Senior Manager, Sales Development

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Requirements:

• 4+ years of direct sales and sales development leadership experience with at least 2 years leading an entire sales development organization in SaaS
• Demonstrate how to improve BDR productivity through a proven outbound playbook
• A demonstrated understanding of sales processes and building successful and modern inbound/outbound models in high-growth organizations
• Proven experience making data-driven decisions to increase BDA conversion rates and pipeline contribution
• Experience building an Outbound program or executing an outbound strategy that involves multichannel approaches tracked heavily by input/output metrics
• Proven experience as a strategic partner with sales leadership to build a successful BDR model to support segment pipeline and people growth objectives
• Experience managing teams with sales management and lead generation software tools including Salesforce, Salesloft, LinkedIn Sales Navigator, Vidyard, etc.)
• Demonstrated ability to communicate effectively with senior-level executives and create monthly business reviews for their review

Responsibilities:

• Build well qualified new business pipeline for the Key/Enterprise & SMB sales team
• Analyze results from email campaigns and deliver impactful feedback to sales leadership on lead quality, volume, and demo quality
• Develop and monitor effective outbound prospecting strategies to build a pipeline to achieve and exceed revenue goals
• Working side by side with your reps and coaching them how to handle objections and pitch AFRM in order to book demos with prospects
• Support the management of all sales-qualified leads by creating consistency via both marketing-driven and outbound strategies and processes
• Collaborate with key stakeholders across multiple departments to develop a comprehensive strategy for building sufficient pipeline to meet and exceed revenue goals
• Ensure and enforce Salesforce compliance to accurately forecast performance and measure team productivity
• Create and deliver accurate analysis of individual/team results and maintain reporting to accurately track and manage Business Development Rep metrics
• Drive the recruitment and onboarding of new Business Development reps in line with the future organizational strategy
• Partner with Sales, CS, and Enablement leadership to develop a career progression plan for all new team members, coaching them to succeed in this role and future roles