Sales Development Manager

About us

Yodeck is a fast-growing Software-as-a-Service (SaaS) company that is laser-focused on disrupting the $23B digital signage industry. Yodeck’s affordable, easy-to-use, and feature-rich solution has been developed to democratize digital signage and empower with it any and every business around the world.

Yodeck was first introduced in 2016 and now powers over 100,000 screens across every type of business from restaurants and retail stores, to schools, stadiums and conference halls. Yodeck is now in the top 5 of digital signage SaaS platforms in the world, and we are looking for curious and smart people to drive even faster!

About the role

We’re looking for a Sales Development Manager to join our growing team. This role will be part of the Yodeck Revenue Team, reporting to the SVP Revenue and supporting the regional leaders of Sales and their respective teams of Sales Account Executives. You will be the founding member and leader of the Sales Development function and team. You will define and build the function and team over time.

We are seeking to build out an outbound Sales Development capacity that will be primarily focused on mid-market and upper-mid-market ICP accounts and key personas w/in those accounts. These ICP accounts and personas will span a broad set of industry verticals and use cases. For inbound free customers, your function will be responsible for assessing and engaging with the upper account tiers in order to convince them to take a meeting with a Yodeck sales account executive. The organizational goal here is to convert free customers into paid customers by demonstrating and communicating the value of doing so.

From an inbound perspective, you / your team will also be responsible for assessing and following up with lukewarm inbounds from various marketing campaigns and events where the contacts are from ICPs that are in our upper account tiers, with similar goals to what is described above.

From an outbound perspective, you / your team will also be responsible for collaborating with our Sales and Customer Success organizations to identify cross-sell opportunities to other branches or subsidiaries with different sponsors than current Yodeck paid customers w/in a given organization.

You / your team will also assess Dead/ Lost Opportunities and determine when it is a good use of time to attempt to re-engage along with the processes for doing so. You will also develop processes to note when key existing paid customer contacts move to a new ICP, and then seek to engage them at their new companies.

You will have a dual responsibility in a player/coach role, building out the function and processes, hiring, onboarding, and managing a team of sales development associates (SDRs), assisting them and holding them accountable to meet quarterly and annual goals, monitoring and taking action on KPIs and metrics, helping prioritize quarterly/monthly/weekly account and persona focus areas, leading the development and refinement of outbound and inbound outreach cadences and messaging, assisting with holding first meetings with key personas at ICPs and determining best next steps, focusing on best practices and continuous improvement, partnering with marketing on messaging and inbound lead generation programs, and communicating key learnings and insights to the broader go-to-market teams.

The ideal candidate is experienced in Sales Development and seeking managerial responsibilities, and is seeking a long-term career path in growing and managing Sales Development teams and related processes.

Responsibilities

• Generate sales-qualified lead opportunities that turn into sales-accepted lead opportunities (P.U.T. + B.A.N.T.) for the sales account executives via proactive outbound outreach (actionable intelligence, key personas at targeted ICP accounts, cross-sell) via email, phone, LinkedIn, etc. and via reactive lukewarm inbound outreach (free Yodeck app account customers, inbound marketing activity follow up). This is the primary goal of the Sales Development team w/in the Revenue organization.
• Build rapport with targeted personas and ICP accounts by offering resources (webinar invitations, white papers, relevant blog articles, etc.) and understanding where the prospect is in a potential buying process, often over a long-term, multi-touch relationship.
• Gather key information to update the CRM system and develop a follow-up/engagement strategy.
• Gain key persona contact consent to schedule phone appointments for members of the sales account executives team to have deeper conversations with the key persona contact at ideal customer profiles.
• Scheduling first meetings with key personas at ideal customer profiles is one of the success criter