Sales Development Manager

Overview

The Manager, Sales Development works with Marketing, Sales and Operations leadership to define, build and optimize the Sales Development team, processes and systems to engage and nurture new and existing Bluebeam users prior to handing them off to Sales to close. This role is a critical bridge between Marketing and Sales focusing on qualifying new sales opportunities to maximize revenue generation by building and continuously optimizing an effective and efficient lead cycle process.

• Reasonable accommodations may be made to enable individuals with disabilities to perform the following essential functions:
• Propose and implement strategies to improve lead gen, qualification and hand-off to Sales including: inbound, cold outbound, in-person and digital events, etc.
• Hire, train and manage a team of SDRs on lead follow up, cold calling, prospecting, pipeline development, and opportunity identification
• Align Sales and Marketing on the handoff of leads and have ultimate accountability for the quality of leads delivered to the Sales team and meeting monthly meeting and qualified opportunity quotas
• Ensure all SDR processes and polices are socialized and documented
• Work closely with Demand Generation, Customer Engagement, Revenue Ops and Direct and Channel Sales to continuously improve the lead lifecycle
• Regularly report on team KPIs
  8. Establish a cadence of research and list building to create a pipeline of qualified segmented opportunities
• Prospect and identify key decision makers at target companies
• Prioritize strategic target account lists within defined territories and industry verticals
• Research and build new and existing accounts

• Demonstrated practical experience in hiring, managing and coaching SDR/LDR teams
• Salesforce experience required, including reporting and managing queues
• Experience creating and implementing call tracks and touchpoint cadences
• Experience with SDR/LDR productivity and research tools (e.g. Linked In Sales Nav, Zoominfo, or Gong)
• Experience managing to industry best practice KPIs
• Big picture thinker who is able to quickly understand business objectives, create a well-aligned lead development strategy and drive execution
• Strong track record of building effective relationships with a broad range of peers and executives
• Able to structure, process and balance qualitative and quantitative data to draw and share insightful conclusions
• Able to ideate and execute sound lead-development strategies and ensure that best practices in lead generation and lead follow ups are applied
• Strong skills in strategic planning and goal setting
• You are an effective and persuasive communicator who speaks directly to ensure common understanding and commitment across organizational boundaries
• Work well in a dynamic growth environment and are excited to step into a leadership role with strong potential to make a meaningful impact quickly
• Genuinely interested in listening, understanding others and bringing out the best in your colleagues.
• 3+ years of experience in a sales or lead development manager role
• Specific Education or Certifications Required (i.e. Bachelor’s Degree, MBA, PMP, CPA, etc.)
• Bachelor’s degree in Sales, Marketing or Business field preferred.

Extras Preferred education or experience, but not required
· Specialized training in sales technique/frameworks, marketing and/or communication is a plus.

• B2B and enterprise tech experience is a plus
• MBA and/or other sales related certifications a plus