Manager, Sales Development Reps
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POST DATE 7/10/2020
END DATE 8/9/2020
JOB DESCRIPTIONManager, Sales Development Reps (SDR / BDR)
We are looking for a leader of our global Sales Development Representative (SDR / BDR) team to help generate qualified sales meetings for our direct and channel sales organizations. As demand for OPSWAT cybersecurity products continues to grow, we are increasing our outbound demand generation program investment and want to ensure leads are efficiently and professionally managed in order to help feed the sales pipeline. The current team has 2 SDRs with plans to increase to 5 to 10 over the next 12 months. This position is part of the Marketing team and can be based in our San Francisco or Tampa offices.
Lead our SDR / BDR team for the Americas, EMEA and APAC
Hire, onboard, train, mentor, and scale the SDR team to make outbound calls and send emails to follow-up on inbound leads as well as manage targeted outbound prospecting campaigns
Design and implement inbound and outbound processes - measure, track, report and optimize on an ongoing basis
Ensure the team meets ongoing goals for generating sales-ready appointments for our global Sales team
Establish and manage processes and reports for tracking call activity, email activity, service levels, communication quality, and other key metrics
Lead by example playing a hands-on role demonstrating SDR / BDR best practices and providing regular coaching and review
Partner with Demand Generation team to ensure you have adequate lead flow (quantity and quality) to meet goals
Partner with Product Marketing Managers to create scripts, sales plays, training, and email content to ensure high quality / efficient communications
Partner with Sales Managers to develop mutually agreed upon guidelines for sales qualified leads
Develop processes to continuously analyze and improve team performance
Identify new technology, tools, and processes to increase team productivity
Skills and Experience Requirements
3+ years of experience building a successful SDR or BDR team for a B2B SaaS / software company that regularly exceeds quota
Hands on leader who enjoys rolling up your sleeves to help build and scale the program including contacting prospects to help manage workload as well as demonstrate best practices
Well organized, multi-tasker with high attention to quality and detail
Strong written and verbal communication skills
Strong analytical skills with the ability to create spreadsheets to model and analyze activity
Experience with Salesforce
Experience with Outlook, Word, Excel and PowerPoint
Experience with Hubspot, Hubspot Sales Professional and other SDR efficiency tools preferred
Experience with other technology tools - e.g., LinkedIn Sales Navigator, DiscoverOrg, Outreach, Chat, etc. preferred
To apply for this position, please send your resume and cover letter.