Director, Sales Development

3 days ago

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Handshake

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Helping all students and recent grads find their next opportunity.

Technology • Education • HR • internet • careers

501 - 1000

Description

• Manage, mentor, develop and drive the performance of SDR Manager(s), Inbound & Outbound Sales Development Representatives (ISDRs & OSDRs), and Business Development Representatives (BDRs). • Recruit, hire, train, coach and develop SDR Manager(s) and SDRs/BDRs to exceed the Company’s ARR Plan, SDR team quota and individual quotas. • Analyze current outreach and opportunity generation practices, immerse yourself in team metrics, and identify areas for improvement at scale. • Collaborate with the VP of Sales, Sales Leaders, Account Executives, SDRs/BDRs, and Revenue Operations to optimize lead volume and quality, deliver a healthy pipeline of qualified outbound leads and exceed outbound pipeline and ARR targets, the Company’s ARR Plan, SDR team quota and individual quotas. • Collaborate closely with our Marketing & cross-functional demand generation stakeholders to develop and execute on lead generations campaigns, improve SLA on Marketing Qualified Leads (MQLs), improve conversion rate of Inbound MQLs to Stage 1/2/3 sales opportunities and exceed inbound pipeline and ARR targets. • Proactively develop new strategies and tactics to accelerate pipeline growth each quarter. • Strategize with the VP of Sales, Director of Revenue Operations and Finance team on headcount planning, pipeline targets and SDR-sourced ARR, the Company’s ARR Plan, SDR team quota and individual quotas. • Demonstrate strategic thinking to drive higher lead conversion, accelerate ARR, and reduce ramp time for new SDR/BDR hires. • Support the mentorship and development of the SDR organization, preparing team members for career progression into Account Executive roles and expanded opportunities across the new business sales organization. • Partner with Sales Enablement to generate data analyses and determine training curriculum needs, goals and deliverables. • Through continuous process improvement, contribute to the team growth and success of the broader Sales team.

Requirements

• 8+ years of sales or sales leadership experience driving new business ARR for a high-growth business. • 5+ years managing Sales Development Representatives (SDRs) and 3+ years leading SDR Managers as a 2nd line people leader. • Proven success leading and growing SDR organizations, developing multi-quarter and multi-channel strategies, and exceeding the Company’s ARR Plan, SDR team quota and individual quotas. • You have built and led an SDR organization with 20+ people in a fast-paced, technology/SaaS company. • You have a proven record of sales success and possess strong collaboration and communication skills. • You identify and communicate organizational roadblocks and are able to resolve them proactively. • Experience exceeding the expectations of executive leadership, including the C-suite and VPs, by beating your targets and unpacking the root causes and variables that led to your team’s successes and areas of improvement. • You have a robust Salesforce analysis and reporting skill set and have detailed knowledge of SaaS tech stack including sourcing, prospecting, and outreach technologies. • You are comfortable in a fast-paced environment that requires the ability to work independently and adaptively, anticipate and mitigate friction points, and take initiative to promptly resolve and learn from challenges.

Benefits

• Equity and ownership in a fast-growing company. • 16 Weeks of paid parental leave for birth giving parents & 10 weeks of paid parental leave for non-birth giving parents. • Comprehensive medical, dental, and vision policies including LGTBQ+ Coverage. We also provide resources for Mental Health Assistance, Employee Assistance Programs and counseling support. • Handshake offers $500/£360 home office stipend for you to spend during your first 3 months to create a productive and comfortable workspace at home. • Generous learning & development opportunities and an annual $2,000/£1,500/€1,850 stipend for you to grow your skills and career. • Financial coaching through Origin to help you through your financial journey. • Monthly internet stipend and a brand new MacBook to allow you to do your best work. • Monthly commuter stipend for you to expense your travel to the office (for office-based employees). • Free lunch provided twice a week across all offices. • Referral bonus to reward you when you bring great talent to Handshake. • 401k Match: Handshake offers a dollar-for-dollar match on 1% of deferred salary, up to a maximum of $1,200 per year. • All full-time US-based Handshakers are eligible for our flexible time off policy to get out and see the world. In addition, we offer 8 standardized holidays, and 2 additional days of flexible holiday time off. Lastly, we have a Winter #ShakeBreak, a one-week period of Collective Time Off. • Family support: We partner with Milk Stork to provide comprehensive 100% employer-sponsored lactation support to traveling parents and guardians. Parental leave coaching and support provided by Parentaly. • Pension Scheme: Handshake will provide you with a workplace pension, where you will make contributions based on 5% of your salary. Handshake will pay the equivalent of 3% towards your pension plan, subject to qualifying earnings limits. • Up to 25 days of vacation to encourage people to reset, recharge, and refresh, in addition to 8 bank holidays throughout the year. • Regular offsites each year to bring the team together + opportunity to travel to our HQ in San Francisco. • Discounts across various high street retailers, cinemas and other social activities exclusively for Handshake UK employees. • 25 days of annual leave + 5 days of a winter #ShakeBreak, a one-week period of Collective Time Off across the company. • Urban sports club membership offering access to a diverse network of fitness and wellness facilities. • Discounts across various high street retailers, cinemas and other social activities exclusively for Handshake Germany employees.