Manager, Sales Development

Introduction

The Manager of Sales Development will lead a team of 8-10 Sales Development Representatives. SDR teams at Optimizely generate outbound opportunities and qualify inbound leads for both our Digital and Enterprise sales teams. The ideal candidate, will not only be an outstanding coach of SDRs but will also understand how to implement and ensure the execution of repeatable processes that allow the team and total pipeline numbers to scale rapidly. Strong, hands-on utilization skills of Salesforce, Outreach and analytics is a must.

Job Responsibilities

• Manage and develop Optimizely’s existing team of SDRs
• Drive outstanding pipeline generation results across all regions and segments
• Continue to grow the SDR team by driving the hiring process, in partnership with People Operations
• Drive business planning, goal attainment, measurement/improvement and compensation design to maximize team results
• Own and develop Optimizely’s pipeline capacity model and forecast, working in partnership with customer operations, marketing and sales leadership
• Work with Sales and Marketing to systematically improve the lead qualification processes and pipeline conversion rates to maximize team efficiency, effectiveness, and lead quality
• Conduct weekly and monthly forecasts around team performance
• Work closely with Account Executive teams and Sales and Marketing Management to ensure a positive working relationship and maximize the effectiveness of the sales development team
• Remove whatever roadblocks arise that could impede the success of the SDR team

Knowledge And Experience

• Experience leading and growing a sales or sales development team, preferably in a Enterprise-caliber SaaS environment; knowledge of marketing and product buyers is desired but not required
• Proven track record training, coaching and mentoring SDRs and managers
• Understanding of larger ACV, enterprise sales processes as well as account seeding strategies is a must
• Ability to interact effectively with all levels of management and with multiple departments including sales, marketing, product marketing and services
• Aptitude for building reports and making data-driven decisions

Education

Bachelor's degree or equivalent experience

Competencies

Communicating Effectively

Accepting Responsibility

Driving Continuous Improvement

Developing Talent

Adapting to Change