Manager, Sales Pipeline

At Vidyard, we make life easier for sellers, marketers and corporate communicators. Our video messaging tools, digital sales room platform, and other products are used by Microsoft, LinkedIn, and thousands of other companies. We're passionate about elevating our customers, our teammates, our communities, and ourselves.

About the Role

Vidyard is looking for a Manager to lead our Velocity and Pipeline team (Renewal Specialists, SDRs, and BDRs). Reporting to the Senior Director, Sales, you will: oversee a very large portion of our entire renewals base, managing all customers with spend <$20k. There is a huge potential to identify gaps or inconsistencies in this process and designing/executing improvements that could translate to major revenue results for our business. Additionally, you’ll play a critical role in one of our top 3 company priorities: demand generation. Our SDR/BDR team is the lifeblood of our organization by efficiently bringing in, and sourcing, high-quality pipelines for our sellers. Finally, you’ll play a key role in developing talent that will become the next generation of Vidyard AEs and AMs.

This is an incredibly unique opportunity for the right person. Someone who is data and process driven, thrives in an environment of continuous improvement, and wants to be in a role where no two days are the same with a massive opportunity for impact.

Our mission is to create the future of productive relationships with buyers and sellers and this team is a huge part of it (these teams will also be some of the biggest users of our exciting new AI Avatars product which represents our view of the future of B2B relationships).

This is a remote role open to candidates located in Canada.

About the Team

Our Velocity and Pipeline team consists of 3 SDRs, 2 BDRs, and 3 Contract Renewal Specialists (CRS). The SDR and BDR team are focused on pipeline (SDRs = inbound, BDRs = outbound) and the CRS team is responsible for high-velocity renewals and identifying upsell opportunities. The team is talented, focused, and energetic!

What You’ll Work On

• Manage a team that is critical to the current and future success of our organization. Team is currently comprised of 8 ICs:

  • 3 inbound SDRs
  • 2 outbound BDRs
  • 3 Contract Renewal Specialists (CRS) whose role is to renew and upsell accounts with <$20k of spend. This team runs a high velocity process.

• Some key goals for this unique role:

  • Optimize our inbound process to maximize efficiency, and conversions of calls into AE meetings (SQLs), ultimately helping to meet inbound pipeline targets
  • Work closely with Marketing & Sales Managers to iterate on our inbound and outbound processes to materially accelerate TOFU pipeline via both SDR and BDR pipeline channels.
  • Optimize our renewals process, from the initial outreach to contract completion, including identifying upsell opportunities. This is a meaningful part of our business with a huge opportunity for driving short-term impacts. This can include:
  • Optimizing the process and timing by which we reach out to these customers to renew.
  • Optimizing our auto-renew process.
  • Strategizing on how to step-up customers from deep legacy discounting towards our current list prices.
  • Identifying and managing common objections in a scalable format (ideally using video!)
  • Evangelize our new product offering AI Avatars to these customers to spread awareness and generate pipeline.

• Coach and mentor direct reports to provide career progressions to future sales roles

• You’ll work under our Senior Director of Sales, but have a dotted line to our Senior Director of Marketing on the pipeline elements of your role. You’ll also work cross-functionally with other key teams including Ops and Product.

What You’ll Bring to this Role and Your New Team:

• Highly data-driven and process oriented individual with at least 4-6 years of management experience, preferably in a SaaS environment.
• You have managed either an SDR/BDR team, or a renewals team; you are a curious person who has a keen interest in learning the other side of the business. Having experience in both is a BIG plus.
• You are an inspirational leader, able to clearly articulate to your teams the ‘why’ behind the work they’re doing, and how they fit into the bigger picture of our company goals. You get the best out of your talent, and develop them to continue in their career path at Vidyard and beyond.
• In particular, you are confident in managing early-career professionals.
• You have the ability to regularly context-switch and can manage complexity in your job, able to juggle multiple priorities at the same time.
• You orient on data and facts, but are scrappy and can move quickly when the situation requires it. You’re not afraid to proactively propose big changes that can drive impact in our business.
• Previous experience using Salesforce for reporting and dashboard analysis
• A proven talent scout who’s able to build and develop a talent pipeline to help Vidyard meet its sales staffing objectives
• Experience optimizing or building high functioning SDR/BDR teams

Our Tech Stack

• Salesforce
• Salesloft
• Zoominfo
• Sales Navigator
• Apollo
• Gong

Job descriptions can be overwhelming. At Vidyard we are motivated to drive change together and deeply value the unique experiences, abilities and opinions you possess. We value candidates who own it, and if you’re relentlessly resourceful too, and you might be exactly who we are looking for.

As we also value user obsession, we prioritize our users, customers and community so you can expect to hear from our team even if you are not selected to move forward.

What You’ll Love about Vidyard:

• Competitive pay
• Comprehensive, flexible benefits on day one
• Wellness allowance to spend on what's important to you
• Flexible hours + unlimited vacation + programs to support travel while working, enabling you to live your best life
• Access to Inkblot, a digital mental health platform + $1,500/person/year for mental health coverage*
• Allowance to support your ongoing growth and development
• Parental leave top-up
• Paid volunteer hours
• Employee resource groups to empower and drive change at Vidyard and in our communities
• RRSP match
• Stock options
• Flexible holiday program
• Home office stipend
• Flexibility to work in the place that brings out your best: whether you thrive in the comfort of your home office, or are local to, and prefer the energy of our collaboration space in Kitchener, Ontario, Canada, there is flexibility for all. Although we default to remote-first there will be occasional in-person meetings/events purposefully designed for connection and collaboration.

Vidyard is an equal opportunity employer. Applicants who require reasonable accommodation to complete the application and/or interview process should notify us at [email protected]. Unsolicited resumes from Agencies will not be accepted.