Sales Development Manager

As a Sales Development Manager at Zscaler, your core responsibilities will include managing a team of Sales Development Representatives (SDRs) across multiple regions, such as Spain, France, Italy, and parts of the Middle East and Africa. You'll develop SDRs into sales-ready candidates by training them to identify, contact, and create qualified lead opportunities. Additionally, you'll monitor SDR performance using dashboards, ensure accuracy of data, motivate and recognize team members, and define metrics for pipeline creation and performance reporting.

To qualify for the Sales Development Manager position at Zscaler, candidates need a minimum of 2 years of prior SDR leadership experience in a Tech or SaaS environment, strong relationship-building skills between SDR teams and Sales/Marketing, and experience managing remote and in-person teams. Preferred qualifications include experience in software or security sales, proficiency with CRM tools like Salesforce (SFDC), and a bachelor's degree.

Zscaler’s work culture for a Sales Development Manager is collaborative, inclusive, and fast-paced. The team is filled with passionate professionals who are dedicated to ensuring a secure, cloud-enabled digital future for customers. You will work in an environment that values diversity, promoting innovation and productivity. The company's commitment to fostering a supportive culture means you'll have access to various resources and opportunities to excel in your role.

At Zscaler, employees can enjoy a comprehensive benefits program designed to meet diverse needs throughout different life stages. Benefits include various health plans, vacation and sick time off, parental leave options, retirement plans, and education reimbursement. Additionally, there are in-office perks that further enhance the employee experience.

Zscaler is committed to creating an inclusive workplace where all employees belong, celebrating diversity in its workforce. The company believes diversity drives innovation and success and thus prioritizes hiring from various backgrounds. For more on how Zscaler promotes equity, inclusion, and belonging, candidates can visit their Corporate Responsibility page.

In my approach to training SDRs, I emphasize hands-on learning and continuous feedback. I tailor training sessions to individual learning styles, setting clear expectations while also fostering an environment where team members feel comfortable sharing challenges and insights. Creating role-playing scenarios and regularly reviewing performance metrics are key to helping SDRs evolve into high-performing team members.

I believe in recognizing individual contributions and celebrating team milestones. For instance, I initiated a monthly recognition program where we highlighted top performers, provided rewards, and organized fun team-building activities. This not only boosted morale but also encouraged a spirit of healthy competition and camaraderie within the team.

Key metrics I focus on include the number of qualified leads generated, the conversion rate of leads to opportunities, and the SDR team’s overall engagement level. Monitoring outbound calls and email outreach effectiveness also provides insight into how well the team is adhering to performance expectations. Regularly analyzing these metrics helps identify areas for improvement and training needs.

Building relationships between SDRs and the sales team requires open communication and collaborative goals. I would install regular cross-departmental meetings to share insights and strategies, ensuring both teams are aligned in terms of targets and expectations. Creating shared success metrics that reward both teams for their contributions can also strengthen these relationships.

I have extensive experience using CRM tools, particularly Salesforce (SFDC). I have utilized its various features to track lead progression, analyze data, and create performance reports. I also believe in training SDRs to leverage these tools fully, as they are essential for monitoring interactions with prospects and measuring success.

When addressing underperformance, my first step is to have an open and honest one-on-one discussion with the team member to understand any challenges they might be facing. Providing additional training or resources when necessary is essential, alongside setting clear, achievable goals with regular check-ins. My goal is to turn those challenges into opportunities for growth.

Zscaler's mission is to make the cloud a safe place for businesses, enabling secure digital transformation. The company values innovation, diversity, and collaboration—principles that resonate with my professional approach. Understanding these values allows me to align my team's efforts with Zscaler's objectives and contribute to a culture of achievement.

I consistently follow industry leaders and subscribe to relevant publications, webinars, and podcasts. Networking with other sales professionals and participating in industry conferences also help me keep abreast of new trends, technologies, and best practices that I can bring back to my team to ensure we remain competitive.

In one instance, my team faced a significant downturn in lead generation. To address this, I led a strategy session where we identified bottlenecks in our process. Together, we redefined our outreach methods, implemented innovative targeting strategies, and adjusted our pitch accordingly. As a result, we not only recovered lead generation numbers but surpassed previous targets in the following quarter.

My strategies for pipeline creation revolve around targeted outreach, effective lead scoring, and maintaining regular follow-ups. I prioritize understanding our ideal customer profile and tailoring our messaging accordingly. Leveraging data analytics to identify trends also allows my team to refine their approach, ensuring we're focusing our efforts on high-potential prospects.