Manager, Sales Development

As the Manager, Sales Development at Zscaler, you'll be responsible for leading a team of SDRs across the Benelux and Nordics, ensuring they meet and exceed their targets through effective training and motivation. You’ll need to monitor performance metrics and dashboards to track progress and identify growth opportunities, while fostering a high-energy environment that encourages collaboration and success.

To apply for the Manager, Sales Development role at Zscaler, you should have a minimum of two years of prior SDR leadership experience in a tech or SaaS environment. Experience in forging relationships between SDR teams and sales or marketing is critical. A Bachelor’s degree can enhance your application, along with familiarity with CRM tools like Salesforce.

At Zscaler, investing in the professional growth of the Sales Development team is a core value. As a Manager, you'll be at the forefront of this, developing SDRs into skilled sales professionals through focused training, constructive feedback, and motivation. Zscaler provides various resources, including ongoing professional development, mentorship, and performance-driven recognition programs.

You can expect a fast-paced, collaborative, and inclusive work environment at Zscaler. As a Manager in Sales Development, you’ll engage with innovative minds and be part of a culture that values diversity and supports a safe and enjoyable workplace. You'll thrive on teamwork and shared success as you lead your team towards achieving impressive goals.

Zscaler utilizes various state-of-the-art tools and technologies, including CRM platforms like Salesforce to ensure that sales operations are efficient and data-driven. As a Manager, familiarity with these tools will be essential in managing dashboards, setting performance metrics, and keeping track of your team's accomplishments.

A successful answer will highlight your collaborative spirit and focus on motivation. Discuss how you empower your SDRs through training, set clear expectations, and create an environment where feedback is encouraged. Emphasize your ability to adapt your style to meet the team's needs.

Explain the metrics you find important, such as lead conversion rates, outbound call success, or pipeline creation. Discuss how tracking these KPIs allows you to identify areas of strength and opportunities for growth, thus enhancing overall performance.

Detail specific strategies, like regular one-on-one coaching, providing constructive feedback, and tailoring training to individual strengths. Discuss the importance of hands-on experience and fostering an environment where mistakes are part of the learning process.

Share your approach in addressing underperformance with empathy and action. Discuss how you would analyze the root causes, offer support for improvement, and implement corrective action plans, emphasizing a focus on coaching and professional growth.

Share specific examples of how you have managed remote teams effectively, including tools you’ve used for communication and management. Highlight your focus on transparency, regular check-ins, and fostering a culture of support and engagement, regardless of physical distance.

Discuss your strategies for ensuring alignment, such as regular meetings with cross-functional teams, updates on overall company objectives, and creating specific, measurable goals for the SDRs that contribute to Zscaler's success.

Explain the importance of market research in identifying potential leads and trends. Discuss how you share insights with your team to better inform their outreach and how this data-driven approach boosts overall effectiveness.

Provide a specific example of a sales strategy you developed and executed, focusing on the outcomes and what metrics improved as a result. Highlight your thought process, creativity, and how you rallied the team to achieve the goals.

Discuss specific actions you take, such as celebrating wins, establishing recognition programs, and regularly providing positive feedback. Emphasize the importance of creating a motivating environment where individuals feel valued for their contributions.

Outline your recommendations for effective performance management, including setting clear expectations, regular feedback sessions, and using data to guide discussions. Share how you help team members create personal development plans that align with their career aspirations.