ROLE OVERVIEW

We are looking for a Sales Development Representative (SDR) Manager who is focused on developing people, driving quota attainment, and continuously improving how our SDR program operates. In this role, you will be responsible for growing the capabilities of the team, holding them accountable to results, and identifying opportunities to evolve the program over time.

You will work cross-functionally with marketing, sales, operations, and customer success to generate new business opportunities and convert prospects into customers. This is a player-coach role with a base and commission structure that rewards both individual performance and team success.

The SDR Manager is responsible for driving the results of the SDR team through training, coaching, organizing, measuring, problem-solving, and leading. The SDR team is measured on monthly closed-won revenue generated from their outbound prospecting, and the SDR Manager is responsible for coaching and equipping the team to consistently hit those targets. You will partner with management to execute company and department strategies while proactively identifying ways to improve how the team operates and hits its goals. This role requires a self-starting, proactive, results-oriented individual who is ready to grow into a sales leadership professional. This role reports to the Marketing Manager and is part of the marketing business function. This is a fast-paced and demanding role with high visibility within the company.

WHAT YOU WILL BE DOING

Developing the Team

• Lead and coach Sales Development Representatives to consistently hit their monthly closed-won revenue targets, generated from the team's outbound prospecting efforts
• Provide hands-on coaching and training to SDRs including, but not limited to, workflow, prospecting, emailing, cold calling, objection handling, and follow-up
• Build individual development plans that support each rep's growth in their current role and career progression
• Routinely monitor outbound prospecting calls, create formalized feedback, and deliver it to SDRs to improve performance
• Lead all SDR team huddles, meetings, 1:1s, and training sessions
• Foster a team culture of accountability, continuous improvement, and recognition of results

Driving Quota Attainment

• Own team quota attainment against monthly closed-won revenue goals sourced from outbound activity, and hold reps accountable to leading KPIs on a weekly basis
• Identify performance patterns early, coach to address gaps, replicate what top performers are doing, and make recommendations to the Marketing Manager regarding improvement plans (PIPs) when needed
• Provide input to the Marketing Manager for SDR quarterly performance reviews
• Conduct needs assessment calls with assigned prospects and schedule online and onsite product demonstrations for field sales representatives
• Contribute individually to prospecting as part of the player-coach model

Evolving the Program

• Continuously evaluate the SDR program and bring forward new ideas related to outbound plays, cadences, tooling, messaging, and process improvements
• Identify ways to streamline workflows and improve processes, and present recommendations to the Marketing Manager for input and approval
• Work closely with marketing and field sales to develop and refine prospect communication plans
• Develop and post educational content on LinkedIn to build the team's visibility, support prospecting efforts, and contribute to the company's presence in the markets we serve
• Create reports, analyze performance data, and make recommendations to management to help guide the strategic direction of the team

Cross-Functional Collaboration & Operations

• Participate in the recruiting process by identifying potential candidates, interviewing, and making hiring recommendations to the Marketing Manager and Sales Managers
• Resolve routine problems and serve as the first point of escalation for SDRs
• Elevate issues or questions to the Marketing Manager and Regional Sales Managers as necessary
• Ensure SDRs are executing in line with approved department and company policies and procedures

QUALIFICATIONS

• Proven track record of performance including SQL quota attainment
• Ability to communicate convincingly and concisely with both peers and leaders
• Solid understanding of outreach sequencing strategy and marketing and sales processes
• Strong sense of accountability and demonstrated ability to lead and coach others
• A strong interest in a selling role and desire to further develop and learn sales skillset
• Excellent written, verbal, and interpersonal communication skills
• The ability and desire to work in a fast-paced challenging environment
• The desire to meet and exceed measurable performance goals
• The technical aptitude to master our CRM system
• A highly self-driven sense of motivation. Must be a competitive, passionate team player
• The ability to deal with objections and comfortable being uncomfortable
• Excellent time management and organizational skills
• Bachelor's Degree preferred or 3 years of experience in a sales or business development role.

WORKING CONDITIONS & PHYSICAL REQUIREMENTS: Controlled climate, office environment, required to sit for long periods of time, eight hours or more per day and being frequently required to use monitor, keyboard, and phone.