Senior Manager, Global SDR at Leanplum
San Francisco, CA, US
About Leanplum
 
Leanplum, the leading multi-channel customer engagement platform helps forward-looking brands like Tesco and Zynga meet the real-time needs of their customers. By transforming data into an understanding of users' needs and wants, and optimizing engagement campaigns utilizing multiple communication channels, our platform delivers unified experiences that are timely, tested, and relevant — building customer loyalty that fuels business growth. Founded in San Francisco, Leanplum has offices across North America, Europe, and Asia, and has received more than $125 Million in funding from leading Silicon Valley venture capital firms. Leanplum has been recognized as Fortune's Best Companies to Work For and Entrepreneur's Best Entrepreneurial Companies in America. Learn more at www.leanplum.com
 
About The Role
 
Our GTM team is seeking a global Senior SDR Manager to drive qualified leads and pipeline growth for Leanplum’s Sales team by training, coaching, and scaling our SDR team managing SDRs directly. The team is comprised of both inbound and outbound SDRs, located across the US, EMEA and APAC who support our Mid-Market and Enterprise sales segments, as well as core Marketing activities (campaigns, events, announcements). This includes driving the full sequencing of customer touch activity including content, timing and medium.  As a key contributor on the GTM Enablement Team, you will be responsible for the enablement and success of the global SDR organization including monitoring and driving attainment of monthly and quarterly targets. You will partner closely with the Regional Sales Leaders, Marketing and Sales Operations to understand critical needs and gaps, building plans to prioritize and address key business requirements. You will have a track record of success building high performing SDR teams and be adept creating content and delivering training, in addition to having a passion for individual, one-on-one coaching and development.  

Responsibilities

    • Responsible for hiring, ongoing coaching and development, and performance management of global SDR Team to deliver against key performance metrics 
    • Help define performance metrics by which SDRs will be measured, such as call/email activity, response rates, leads generated, lead quality, ultimate lead-to-close
    • Guiding and managing prospect research and list building activity
    • Monitoring outbound activities to ensure key performance metrics linked to lead generation are achieved
    • Develop and deliver ongoing training on sales prospecting, email outreach, and outbound calling
    • Coaching individual SDRs through call shadowing, role play, and performance reporting
    • Become a subject matter expert in articulating the Leanplum platform Value-adds, Ideal Customer Profile, and Qualification Criteria
    • Analyze SDR performance metrics to identify opportunities for improvement and provide feedback for SDR performance assessments
    • Partner with Sales Leadership to build an ongoing feedback loop to ensure SDR onboarding & continuous learning programs are meeting expectations 
    • Measure and report on business impact of enablement programs delivered
    • Accountability for achieving monthly & quarterly performance targets 
    • Establish strong partnerships with Sales Ops and Marketing, to ensure enablement programs

Requirements

    • 4+ years of SDR Management experience, specifically with hiring, building and enabling high-functioning teams, exposure to managing within a matrix preferred
    • 8+ years  of experience in a sales organization, much of which should have been in a SaaS environment in a customer facing role, such as inside sales, business development, account management and/or customer service
    • Strong project management, prioritization and organizational skills; ability to manage multiple large scale projects across the team
    • Excellent oral and written communication skills, including presentations/slides
    • Great interpersonal skills - able to work with others both internally and externally
    • Experience providing feedback as a coach/mentor
    • Experience with sales development tool stack - (Ex: Outreach, Salesforce, ZoomInfo, LinkedIN etc.)
    • Strong process and analytical skills to identify inefficiencies and build improvements
    • Ability to thrive in a dynamic and changing environment
    • Experience in fast-growth, SaaS startup environments highly desired
    • Experience with MEDDICC Sales Methodology preferred

Benefits & Perks

      • Competitive salary
      • Health, vision, and dental insurance
      • Flexible vacation
      • Flexible location within the US
 
Build more than a Career. Create Meaning.
Leanplum is an equal employment opportunity employer for all applicants and employees.  We do not unlawfully discriminate on the basis of race, color, religion, sex (including pregnancy, childbirth, or related medical conditions), gender identity, national origin, ancestry, citizenship, age, physical or mental disability, legally protected medical condition, family care status, veteran status, marital status, domestic partner status, sexual orientation, or any other basis protected by applicable local, state, or federal laws. When necessary, we also make reasonable accommodations for disabled employees and for pregnant employees who request an accommodation, with the advice of their health care providers, for pregnancy, childbirth, or related medical conditions.