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Sales Development Manager
| Company | Glean |
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| Location | Palo Alto, CA, USA |
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| Salary | $120000 – $200000 |
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| Type | Full-Time |
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| Degrees | |
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| Experience Level | Senior |
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Requirements
- 4+ years of quota-carrying sales experience as an individual contributor, with a proven, consistent track record of exceeding goals
- 2+ years of experience leading sales development teams with a proven track record of exceeding goals in an outbound sales environment
- Proficiency with Salesforce and other sales enablement tools (i.e. Outreach, Sales Navigator)
- Validated experience in building and scaling an SDR or BDR team
- The ability to leverage data to drive decisions, create systems, and identify process improvements to improve efficiency
- Passion and curiosity around technology with an ability to comprehend and articulate value points to customers and team members
- The desire to work in a fast-paced, ‘do what it takes’ startup culture!
Responsibilities
- Lead a team of SDRs to generate pipeline and create qualified opportunities for our North American sales team
- Recruit, coach, and mentor SDRs on the floor – shadowing, role plays, process improvement, and performance reporting in recurring 1:1s
- Build repeatable training for the SDR team in sales skills and product/industry understanding
- Consult with Glean’s GTM leadership to build and execute on a strategic growth plan
- Enable the team with company standard sales methodologies
- Leverage creative marketing and sales tactics to help the global SDR team prospect and engage with multiple buyer personas
- Define, manage, and optimize KPIs and metrics by which the SDR team will be measured. Manage BDR reports and dashboards
- Work in collaboration with GTM Leadership teams to develop effective messaging to convert inbound interest into qualified pipeline
- Work with the Marketing team to provide feedback on MQLs and campaigns
- Ensure team members are adhering to Glean’s values, driving diversity and inclusion practices
- Foster an amazing culture for the SDR team rooted in respect, honesty, and transparency
- Develop scalable sales systems and processes that drive predictive revenue growth
- Develop specific and targeted sales goals, and implement tactics to accelerate growth
- Continuously evaluate and optimize results, and make KPI/data-driven recommendations
Preferred Qualifications
- Startup and SaaS experience is a big plus!
