Senior Manager, Sales Development

Who You Are

You have the proven ability to manage other leaders, as well as a strong track record of building and managing high performing teams. You are a great coach to both sales reps and other leaders, with a desire to work cross functionally across the organization. You can inspire people and help others learn, develop and grow. You love to roll up your sleeves to analyze and understand the numbers behind the sales funnel. You are focused on setting up individuals for success every step of the way.

As the Senior Manager of Sales Development, you will be responsible for leading and motivating a team of outbound Sales Development Representatives (SDRs) and multiple SDR Sales Managers to focus on building relationships, increase collaboration and camaraderie within the SDR org and with businesses across the country. You will be accountable for managing KPIs for lead generation and increased sales pipeline, oversee the recruiting of new SDRs and managers, while developing team-wide processes to increase efficiency and executing against a strategic plan.

Your Success Profile

What You Will Work On

• Design and implement strategic plans to reach sales targets
• Work closely with Director of Sales Development and Sales Leadership team to ensure metrics are aligned with the annual operating plan
• Maintain, evolve and continue to develop sales culture
• Inspire and consistently engage, level up and develop your direct reports
• Assess, design and implement scalable processes and messaging
• Continuously coach, mentor and develop Sales Development Managers and SDRs
• Build, adapt and evolve career development and progression plans for SDRs and Managers
• Partner with Sales Management, Revenue Operations, Revenue Enablement, Marketing, and other business partners to continue to enhance and refine our outbound lead generation strategy
• Drive a significant portion of the company’s revenue
• Regularly report on team results to the leadership team
• Understand and communicate the value of Justworks internally and externally
• Maintain in-depth knowledge of the Justworks platform, our competitors, and industry trends
• Other duties as needed based on department and/or organizational needs
• 10-20% Travel (approximately once a month)
• Hybrid role working 2 days a week out of our New York City or Tampa office

How You Will Do Your Work

As the Senior Manager of Sales Development, how results are achieved is paramount for your success and ultimately result in our success as an organization. In this role, your foundational knowledge, skills, abilities and personal attributes are anchored in the following competencies:

• Good judgment - the exercise of critical thinking, analyzing and assessing problems and implications, identifying patterns, making connections of underlying issues, understanding risks and developing mitigation strategies, and taking ownership of the outcome.
• Detail-oriented - exercises extreme attention to detail; is thorough, accurate, organized, and productive and seeks to understand both the cause and effect of a situation.
• Foundational sales knowledge - the specific set of sales skills (prospecting, cold calling, nurturing, engaging, presenting, negotiating, closing etc) and knowledge (product, markets, trends, business etc) a person possesses to enact the exchange of value between a buyer and the vendor.
• Results-driven - consistently achieves results, even under difficult circumstances.
• Clear communication - the ability to articulate thoughts and express ideas effectively using oral, written, visual and non-verbal communication skills, as well as listening skills to gain understanding.

In addition, all Justworkers focus on aligning their behaviors to our core values known as COGIS. It stands for:

• Camaraderie - Day to day you can be seen working together toward a higher purpose. You like to have fun. You’re an active listener, treat people respectfully, and have a strong desire to know and help others.
• Openness - Your default is to be open. You're willing to share information, understand other perspectives, and consider new possibilities. You’re curious, ask open questions, and are receptive to thoughts and feedback from others.
• Grit - You demonstrate grit by having the courage to commit and persevere. You’re committed, earnest, and dive in to get the job done well with a positive attitude.
• Integrity - Simply put, do what you say and say what you'll do. You’re honest and forthright, have a strong moral compass, and strive to match your words with your actions while leading by example.
• Simplicity - Be like Einstein: “Everything should be made as simple as possible, but no simpler.”

Qualifications

• A strong and effective, yet humble and inclusive, leader.
• Minimum of 5 years of SaaS sales experience, ideally in HRTech
• Minimum of 3 years of direct experience managing successful outbound lead generation teams (SDR, BDR)
• Minimum of 2 years of experience leading large teams – Ideally teams of 20 or more people
• Minimum of 2 years of experience leading and developing a management team of sales managers or sales development managers
• Strong experience using Salesforce.com, Salesloft/Outreach, Gong.io and other sales tools/products
• Track record of achieving and surpassing expectations
• In-depth knowledge of sales & marketing techniques and best practices
• Track record of building, executing and hitting sales plans
• Excellent negotiation and leadership skills
• Outstanding written and verbal communication skills
• Extremely process-driven and data-driven
• Ability to help cultivate, contribute to, and foster a high performing/high impact team
• Highly adaptable, and able to effectively lead a team through change.

This position is paid a base wage plus incentive compensation. The base wage range for this position is targeted at $156,240 in our Tampa office, and competitive On-Target Earnings, inclusive of incentive compensation, of *$228,240. Final offers may vary from those listed. *Incentive compensation is not guaranteed, and earning is subject to the terms and conditions of the applicable incentive compensation plan.

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