Senior Manager, Global Sales Development

Key Responsibilities:

• Lead and mentor a global team of sales development representatives (SDRs) responsible for inbound lead chat, qualification and outbound prospecting activities.
• Work with global SDR managers to develop market-specific, inbound and outbound pipeline generation strategies in Asia, Europe, US and LATAM
• Partner with Marketing and Operations to implement strategies to optimize the inbound lead process, including lead scoring, routing, and follow-up workflows, and to ensure maximum conversion rates.
• Partner with Sales and Marketing to design and execute outbound prospecting campaigns. Utilize a mix of account research, email outreach, social selling, and cold calling techniques to engage key decision-makers and generate qualified sales opportunities.
• Collaborate with marketing to align inbound and outbound messaging, content, and campaigns to drive consistent and impactful customer interactions across the buyer's journey.
• Continuously assess and improve sales development processes, tools, and technologies to enhance efficiency, effectiveness, and scalability, leveraging data-driven insights and feedback from the sales team.
• Establish and monitor key performance indicators to track the success of sales development initiatives, including productivity metrics, lead conversion rates, pipeline acceleration, and revenue contribution.
• Develop and nurture relationships with sales leadership, ensuring close alignment and collaboration between sales development and sales teams to drive seamless handoffs and accelerate deal velocity.
• Develop rockstar SDR talent and work with Sales leaders to develop a program to promote them into Account Executive roles
• Stay abreast of industry trends, competitive dynamics, technologies and best practices in sales development, incorporating new strategies and tactics to maintain a competitive edge and drive continuous improvement.
• Represent the sales development function internally and externally, serving as a subject matter expert and advocate for the value proposition of sales development in driving business growth and customer success.
• Develop set of KPI’s to drive process adherence and improved performance across the world.

• 8+ years of experience in sales development or inside sales, with at least 4 years in a leadership role, preferably within the SaaS industry
• Proven track record of managing and scaling high-performing SDR/BDR teams, including developing compensation models
• Strong understanding of the SaaS sales process, CRM systems (Salesforce), and other tools including Gong, Outreach, Linkedin Sales Navigator, Apollo, etc
• Strong understanding of both the inbound and outbound lead generation process; experience with planning and forecasting
• Excellent communication, interpersonal, leadership and coaching skills
• Ability to think strategically and adapt to a fast-paced, evolving environment
• Demonstrated experience in driving results including productivity, meetings set and opportunity creation targets
• Ability to liaise with senior-level executive contacts, both internal and external
• Capacity to engage 1:1 with a global team of direct reports and partners, from California to London to Bangalore
• Strong entrepreneurial drive and work ethic
• Hands-on experience with Salesforce, Outreach, and Pardot or Marketo
• Bonus: Experience working with the IT market