Manager, Sales Development Reps

Manager, Sales Development Reps (SDR / BDR) 

Overview
We are looking for a leader of our global Sales Development Representative (SDR / BDR) team to help generate qualified sales meetings for our direct and channel sales organizations. As demand for OPSWAT cybersecurity products continues to grow, we are increasing our outbound demand generation program investment and want to ensure leads are efficiently and professionally managed in order to help feed the sales pipeline. The current team has 2 SDRs with plans to increase to 5 to 10 over the next 12 months. This position is part of the Marketing team and can be based in our San Francisco or Tampa offices.

 
The Role
 

• Lead our SDR / BDR team for the Americas, EMEA and APAC 

• Hire, onboard, train, mentor, and scale the SDR team to make outbound calls and send emails to follow-up on inbound leads as well as manage targeted outbound prospecting campaigns 

• Design and implement inbound and outbound processes - measure, track, report and optimize on an ongoing basis 

• Ensure the team meets ongoing goals for generating sales-ready appointments for our global Sales team 

• Establish and manage processes and reports for tracking call activity, email activity, service levels, communication quality, and other key metrics 

• Lead by example playing a hands-on role demonstrating SDR / BDR best practices and providing regular coaching and review 

• Partner with Demand Generation team to ensure you have adequate lead flow (quantity and quality) to meet goals 

• Partner with Product Marketing Managers to create scripts, sales plays, training, and email content to ensure high quality / efficient communications   

• Partner with Sales Managers to develop mutually agreed upon guidelines for sales qualified leads 

• Develop processes to continuously analyze and improve team performance 

• Identify new technology, tools, and processes to increase team productivity  
   

Skills and Experience Requirements
 

• 3+ years of experience building a successful SDR or BDR team for a B2B SaaS / software company that regularly exceeds quota 

• Hands on leader who enjoys “rolling up your sleeves” to help build and scale the program – including contacting prospects to help manage workload as well as demonstrate best practices 

• Well organized, multi-tasker with high attention to quality and detail 

• Strong written and verbal communication skills 

• Strong analytical skills with the ability to create spreadsheets to model and analyze activity 

• Experience with Salesforce 

• Experience with Outlook, Word, Excel and PowerPoint 

• Experience with Hubspot, Hubspot Sales Professional and other SDR efficiency tools preferred 

• Experience with other technology tools - e.g., LinkedIn Sales Navigator, DiscoverOrg, Outreach, Chat, etc. preferred 

To apply for this position, please send your resume and cover letter.