Director of Sales Development
Location:
Job ID: 1044441
Job Description
Our client is the leader in customer success and product experience software. Their solution offers everything your business needs to retain customers and drive growth in the age of the customer. As the first cloud of its kind, they bring together the required technologies to deliver a superior post-sale experience, ensuring customers easily adopt products they’ve purchased and achieve their desired business outcomes in partnership with their vendor.
Leading companies such as LinkedIn, Adobe, Tableau, Splunk, and Box use their solution today. They are one of the top 100 private cloud companies in the world by Forbes, one of the fastest-growing private companies in America by Inc. Magazine, and as one of 20 Great Workplaces in Tech by Fortune Magazine. Their CEO has been recognized as one of the Top SaaS CEOs in America. The company has offices in California, Phoenix, St. Louis, London, and India but is a remote-first company. They were recognized as one of the Best Work-From-Home companies in 2021.
With diversity and inclusion at the forefront of their core values, we promote a culture that celebrates diversity and inclusiveness regardless of, but not limited to, race, gender, sexual orientation, family status, religion, ethnicity, national origin, physical disability, veteran status, or age. By joining the team, you’ll be playing a significant role in our growth, having an opportunity to put your fingerprints on our next phase of scale and customer impact, giving you the opportunity to apply and grow your expertise.
Job Description
The Director of Sales Development will collaborate across the sales and marketing leadership teams to design and execute our global Sales Development Representative (SDR) strategy for inbound and outbound motions. As the unbreakable link between sales & marketing, you partner effectively and enthusiastically with both teams to make sure there is a seamless, timely transfer of qualified, nurtured leads to sales in all our segments: Enterprise, General Markets, EMEA and Verticals. You understand the nuances of each market and align your teams’ resources and outreach motion (inbound/outbound) to best support those nuances.
Your team will generate a pipeline by scheduling qualified first meetings for Account Executives from inbound leads and outbound prospecting into our target accounts. You will provide leadership, strategic planning, training and tool development to maximize the team’s impact to hit their numbers every month. Your collaboration with the GTM teams will deliver success for all. The Sales Development team is often the first interaction with prospective customers and is key to our success. First impressions matter!
The Mission
- Recruit, train and manage a global SDR team responsible for inbound lead follow up and outbound prospecting into our target accounts. Our segments are Enterprise, General Markets, EMEA and HCIT
- Create a career playbook for SDRs that offers a rewarding, fulfilling path for early-career teammates that will successfully transition high performers into all areas of the business. Your expectation setting, management and mentoring over time will set them up for career success for whatever path they choose. Effort, grit and results are rewarded
- Design a best-in-class SDR organization that complements the GTM motions and culture. Iterate on the SDR playbook, continuously using experimentation and industry best practices.
- Build collaborative, successful relationships with Account Executives and Sales Leaders across the US and EMEA - their success is your success
- Make Every Month is your mantra. You are results-driven and customer-obsessed
- Manage to and report on a full suite of SDR metrics. Closely track individual performance vs quota and report on individual and team attainment
- Working in partnership with the Field Marketing, Content Marketing and Demand Generation teams, you will design and execute SDR programs to drive quality, early-stage pipeline to achieve your monthly goals
- Collaborate closely with Sales to ensure pipeline converts to late-stage
- Ensure the right team cadence/structure is deployed, including 1:1 shadowing, coaching and mentoring of SDRs. It is critical to your success to build a performance culture for the SDR team
- As one of our 4 pipeline generating teams, represent the SDR function at the weekly pipeline meetings - be ready to report out on campaign follow up, inbound volume, conversion, plus outbound tactics and results
Required skills
What We're Looking For
- 8+ years of SDR sales management experience, you have built and managed a high performing, motivated all bound SDR team
- Proven success as a Sales leader, in a B2B SaaS company - you likely started your career as an SDR and you’ve closed deals too
- Experienced first and second-line manager
- Developed and deployed a global SDR strategy for a $1bn company
- You know the technology landscape - expert in LI Navigator, Marketo, Salesforce, Outreach, ZoomInfo/DiscoverOrg, Connect and Sell etc
Job Benefits
Their mission is to be living proof you can win in business while being human first.
Your job should never be a barrier to your happiness—it should be an avenue to achieve it. Their passionate about achieving our goals—at the office and everywhere—and we work every day to create an environment that nurtures our best selves.
Here are our 5 core values
- Golden Rule: We try to practice the Golden Rule by exercising reliability, trust and giving back to each other and our community.
- Success for All: We believe in success for our stakeholders—whether our teammates, clients or shareholders—comes with a sincere focus on continuous learning, selfless teaching and making a difference in each other’s lives.
- Child-like Joy: We aspire to experience child-like joy in our work and lives, injecting a spirit of passion, optimism and laughter into everything that we do.
- Shoshin: We believe in a beginner’s mind. Don’t surround yourself with people like you--diversity breeds creativity.
- Stay Thirsty, My Friends: We believe in a totally internally-driven strive for greatness. The solution is to think more, not do more.
Why You’ll Love It Here
- Our Attitude: We’ve created a new category from scratch and we continue to be the thought leader in Customer Success.
- Our Leadership: We offer the leading tech solution for driving Customer Success.
- Our ROI: Reduce customer churn, increase up-sell, and improve customer satisfaction.
- Our Technology: Our technology allows companies to drive retention and growth by delivering the value customers demand.
- Our Impact: In addition to helping companies grow, we’ve committed to $100 million in wage expansion for underrepresented groups over the next few years.
- Our Clients: Big companies like Box, Adobe, Marketo, and many others.
- Our Team: Our team is composed of innovative Customer Success thought leaders and experts in their field from various industries.
Benefits include medical, dental, vision, short and long-term disability, life insurance, 401k available on the first day of the month after start date, and flexible PTO.
About the search firm running this search:
A Recognized Recruiting Leader in Enterprise Software.
Sourcing top talent is a lot more than just filling seats. It’s about identifying the best and brightest the industry has to offer and matching your needs with their wants in a career change. We leverage the candidate’s talents to enhance your company's long-term success. As a full-service executive search firm for the information technology sector, Woodbridge World Wide knows what it takes to attract and retain top talent in a changing business landscape. When you become our client, we strive to recognize what you are looking for in your hire/s and take the time to learn the process that you would like to follow. Our founder worked in the industry in a sales capacity. He knows what it takes to be successful and what it takes to hit a sales quota. We understand what it’s like to make a career change and can relate our own life experiences to the candidate and client alike. Woodbridge World Wide provides retained, contingency and priority search services for all client-facing positions in the IT niche. As our client, you can expect consistently superior service delivered with the core value of our company: Partnership!
Specialties:
Recruitment, Recruitment in Commerce technology, Retail, MarTech, Marketing Technology, Retail Technology, Enterprise Software.