Sales Development Manager

San Francisco, California
The Sales Development Manager is responsible for building and managing a high performing team of SDRs (Sales Development Representatives) that will work in collaboration with the field sales team. You will build out the metrics for performance and success for this new addition to the sales organization and will spend time speaking directly with prospects to drive an understanding of the most effective way to engage with our partners.

The SDR team will be responsible for identifying and creating qualified sales opportunities within target accounts for Regional Account Directors. They may also manage inbound lead activity, qualifying active buying interest and developing opportunities in prospect accounts. SDRs will be responsible for conducting business dealings with Marketing leaders in a way that creates a superior experience that will set the stage for effective sales follow-up, as well as future product sales. This position reports to the Vice President of Sales.

Here’s what you’ll do as part of the team:

    • Leverage training and internal resources to become an expert about the company, industry and our platform’s benefits and features in order to effectively prepare the SDR team to articulate the Apartment List value proposition, while gathering information about prospect needs
    • Collaboration with cross functional teams to understand Apartment List’s go to market strategy
    • Interview and hire experienced SDRs to develop this team of professionals
    • Strategically coordinate outbound activities to target various buying personas and create high-value opportunities in target accounts
    • Understand the value drivers of prospects to craft outbound campaigns that offer unique perspectives specific to their economic motivators
    • Coach the team to successfully manage and overcome prospect objections
    • Provide ongoing training, support and leadership to the SDR team
    • Consistently drive performance to ensure delivery of revenue objective
    • Analyze and report on key metrics and forecasted performance

Here are the skills and experience you’ll need to be successful:

    • At least three years of relevant work experience, preferably in sales development leadership
    • Experience engaging with multiple Sr. level leaders within an organization
    • Pre-call planning, opportunity qualification, objection handling, call structure and control, time and territory management
    • Proven track record of achieving measurable sales goals in a sales environment where accurate entry and management of lead data in a CRM system was required
    • A solid track record of success, agile and embrace change, ambitious and don’t take no for an answer, and determined to overcome obstacles
    • Motivated self-starter and love bringing new ideas to the table, a team player that leads by example 
    • High-energy: fun, happy, optimistic and have fantastic phone skills
    • Proficient with standard corporate productivity tools (email, voicemail, MS Office)
    • Experience with email and social media (LinkedIn, Twitter, etc.)
    • Sales training and experience a plus

And here is what’s in it for you:

    • An opportunity to make an impact and become part of a world-class team where you can grow within the company by being rewarded and recognized based on your performance
    • An exceptional team: our hiring bar is absurdly high and your colleagues are talented, motivated, self- starters
    • A great office environment in the heart of SOMA: surrounded by restaurants and coffee shops, located just three blocks from the ballpark
    • Lots of cool team building events, team off-sites, company ski trip, and an annual sales conference which is followed up with an epic closing party!