Manager of Inside Sales (Financial Services Preferred)

Summary

The Manager of Sales Development is accountable for managing a team responsible for prospecting and generating revenue. This person is a data-driven manager who directs their team to identify and execute on winning opportunities, provide proper and timely follow-up, and deliver an excellent customer experience. The Manager of Sales Development also ensures that the sales representatives are performing at a high level and prioritizing opportunities in accordance with company objectives.

What You'll Do

Leadership and Team Management

• Build a strong, sustainable organization with high levels of employee engagement by attracting and developing superior talent and rewarding superior performance of teams and individuals

• Develop a team of sales representatives through regular coaching and knowledge sharing, giving feedback and career development opportunities, and fostering a positive and collaborative team environment

• Help the team achieve quarterly pipeline targets, bookings targets, and sales accepted opportunities by driving the value of Workiva’s platform with current customers and new logos

• Ensure team members have specific direction on building a qualified pipeline within new customers and existing accounts

• Communicate and liaise with leaders and peers to win together in a matrix organization

• Identify knowledge gaps on the team and provide training when and where appropriate

• Maintain a high level of communication with Senior Directors of Sales Development to stay abreast of continually changing focus to meet the needs of the sales organization and Workiva

• Navigate internal departments and foster cross-functional relationships to drive alignment with global strategies and programs

• Establish strong relationships with sales managers and ensure TDRs on the team are having weekly 1:1’s with each Account Executive they support

Sales Expertise and Strategy

• Develop and implement go-to-market strategies that align with market trends and customer needs

• Understand customers' needs to effectively help the team navigate complex sales cycles and provide actionable customer insights

• Establish and maintain strong working relationships with internal and external stakeholders and leadership

• Collaborate with product marketing, sales, and finance to leverage data and metrics to inform selling strategies and decision-making

• Identify and execute on areas of opportunity for process improvement within industry best practices

• Leverage data and metrics to perform sales forecasting and pipeline management

What You'll Need

Minimum Qualifications

• Bachelor’s degree with a minimum of 5 years of Sales Development and/or related experience

• 2 years of direct people management experience

Preferred Qualifications

• Strong understanding of the Financial Services landscape.

• Proven track record of successfully scaling inside sales teams in a high-growth environment

• Proficient knowledge of the Software as a Service business model

• Demonstrated coaching and leadership skills

• Ability to motivate team members and influence others

• Strong presentation skills

• Strong knowledge of Workiva products and internal processes through a commitment to ongoing training

• Excellent time and territory management skills

Travel Requirements & Working Condition

• 25% travel for internal meetings and trainings

• Reliable internet access for any period of time working remotely, not in a Workiva office