Sales Development Manager

Sales Development Manager

Are you a dynamic leader with a passion for coaching and driving sales success? As the Sales Development Manager, you’ll have the exciting opportunity to build, mentor, and inspire a high-performing team of Sales Development Representatives (SDRs) while enhancing and optimizing our inside sales development strategy. Your leadership will be the key to fueling our pipeline, refining outbound prospecting techniques, and driving measurable revenue growth. If you thrive in a fast-paced environment, love developing talent, and are ready to make a direct impact, this is the role for you!

Please watch this video to learn more! https://vimeo.com/1069783768/ff0f13d8f5

Position Purpose  

The Manager of Sales Development is responsible for leading and fostering the growth of a team of Sales Development Representatives (SDRs) who focus on outbound prospecting and pipeline generation. This role is key to driving revenue growth by providing strategic direction, mentorship, and support to ensure the team generates qualified leads and sales opportunities. The Manager will optimize lead generation processes, promote a culture of continuous improvement, and collaborate with cross-functional teams to align SDR activities with the company’s broader business goals. Additionally, the Manager is tasked with driving performance excellence, cultivating a positive team environment, and facilitating the professional development of the SDRs, establishing a foundation for sustained sales success and overall organizational growth.

In accordance with the Americans with Disabilities Act (ADA) and other applicable laws, Input 1 will provide reasonable accommodations for qualified individuals with disabilities unless it would result in an undue hardship. If you require accommodations, please inform your supervisor or Human Resources.

Duties and Responsibilities

• Set and maintain a high-performing culture and morale by overseeing the daily activities and quota performance of individual SDRs to ensure key performance metrics are being met.
• Hire and train new SDRs on Input 1’s products, services, buyer personas, competitive landscape, and sales enablement tools.
• Develop and execute career development and leadership plans for direct reports. This would include 1:1 coaching, mentoring, how to handle objections, outbound tactics, and active listening skills.
• Strategize with cross-department leadership (i.e. marketing, sales, operations) on prospecting initiatives, and pipeline to meet company goals.
• Report on team performance and pipeline forecast to leadership.
• Improve team output and efficiency through ongoing education and optimization of processes.
• Maintain a library of prospecting resources for the SDR team.
• Represent the Sales Development team cross-functionally with leadership and other departments.
• The ideal candidate would be someone with a strong work ethic, effective communicator, and a desire to perfect their craft.
• All other duties as assigned
• Leadership and Coaching: Lead, coach, and mentor the SDR team to achieve peak performance. Provide ongoing feedback and support to help team members develop their skills and reach their full potential. Leading through actions, rather than words, will be critically important for the success of this role.
• Strategic Planning: Develop and implement strategic initiatives to optimize the performance of the SDR team. Collaborate with sales leadership to align SDR activities with broader sales objectives and revenue targets.
• Process Optimization: Continuously evaluate and improve lead generation processes, prospecting techniques, and messaging strategies. Identify opportunities for efficiency gains and implement solutions to drive results.
• Performance Management: Monitor key performance indicators (KPIs) to track the effectiveness of SDR activities. Regularly assess individual and team performance, providing actionable insights and guidance to drive improvement.
• Team Development: Foster a culture of learning and development within the SDR team. Provide training, resources, and opportunities for professional growth to enhance team members' skills and capabilities.
• Collaboration: Work closely with cross-functional teams, including sales, marketing, and operations, to ensure alignment and synergy in our sales efforts to meet company goals. Foster collaboration and communication to drive collective success.

Performance:   

The performance of the Sales Development Manager will be evaluated based on their effectiveness in meeting the following KPIs on an ongoing basis: 

• General
  • Alignment with Core Values: Demonstrate the organization's core values—Integrity, Respect, Flexibility, Self-Evaluation, Knowledge, and Compassion—in all interactions. These values form the foundation of Input 1’s culture.
  • Employee Satisfaction Score (ESS) or Net Promoter Score (NPS): Maintain an ESS score of 4 or above and NPS score of 60 or higher. 
  • On-Time Delivery of Annual Performance Reviews: Ensure that 100% of employee annual performance reviews are completed and delivered within 30 days of the review period.
  • Business Development Management Responsibilities
    • Sales Development Management performance will be evaluated annually based on goals established by the Director of Business Development. These goals will be adjusted as needed to reflect the current competitive landscape and market conditions.

Qualifications

Qualifications

To be successful in this role, you should have previous experience leading and developing a team of SDRs, ideally with proven success in that role. You will use your communication skills and previous experience to cultivate strong relationships with the SDR team, establishing trust and authority as a subject matter expert.

Education and Experience/Knowledge Requirements

• Bachelor's degree (B. A.) from four-year college or university.
• 5+ years of proven work experience as a quota-carrying sales experience as an individual contributor.
• 5+ years of direct sourcing and prospecting new clients experience.
• 2+ years of front-line management experience.
• 2+ years of experience leading and building sales development teams with a proven track record of exceeding goals.
• 1-3 years supervisory experience is also required.
• Proven sales ability with a successful track record of increasing sales
• Experience building and maintaining relationships with prospects, referral sources, and colleagues
• Knowledge and understanding of property and casualty industry
• Must be proficient with applications such as Microsoft Excel, Word, PowerPoint, and CRM applications like HubSpot or Salesforce.

Physical Requirements 

• Sitting: Ability to sit for extended periods, often up to 8 hours a day, since most of the work is performed at a desk using a computer. 

• Typing and Computer Use: Frequent use of a computer keyboard and mouse. This requires good hand-eye coordination, manual dexterity, and the ability to type quickly and accurately. 

• Speaking and Listening: Clear verbal communication is essential. This involves speaking clearly over the phone and listening attentively to understand and respond. 

• Hearing: Ability to hear and understand conversations over the phone, which may involve different accents and varying levels of background noise. 

• Vision: Ability to read and interpret data on a computer screen, including reading small print, using a computer monitor for extended periods. 

• Reaching and Handling: Occasionally reaching for items such as a headset, phone, or reference materials. Handling various office supplies and equipment as needed.  
• Mobility: While most work is done while seated, some minimal physical activity may be required, such as moving between desks, filing documents, or attending brief meetings. 
• Travel: For this role, occasional travel will be required for attending industry conferences, training at headquarters or other off-site meetings. 
• Competencies
• Self-Management and Initiative
• Self-Motivation and Independence: Able to work autonomously, take initiative, and drive tasks forward without needing supervision.
• Initiative: Anticipates challenges, generates fresh ideas, and takes initiative to meet business goals efficiently.
• Communication and Interpersonal Skills
• Building Relationships: Effective in establishing and maintaining positive connections with both internal and external stakeholders.
• Strong Interpersonal and Communication: Clearly conveys information, listens actively, and adapts communication styles for different audiences.
• Presentation and Client Engagement
• Presentation: Confidently and dynamically delivers engaging and persuasive presentations to clients and teams, effectively communicating ideas and values.