Manager, Sales Development
New
S
SmartsheetSaaS, B2B Enterprise
Can be based in our Bellevue, WA office, Boston, MA office, or work remotely from anywhere in the US where Smartsheet is a registered employerFull-TimeManager
Salary$90,000 — $112,500 USD base salary range plus market competitive incentive opportunity
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Job Details
- Experience
- 3+ years sales experience; 1+ years sales management experience
- Required Skills
- Data AnalysisSalesforceTableauLead GenerationSaaS
Requirements
- 3+ years of professional sales experience in a SaaS or B2B enterprise environment.
- 1+ years of sales management or team leadership experience with a track record of building and scaling teams.
- Strong quota ownership mentality and experience managing to revenue or pipeline targets.
- Proven ability to coach emerging sales talent and identify development areas.
- Familiarity with inbound demand generation and outbound prospecting methodologies.
- Knowledge of lead qualification frameworks such as MEDDIC or SVS.
- Proficiency with Salesforce and BI/analytics tools (e.g., Tableau).
- Experience managing and motivating distributed, remote teams.
- Bachelor's degree or equivalent combination of education and professional experience.
- Ability to adapt to new sales technologies including AI tools and engagement platforms.
Responsibilities
- Lead and mentor a team of Sales Development Representatives (SDRs) to achieve pipeline and revenue goals.
- Manage team metrics including AQL-to-TQL conversion, TQL-to-SAL progression, and SAO attainment.
- Conduct regular call reviews and 1-on-1 coaching sessions to improve rep performance and career growth.
- Execute blended inbound and outbound go-to-market strategies.
- Design and implement effective incentive structures and SPIFFs.
- Drive adoption and optimize usage of the sales tech stack, including Salesforce and AI-powered prospecting tools.
- Collaborate with Marketing, Sales, and Customer Success to align on messaging and account-based strategies.
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