The Sales Development Manager is responsible for managing all aspects of the Sales Development Representative (SDR) team focused on Identifying quality leads for sales. This is a lead generation team, and the Manager is expected to develop career paths for SDRs into sales, sales ops, or other customer-facing roles in T2. The SDR Manager must leverage his or her experience to implement best practices, think creatively, and coach and mentor the team to build a robust pipeline of actionable opportunities for T2 sales teams.
This position requires a wide range of skills including the ability to confidently lead and influence others; contribute as a team player; build reports in salesforce.com and analyze data to track, measure, report results, and improve effectiveness; create original messaging and cadences that resonate with prospects and customers, and compels them to learn more about T2 solutions. To be successful in this role the Manager must be able to effectively manage people and processes, and nurture internal and external relationships, to develop a high-performing Sales Development team that builds a robust pipeline for sales and delivers a strong ROI.
Manage team of Sales Development Representatives (SDRs) including implementing best practices, and actively coaching and mentoring SDRs to achieve results
Collaborate with marketing and sales to proactively scope campaign ideas, develop content and cadences, and manage execution to deliver results, including Identifying Opportunities, transferring them to sales with urgency, and following up to continually improve messaging and logistics
Create and maintain reports in salesforce.com, and analyze results to assess performance and recommend and implement changes that improve results
Assemble contact lists of prospective targets; proactively Identify opportunities via outbound activity (emails and call cadences); update salesforce.com with information gathered, and transfer to sales team
Respond to and pre-qualify inbound leads and inquiries delivered through www.t2systems.com
Lead by example, demonstrating confident, energetic presence on phone to create a great first impression with prospects and customers thereby providing them with a world class and professional experience
Maintain active engagement with new and existing leads through creative follow-up communications designed to increase customer interest in T2’s products
Education and Qualifications
To perform this position successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Bachelor’s degree from four-year College or university; and
At least three years managing a lead generation or sales development team; sales operations, sales support, or inside sales team management will be considered
Ability to work with a CRM (SalesLoft), sales force automation (salesforce.com), or marketing automation software (Pardot) to manage campaigns desired.
Experience using systems to track, measure, and report results that prove effectiveness and demonstrate ROI
Experience working with the public sector (e. g. municipalities, universities) desirable; B2B SaaS or technology-enabled solutions experience preferred.
Proficiency in Microsoft Office (Word, Excel, PowerPoint)
Must be able and willing to travel both domestic and international occasionally
Knowledge, Skills, and Abilities
Curious and creative by nature, the Sales Development Manager must be a self-starter who possesses advanced levels of strategic thinking, problem solving skills and analytical abilities
A collaborative, positive attitude with demonstrated managerial experience and leadership acumen
Genuine enthusiasm with a commitment to excellence, self-motivated and entrepreneurial with a professional demeanor
Excellent relationship management and interpersonal skills: experience working effectively with executives, peers, partners and vendors
Display superior judgment and diplomatic ability with excellent verbal and written communications skills
Highly organized and detail oriented to handle multiple tasks with the utmost accuracy
Must be able to effectively compile and present information to and respond to questions from managers, staff, customers, and other stakeholders
Ability to learn quickly and gain knowledge of T2’s software products, services, and processes is required, which can be obtained through T2’s training tools, subject matter experts, technical documentation, and dedication to gain such knowledge.