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About the Role

Manage and develop a team of 8-10 Sales Development Representatives responsible for generating outbound opportunities and qualifying inbound leads for Digital and Enterprise sales teams. This role requires strong coaching abilities, expertise in implementing scalable processes, and hands-on utilization of Salesforce, Outreach, and analytics.

Responsibilities

• Manage and develop Optimizely’s existing team of SDRs
• Drive outstanding pipeline generation results across all regions and segments
• Continue to grow the SDR team by driving the hiring process, in partnership with People Operations
• Drive business planning, goal attainment, measurement/improvement and compensation design to maximize team results
• Own and develop Optimizely’s pipeline capacity model and forecast, working in partnership with customer operations, marketing and sales leadership
• Work with Sales and Marketing to systematically improve the lead qualification processes and pipeline conversion rates to maximize team efficiency, effectiveness, and lead quality
• Conduct weekly and monthly forecasts around team performance
• Work closely with Account Executive teams and Sales and Marketing Management to ensure a positive working relationship and maximize the effectiveness of the sales development team
• Remove whatever roadblocks arise that could impede the success of the SDR team

Requirements

• Experience leading and growing a sales or sales development team, preferably in a Enterprise-caliber SaaS environment
• Proven track record training, coaching and mentoring SDRs and managers
• Understanding of larger ACV, enterprise sales processes as well as account seeding strategies is a must
• Ability to interact effectively with all levels of management and with multiple departments including sales, marketing, product marketing and services
• Aptitude for building reports and making data-driven decisions

Skills

• Salesforce
• Outreach
• Analytics
• Communicating Effectively
• Accepting Responsibility
• Driving Continuous Improvement
• Developing Talent
• Adapting to Change

Experience Level

• Manager

Education Level

• Bachelor's degree or equivalent experience

About the Company

• Optimizely is a platform that enables businesses to experiment and personalize digital experiences.