the lead in building and training a dynamic Strategic Sales Development team. Your responsibilities will include defining performance metrics for Sales Development Representatives (SDRs), coaching them through process improvements, and partnering with marketing to execute effective campaigns. You’ll also manage SDR reports and dashboards and iterate on sales development processes to align with our core values.

To qualify for the Manager, Enterprise Sales Development position at ZoomInfo, candidates should have at least 2 years of management experience in enterprise sales or sales development. A proven track record of building a successful sales pipeline and understanding outbound SDR motions is essential. Familiarity with Salesforce and experience in prospecting into large enterprise accounts is also important.

Teamwork is absolutely crucial for the Manager, Enterprise Sales Development role at ZoomInfo. In this position, you will work closely with your SDR team as well as marketing and Account Management teams. Collaboration is key to developing effective campaigns and ensuring that everyone is aligned in our objectives to create qualified opportunities and drive business growth.

In the Manager, Enterprise Sales Development role at ZoomInfo, familiarity with various sales technologies is vital. You will frequently use Salesforce to track data and SDR performance. Other tools like Outreach and ZoomInfo itself will assist in prospecting and engaging with potential clients effectively.

At ZoomInfo, the culture is vibrant, inclusive, and driven by innovation. As a Manager, Enterprise Sales Development, you will be part of a team that values creativity, accountability, and collaboration. We encourage you to take initiative and contribute to an environment that supports growth and celebrates results, allowing you to truly make a difference.

To coach my team effectively, I would implement a structured coaching program that includes regular 1:1 shadowing sessions, role plays, and personalized feedback. By focusing on individual strengths and areas for improvement, I would help each SDR develop their skills and achieve their goals, ensuring they are well-equipped to create qualified opportunities for ZoomInfo.

Performance can be measured through different metrics such as the number of qualified opportunities created, the conversion rates from outreach to engagement, and the feedback from both peers and stakeholders. I would utilize dashboards and regular check-ins to review these metrics, adjusting strategies as needed to drive success for both the team and the company.

Certainly! In my previous role, I collaborated with the marketing team to develop a targeted outreach campaign for a new product launch. By leveraging data analytics, we identified key segments of our customer base to focus on. This strategy led to a significant increase in engagement and ultimately generated a 30% boost in qualified leads, validating the importance of coordinated campaigns.

Engaging with multiple buyer personas requires a tailored approach. Personalization is crucial, so I would invest time in researching each persona's specific challenges and needs. Utilizing varied content types, such as tailored emails and informative webinars, can effectively cater to different interests while ensuring a consistent brand message across all touchpoints.

I believe in fostering a supportive environment where motivation is maintained through recognition, setting achievable goals, and encouraging open communication. Regular team meetings and celebrating individual and team wins play a significant role in creating a positive atmosphere, empowering my team to stay engaged and focused on reaching their targets.

One of the biggest challenges in the Enterprise sales landscape is adapting to rapidly changing buyer behaviors and technological advancements. Keeping abreast of industry trends and understanding customer needs is essential. Additionally, standing out in a crowded marketplace requires innovative outreach strategies and consistently delivering value through engagement.

When addressing underperformance, I first ensure open communication to understand any underlying issues. I then work with the individual to create a personalized improvement plan, which includes specific goals and training sessions to develop their skills. Regular check-ins during this process can help keep them motivated and on track toward meeting expectations.

Data is integral to my approach in sales development. I leverage analytics to inform strategy, track performance metrics, and drive decision-making. Being data-driven allows me to identify trends, optimize campaigns, and enhance the efficiency of my team's outreach efforts to ensure we meet our sales goals.

Collaboration with marketing is essential for successful sales development. I would regularly meet with the marketing team to align on target personas and campaign goals, share insights on customer feedback, and collaborate on content creation. A unified approach ensures our sales efforts are backed by effective marketing strategies that drive engagement.

I am excited about the opportunity to join ZoomInfo because of its reputation as a leader in providing valuable market intelligence. The chance to work with a talented sales team and contribute to the company's growth trajectory aligns perfectly with my career aspirations. I am eager to bring my expertise in enterprise sales development to make a positive impact together with your mission-driven culture.