Sales Development Manager at TrustRadius

| Austin
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TrustRadius is the customer voice and insights platform that helps tech buyers make great decisions, and helps technology vendors acquire and retain customers.

As the Sales Development Manager, you’ll play a critical role in scaling our go-to-market machine by building and optimizing the team, systems, and processes that deliver predictable pipeline generation. Your role here will be transformational: you’ll help us move from a small group of spirited-but-solo demand-gen reps into a systematic function that will be a driving force behind the company’s scaling.

Key Accountabilities

  • Lead a Sales Development team in prospecting, outreach, cold-calling, and creating qualified Opportunities
  • Own and exceed pipeline quota for your team
  • Drive peak performance and engagement from your team by coaching, mentoring, challenging, and aligning compensation and resources
  • Inspire, and develop team members, as well as working to develop career pathing for the organization
  • Analyze, report on, and continually optimize Sales Development team output. So you’ll need to be skilled in reporting and analysis in Salesforce, Salesloft, Zoominfo, LinkedIn, and perhaps a bit of well as plenty of Excel.
  • Teach team members to treat their pipeline as a sales funnel, identifying weak points and strategies to optimize conversion at each step
  • Partner with AEs and the VP Sales to ensure ideal demo handoff and follow-up
  • Work closely with Demand Generation for campaign training and response, as well as with Product Marketing for enablement needs
  • Be an in-house expert on the ever-changing best practices for sales development
  • Build the training program that enables us to ramp new hires to full productivity rapidly

Requirements & Preferred Skills

  • At least 1 year of experience managing a lead generation team at a technology company
  • Strong coaching and mentoring skills
  • Ability to create and communicate excitement and energy on the sales floor
  • Experience in a recurring revenue model and fluency with SaaS metrics (ARR, MRR, CAC, LTV, and other industry terms should be concepts you already understand)
  • Experience selling to enterprise and mid-market companies
  • Strong analytical bent - you make and explain decisions based on data 
  • Hands-on bias - you’re comfortable rolling up your sleeves and leading by example
  • Ability to forecast pipeline just as a sales manager forecasts bookings
  • Bachelor's degree preferred
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