Senior Manager, Lead Development Reps

Job Description:

The Sr Manager of the Lead Development Team is a resourceful, responsive, and driven leader responsible for hiring and developing highly productive team members which consistently meet or beat targets. The leader is also responsible for growing and maturing both the inbound and outbound capabilities of the discipline. This role is focused on developing new prospects via inbound response handling and outbound prospecting. The team lead will collaborate effectively with sales leaders, account executives and other members of the marketing team to deliver Sales Qualified Leads to the field. The lead will work with others to develop and codify repeatable playbooks, and work with the rest of the revenue marketing team, sales leaders to streamline processes.

Key Responsibilities and Essential Job Functions:

• Build out the Lead Development discipline and team to achieve the prescribed business objectives. 
• Align the team across the GTM function including sales leadership, marketing and operational teams.
• Train and manage the LDRs to effectively respond to inbound inquiries & marketing leads, discover the need, and qualify it for the next right step.
• Train and drive the team to successfully set meetings/opportunities for Sales through discovery and qualification of accounts through outbound cold calls and emails.
• Collaborate with marketing to develop/optimize personalized outreach campaigns that will nurture prospects through the early stages of their buyer journey and uncover opportunities to be handed over to the Account Executives - this includes target market penetration, calling on CXOs, senior-level executives.
• Work closely with the Direct Sales teams to identify strategic targets.
• Develop productivity and outcome KPIs at the team and individual level while also executing a regular cadence to manage and coach team members to best to achieve objectives and goals.
• Daily management and accurate updating of Salesforce (CRM) including lead pass/flow practices.
• Work with other team members to coach on the approach, find best practices to share and codify for repeatability.
• Be the team motivator and be an energy supplier to the team. Rally the team on an annual, quarterly, monthly and weekly basis to achieve assigned business objectives.
• Work with other members of marketing, sales and operations to improve processes, metrics, systems to provide measurable improvement to lead generation, outreach, conversation rates, and win rates.
• Report on a regular cadence what’s working, what’s not working, recommendations and progress to key performance metrics.
• Meet and exceed monthly, quarterly, and annual meetings and pipeline generating targets.
• Stay up-to-date on new products/services.
• New duties as assigned.

Required Qualifications:    

• 5-8 years inside sales experience preferred; or equivalent combination of education and experience. Understanding of basic sales methodologies

• Technically adept, self-motivated, and driven by results
• Ability to manage a pipeline of prospects and prioritize daily follow-up tasks
• Excellent verbal and written communication skills. Must have experience crafting business messages
• Capable of building strong working relationships across all levels of the company; especially with geographically distributed Sales teams
• Demonstrated ability to work and thrive in a dynamic, fast-paced, team environment
• Ability to take direction and coaching to develop and uphold best practices
• Ability to motivate and coach others
• Have an appetite for performance management and iterative improvements
• High-energy, creative, team-oriented individual with a passion for building businesses and brands

Preferred Qualifications:

• Proficient using Salesforce.com strongly preferred
• Experience with automation tools such as Outreach preferred

Physical Requirements:     

• Ability to sit for extended periods of time
• Moderate or advanced keyboard usage
• Ability to be on the phone and communicate professionally

Not meeting every single requirement? No problem! We are looking for candidates who possess unique skills that set them apart from the rest. If you're enthusiastic about this role and believe you have the skills and abilities that would make you successful, don't hesitate to apply today!

Benefits of working at Flexential: 

• Medical, Telehealth, Dental and Vision 
• 401(k) 
• Health Savings Accounts (HSA) and Flexible Spending Accounts (FSA) 
• Life and AD&D 
• Short Term and Long-Term disability 
• Flex Time Off (PTO) 
• Leave o