Market Development Representative Team Lead

Company Overview

Docusign brings agreements to life. Over 1.5 million customers and more than a billion people in over 180 countries use Docusign solutions to accelerate the process of doing business and simplify people’s lives. With intelligent agreement management, Docusign unleashes business-critical data that is trapped inside of documents. Until now, these were disconnected from business systems of record, costing businesses time, money, and opportunity. Using Docusign’s Intelligent Agreement Management platform, companies can create, commit, and manage agreements with solutions created by the #1 company in e-signature and contract lifecycle management (CLM).

What you'll do

The MDR Team Lead will manage, mentor, and develop a team of Market Development Representatives (MDR’s) to achieve individual opportunity generation quotas. The MDR team is responsible for sourcing and qualifying opportunities with prospective customers. The MDR Team uses targeted questions about their business strategy and then uses this information to align and sell Docusign’s product offerings. This management role will need to be able to measure, monitor and hold MDRs accountable for their activities and results, as well as improve deal generation, facilitation, and closing effectiveness.

 

They will work with their manager, as well as with sales and business development leadership, to build scalable systems and processes to maximize sales effectiveness and efficiency. The manager will mentor MDRs and build a strong, cohesive, collaborative team and will also be responsible for forecasting and delivering on quota.

 

This position is a people manager role reporting to the Director, MDR.

 

Responsibility

• Take ownership of the delivery of pipeline requirements for the supported team
• Demonstrate a set of demand generation activities to meet defined pipeline generation targets
• Partner with the recruitment team to hire and onboard new talent for the sales team
• Support and encourage the personal development plans for each team memberDrive structured and consistent mentorship to the team in conjunction with the next level manager
• Ensure that the team is enabled on campaigns, promotions and messaging (industry and competitive) to targeted industries, segments and accounts
• Engage your sales development team in relevant demand generation actions through consistent communication and results analysis
• Anticipate issues through reporting and data analysis, SFDC lead queue management
• Promote the best use of demand generation tools within sales teams and sharing standard processes between countries and teams [i.e. Outreach, Eloqua, SFDC]

Job Designation

Hybrid: Employee divides their time between in-office and remote work. Access to an office location is required. (Frequency: Minimum 2 days per week; may vary by team but will be weekly in-office expectation)

 

Positions at Docusign are assigned a job designation of either In Office, Hybrid or Remote and are specific to the role/job. Preferred job designations are not guaranteed when changing positions within Docusign. Docusign reserves the right to change a position's job designation depending on business needs and as permitted by local law.

What you bring

Basic

• BA/BS degree or equivalent sales related experience
• 1+ years of management experience leading a software sales team in a quota carrying role

Preferred

• Prior experience in the SaaS industry
• Quota-attainment record of meeting and/or exceeding targets by managing process for identifying, qualifying, and closing new business as well as and not limited to growing an existing install base
• Prior experience developing and maintaining business, sales, and vertical market plans as well as negotiating and closing complex deals
• Verbal and written communication skills, including excellent reporting (CRM) and forecasting skills
• Driven, enthusiastic and hard-working nature
• Ability to form strong business relationships

Wage Transparency

Pay for this position is based on a number of factors including geographic location and may vary depending on job-related knowledge, skills, and experience.

 

Based on applicable legislation, the below details pay ranges in the following locations:

 

Washington: $60,400.00 - $84,975.00 base salary

 

This role is also eligible for the following:

• Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent