Lead teams to over-achieve targets and deliver high-quality pipeline.
Drive sales development execution and oversight of KPI management including daily metrics, forecasting, and pipeline management.
Foster a high-performance operating environment by setting clear objectives, performance standards, and accountability.
Engage with SDRs and managers, sharing best practices in outbound prospecting techniques, including phone, email, social outreach, and use of intent data.
Manage relationships and communication with territory sales leaders.
Coach, mentor and motivate to ensure a highly motivated and successful sales development team is in place and understands the role they play in generating revenue for the company.
Lead from the front by playing an active and visible role in the day-to-day operations of the team.
Partner with territory and SDR stakeholders to ensure the team is supported and equipped to achieve goals i.e.) marketing, operations, campaigns, etc.
Provide analysis and insights on pipeline creation, lead quality, and team performance to sales and marketing leadership.
Serve as a bench to the Corporate Sales teams by supporting career growth and ensuring timely participation in SDR Readiness and Sales Readiness programs.
Reinforce program-level SDR initiatives and deadlines.
Assist in recruiting, staffing and training to grow and maintain a sales team to ensure proper territory coverage.
Proactively address performance or behavior issues at the manager and rep level.
Assume ownership of any open SDR Manager and SDR roles.

Requirements

BA/BS in Business, Marketing, or a related field
At least 3 years experience as a manager of a frontline sales/SDR team
At least 1 year of closing experience for a technology company preferred
Consistent track record of meeting and exceeding sales team KPIs over multiple fiscal years
Strong leadership presence and team management abilities
Excellent communication and presentation skills, and ability to convey ideas/insights to audiences
Strategic mindset with the ability to connect customer insights to SDR tactics & strategies
Experience with Salesforce, Outreach, 6Sense, and strategic sales dashboards (Tableau, DOMO, etc.)
Analytical thinking, problem-solving skills, and attention to detail
Strong ability to coach your Managers and SDRs to higher performance
Possess EQ skills: conflict management; practicing active-listening and empathy
Ability to juggle priorities and work in a rapidly growing environment
Possess a growth-mindset: fast learner, motivated, driven, and passionate
Understands the cybersecurity landscape
Project manager experience is a plus.

Benefits

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Applicant Tracking System Keywords

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Hard Skills & Tools

sales developmentKPI managementoutbound prospectingpipeline managementlead quality analysisteam performance analysisrecruitingstaffingtrainingproject management

Soft Skills

leadershipteam managementcommunicationpresentationstrategic thinkinganalytical thinkingproblem-solvingcoachingempathyconflict management