Manager, Sales Development Representative

Company Overview

Docusign brings agreements to life. Over 1.5 million customers and more than a billion people in over 180 countries use Docusign solutions to accelerate the process of doing business and simplify people’s lives. With intelligent agreement management, Docusign unleashes business-critical data that is trapped inside of documents. Until now, these were disconnected from business systems of record, costing businesses time, money, and opportunity.

Using Docusign’s Intelligent Agreement Management platform, companies can create, commit, and manage agreements with solutions created by the #1 company in e-signature and contract lifecycle management (CLM).

The Manager, Sales Development will possess the ability to manage and motivate Sales Development Representatives (SDR) to achieve individual sales and opportunity generation quotas. He/she also must be able to measure, monitor and hold SDRs accountable for their activities and results as well as lead by example. The Sales Development Manager is required to make lead qualification calls with SDRs, assist in appointment setting, and effectively present Docu Sign's corporate overview and value proposition.

They will work with the head of the North American Sales Development organization to increase efficiencies and processes within the department. The Sales Development Manager will mentor each SDR on his/her team individually while also building a strong, cohesive, collaborative team and is responsible for monitoring pipeline, conversion rates and delivering on quota and forecast.

This position is a people manager role reporting to Director, Inbound Sales Development & Global Strategy.

• Grow Monthly Recurring Revenue (ARR) in defined vertical markets and geographic territories from new SMB, Corporate, and Enterprise accounts
• Develop and execute sales process and strategies and ensure compliance to internal data management and reporting, including use of
• Assess sales activities and forecasts to determine sales progress and required improvements. Recommend and implement improvements to achieve sales and opportunity creation goals
• Collaborate with Marketing Demand Generation team to ensure effective follow up on leads to generate sales opportunities
• Communicate results and adjust plans according to evolving business needs. Provide detailed reporting of lead flow and key performance indicators to senior management
• Manage and coach a team of SDRs to develop their sales skills including vertical market knowledge, forecasting, prospecting, and other necessary skills, while maintaining individual accountability to goals
• Maintain and protect Docu Sign’s core values, leading by example
• Work with each SDR to develop and implement business/sales plans to achieve sales quota
• Identify and support opportunities for the training and professional development of department personnel
• Operate well in a fast paced, dynamic environment without requiring significant supervision

Hybrid: Employee divides their time between in-office and remote work. Access to an office location is required. (Frequency: Minimum 2 days per week; may vary by team but will be weekly in-office expectation)

Positions at Docusign are assigned a job designation of either In Office, Hybrid or Remote and are specific to the role/job. Preferred job designations are not guaranteed when changing positions within Docusign. Docusign reserves the right to change a position’s job designation depending on business needs and as permitted by local law.

Basic

• BA/BS in a business or a technical related field of study from an accredited college or university
• 5+ years prior management experience in sales and/or sales development role

Preferred

• Prior management experience selling SaaS/Cloud Applications Software at the Enterprise level
• Demonstrated ability to consistently exceed sales/prospecting targets
• Demonstrated ability to successfully resolve situations that are broadly defined, complex, diverse, and occasionally unprecedented
• Excellent communication and presentation skills, both verbal and written
• Demonstrated ability to identify new, creative ways to drive…