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Senior Manager, Sales Development (Allbound)
15FiveUS, Remote, United StatesRemotefull_timeVerifiedPosted 19 Dec 2024
💰 $157,000/yr($120,000/yr – $157,000/yr)
About the role
The Senior Manager of Sales Development (Allbound) is an energetic, data-driven leader who focuses on driving high pipeline performance, strong rep engagement, and ultimately revenue growth. Allbound is a group of sales development reps working both outbound and inbound. This function is a critical part of our Revenue Organization as it exists to build closable pipeline so the company can grow and accomplish our mission.
The Senior Manager role coaches allbound reps and a Team Lead, acts as tooling expert, uses data to plan and forecast, achieves team pipeline quotas, and works cross-departmentally to execute on company revenue goals. This role partners closely with Marketing, AEs, and RevOps. The ideal candidate has a track record of performance and brings a high tempo to both strategy and tactics. They are an expert in successful SaaS prospecting who can translate and coach up reps “in the flow” with them.
This is an exciting time to be prospecting into a specific target customer profile with a message that is resonating with HR professionals who want to engage and retain talent for their business.
The Senior Manager role coaches allbound reps and a Team Lead, acts as tooling expert, uses data to plan and forecast, achieves team pipeline quotas, and works cross-departmentally to execute on company revenue goals. This role partners closely with Marketing, AEs, and RevOps. The ideal candidate has a track record of performance and brings a high tempo to both strategy and tactics. They are an expert in successful SaaS prospecting who can translate and coach up reps “in the flow” with them.
This is an exciting time to be prospecting into a specific target customer profile with a message that is resonating with HR professionals who want to engage and retain talent for their business.
OUTCOMES
- Outcome 1: Achieve allbound sales qualified pipeline goal
- Maintain rep accountability on activity (80 touches/day prospecting)
- Coach reps to bust through barriers to hit meeting and SQL goals each week
- Manage a tight ICP qualification standard with 70%+ opp acceptance by AEs
- Excellence means hitting+ allbound team quota with consistency quarter-to-quarter
- Outcome 2: Achieve 5x pipeline coverage on revenue targets with Marketing support
- Collaborate continuously with Marketing on demand generation tactics to increase ICP lead efficiency
- Generate your own Salesforce reports to highlight KPIs vs. plan by individual and team and to recommend start-stop-continue actions
- Drive qualified pipeline that maintains or grows ASPs and win rates
- Report team progress, risks, and pivots against pipeline goals to Revenue leadership weekly
- Outcome 3: Increase rep efficiency 20% as tooling expert
- Act as subject matter expert and admin on prospecting techstack including Outreach, Gong, ZoomInfo, Salesforce, ChiliPiper, Hubspot, Loom, power dialer
- Continually update playbooks to support a smarter-not-harder process to maximize speed of pipeline creation
- Work with RevOps to simplify workflows and processes to increase rep productivity
- Weekly exploration of messaging sentiment and sequence design as you lead an internal copy team
- Outcome 4: Be the most effective manager coach in RevOrg
- Cover “pit and peak” messaging and calls in weekly 1:1s with direct reports and manager
- Be the call craft leader through call scoring and live gamefilm count
- Hold your team accountable to data-driven expectations: SLAs, activity, KPIs, data hygiene, etc
- Co-create and co-implement plan with Enablement Manager that proves skill growth
- Outcome 5: Achieve capacity and productivity targets
- Measure and proactively report on headcount drivers
- Build interview cadence with Talent Team and conduct manager round interviews to assess and decide on candidate fit for open roles
- Consistently hire reps with high tempo who push themselves to meet ramp quota and spur on teammates to resilience and high performance
- Drive the growth and development of exceptional reps to exceed their individual quotas, preparing them for promotion to BDR, AE, AM, or other roles
COMPETENCIES
- Data-Driven Leadership
- You make decisions rooted in data or themes to drive business impact
- You interpret data from multiple perspectives and sources, including external
- You extract productivity insights from 15Five’s tech stack into rep coaching
- You are responsible for and drive data integrity within your team
- Courageous Communication
- You have high self awareness and are complimented by colleagues on EQ
- You are an effective communicator up and down the org and with the market
- You have a point of view–including the 15Five UVP–and you share it
- You support reps and Leadership through training and feedback
- You seek out advice with the intent to grow your craft as a communicator
- “Get it Done” Ownership
- You are agile, resilient, and more driven than most
- You are stubborn about overcoming obstacles and being successful
- You can be counted on to consistently meet goals
- You keep your word, uphold SLAs, and show up on time
- You know org-wide goals and make your mark on them as a team
- High Pace Initiative
- You thrive in an uptempo dynamic environment ripe for personal im
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