Manager, Sales Development (Indianapolis, IN or Raleigh, NC ONLY)

US, Remote /
Revenue Organization – Sales Development /
Full Time Exempt
The Manager of Sales Development is a passionate and empathetic leader who will focus on driving high-performance, strong engagement and the growth and development of our Velocity Outbound Sales Development teams. 

15Five’s Sales Development Team is a critical part of our Revenue Organization. In this role, the Manager of Sales Development advises and coaches a team of Outbound Velocity SDRs (SMB and Lower Mid-Market), in collaboration with other SDR Leaders. 

This position's primary responsibilities will be to train and coach SDRs, achieve team-wide opportunity quotas, communicate department and company level objectives and initiatives, developing strategic initiatives 3-6 months out while looking for long-term solutions to support 15Five scalability, and work cross-departmentally to execute on company goals. This role partners closely with Marketing,  Sales, Revenue Operations and Sales Operations to ensure accurate reporting and efficient processes.

The ideal Manager of Sales Development is tactical, strategic, and performance-driven. They have a deep understanding of the top of the funnel and pipeline dynamics and are able to effectively elevate the expertise of our SDRs while also creating and executing the strategies and plays that move the business forward. They are compassionate and committed to delivering customer success and delight. They excel at communication and coaching SDRs and have extensive experience in Sales Development, Account Based Marketing (ABM) and tactical execution of top-of-funnel sales. This individual is dedicated to a stellar customer experience, operational efficiency and excellence, and the development of an awesome team of rising star SDRs.

OUTCOMES

    • Outcome 1:  Achieve # Sales Qualified Leads Goal 
    • Coach to high outbound activity supporting Velocity OB SDR job expectations
    • Coach direct reports to hit opportunity goals per week and review disqualified opportunities on a weekly basis to improve qualification rate
    • Maintain a team qualification rate of at least 70%
    • Coach and drive discovery calls booked weekly, monthly and quarterly goals, with qualified prospects; proactively review qualification calls to convert to introductory calls with an AE 

    • Outcome 2:  Quarterly: Achieve Qualified Pipeline Goal of 5x Coverage of our Revenue Targets
    • Coach to team goals of qualified pipeline with Velocity ICP prospects; maintain ASPs
    • Report weekly team progress against pipeline goals to Revenue leadership

    • Outcome 3: Drive operational excellence across all of our revenue-generating channels and tools
    • Create, document and roll out playbooks and Outreach sequences to support Outbound Velocity opportunity creation in collaboration with AE Leadership and Marketing
    • Develop forecasting framework and perform detailed reporting and analysis of team metrics and KPIs to measure against individual, team, and company objectives
    • Partner with Marketing to optimize MQL conversions,  increase pipeline in alignment with TOFU goals

    • Outcome 4: Drive self and team accountability to drive business results
    • Responsible for leading, developing, and managing Velocity Sales Development Representatives; conduct coaching and drive accountability, engagement, efficiency, and high performance 
    • Hold your team accountable to job expectations: SLAs, Outreach, Activity, Data Hygiene, etc. 
    • Weekly call reviews and Gong scoring in 1:1 with all direct reports
    • Bi-weekly group call review/accountability sync with OB SDR team to provide collaborative feedback

    • Outcome 5: Achieve SDR hiring and promotion goals in partnership with the SDR Leadership and Talent Team
    • Conduct first and second round interviews to assess candidate fit for the role 
    • Work with Talent Team on a regular basis to ensure hiring goals are met 
    • Hire top talent
    • Drive the growth and development of exceptional SDRs to meet and exceed their individual and team targets, while preparing the team for promotion to Strategic SDR2 and other areas of the business.

COMPETENCIES

    • Best Self Management 
    • You create a powerful shared context to drive workplace culture and performance standards
    • You facilitate team member growth to help others be and become their best selves
    • You focus on relationships and teach others how to cultivate relational mastery
    • You lead with radical candor centering, around caring personally for others and challenging them directly 

    • Data Driven Leader
    • You make decisions rooted in data to drive business impact 
    • You have the ability to interpret data from multiple perspectives and sources
    • You leverage 15Five’s tech stack to use and build reports that provide business insights and tools to support team coaching 
    • You are responsible for and drive data integrity

    • Responsible Team Player
    • You consistently meet or exceed quota/KPIs
    • You show up on time for meetings. You watch recordings of any missed meetings in a timely fashion
    • You are aware of, and working in pursuit of team/org wide goals
    • You complete work with integrity, upholding SLAs
    • You prioritize SDR coaching and performance first, above all other pet projects

    • Strategic Self Starter
    • You are agile, able to thrive in fast-paced environment
    • You have understanding of team metrics you need to hit to achieve/exceed goals
    • You are highly organized in time management
    • You leverage 15Five check-ins and 1on1s for feedback and identifying wins/challenges
    • You take initiative to suggest solutions, not just identify problems

    • Pursuit of Relational Mastery
    • You are an effective communicator, with a keen attention and focus on written and spoken communication, able to relay value of 15Five to prospects
    • You consistently stay above the line, assume positive intent
    • You focus on value-based outreach/communication with prospects
    • You contribute/support SDR team members and leaderships through training participation, and feedback

    • Learning never sleeps
    • You are committed to continuous learning and ongoing growth and development
    • You seek out and share feedback in messaging and cold calls

DESIRED EXPERIENCE

    • Bachelor’s degree or relevant work experience
    •  1+ years of Sales Development leadership experience 
    • Advanced proficiency in SFDC, ChiliPiper, Zoom, Slack, Outreach.io, Gong, Google Suite, Guru, and LeadIQ
    • Demonstrated leadership and high performance in life (work in prior roles, volunteer work, on a team or club, etc.)

SAMPLE WEEK IN THE LIFE

    • Monday: run SDR team standup, attend boost (company all-hands meeting)/department meetings, monitoring SFDC hygiene, call coaching 

    • Tuesday: run SDR team standup, one-on-ones, call coaching, SDR interviews, process checks and creation/optmization, monitoring SFDC hygiene, cross-departmental meetings 

    • Wednesday: run SDR team standup, one-on-ones, call coaching, SDR interviews, process checks and creation/optimization, monitoring SFDC hygiene, cross-departmental meetings

    • Thursday: run SDR team standup, one-on-ones, call coaching, SDR interviews, process checks and creation/optimization, monitoring SFDC hygiene, cross-departmental meetings, leadership development time

    • Friday: run SDR team standup, one-on-ones, call coaching, SDR interviews, process checks and creation/optimization, monitoring SFDC hygiene, cross-departmental meetings
ABOUT 15FIVE

Founded in 2011, 15Five equips HR leaders to play a strategic role in their company’s growth. HR leaders use 15Five to combine engagement, performance, and OKRs on one platform so they can make insightful decisions and take strategic action. Unlike other ‘command and control’ performance systems, 15Five uses the latest in people science to turn managers and employees into self-driven owners of performance and engagement. To further the impact of talent on company growth, 15Five also provides education, coaching, and community for HR leaders, managers, and employees. HR leaders at over 2,800 companies, including Credit Karma, Spotify, and Pendo, rely on 15Five’s software and services to make their talent a growth driver.

At 15Five we focus on building a diverse team that prioritizes inclusivity and celebrates everyone’s unique identity. We are proud of our thriving hybrid culture that supports a remote-first workplace balanced with distributed office hubs, and annual opportunities for all employees to connect in person. We also offer: full Medical, Dental, and Vision, employer paid Term, Short Term and Long Term Disability, paid Sick Time Off, Military Leave, Jury Duty Leave, Unlimited Vacation, flexible work arrangements, up to 16 weeks Paid Parental Leave for birth and non-birth parents, Bereavement Leave, therapy and relationship counseling, weekly Best-Self Time, monthly stipend for wellness, monthly reimbursement for phone and/or internet, Sabbatical Program accessed at 5 or 7 Years and Retirement Account Program with 4% match at 6 months employment. We also provide extensive training and development such as strengths discovery and alignment and Manager specific development opportunities.

For more information see:

Our Mission, Vision & Values - https://www.15five.com/about/
Our People and Culture - https://www.15five.com/about/careers/
Diversity, Equity & Inclusion - https://www.15five.com/dei/
Our Personal & Professional Development Resources - https://www.15five.com/resources/content-library/ 

Reading over the role description and feeling like you don’t check every box? That’s okay; if you think you have what it takes but don’t necessarily meet all the criteria, please apply—you could be exactly who we are looking for!

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