MANAGER, SALES DEVELOPMENT
SpyCloud is on a mission to disrupt the cycle of cybercrime. As the leader in identity threat protection, our solutions thwart cyberattacks that originate from the use of stolen identity data, including account takeover, ransomware, and online fraud, and protect more than 4 billion accounts worldwide.
We are looking for a Manager, Sales Development to act as player-coach of our US SDR team. They will oversee and contribute to the creation of qualified sales opportunities and own operational and administrative tasks that create efficiency and scale across the team. Cybersecurity is an exciting, ever-changing space, and SpyCloud in particular is a special place to work. We are at the forefront of the fight to disrupt the cybercriminal economy and make the internet a safer place to do business. If you’re driven to connect our solutions with decision makers that need help protecting their employees, customers, and supply chain – please apply.
About the Role
Reporting to the global Head of Sales Development, the Manager will be instrumental to GTM success and responsible for building quality pipeline month over month. This role is a mix of strategy, planning, execution, mentoring, and operations. Our sales development team reports into the Marketing organization, which aligns the end-to-end lead-to-pipeline generation process to one team. We are looking for a hands-on, results-driven manager who has proven success leading an SDR team.
What You’ll Do
- Hire, train, and manage a team of US-based sales development professionals
- Coordinate, direct, and monitor the inbound and outbound efforts of assigned reps by tracking and reporting weekly activities
- Regularly report on team/individual results
- Utilize Salesforce, Outreach, Orum, and analytics platforms to make data-driven decisions
- Partner with our Growth Marketing team to ensure SDRs are converting MQLs from targeted programs
- Outbound to a subset of enterprise accounts and book meetings for regional sales directors
- Work closely with Marketing, Sales, and Revenue Operations to improve opportunity management, and qualification processes
- Collaborate with Marketing teams to develop effective inbound and outbound sequences that convert leads
- Be the source of knowledge for SDR processes and industry best practices
- Engage with cross-functional teams to build your knowledge base about the industry and what makes SpyCloud unique
- Motivate team members through creative incentives
- Manage the hiring and onboarding process to optimize ramp time
- Demonstrate a strong understanding of SpyCloud’s value prop
- Work side by side with SDRs, coaching on objection handling, replies, and mastering the SpyCloud pitch
- Ensure successful follow through of the SpyCloud sales cycle by maintaining accurate activity and lead qualification information in Salesforce
About You:
- You have a proven track record of consistently achieving targets/quotas.
- You are experienced in hiring and retaining top SDR talent.
- You are committed to developing and mentoring SDRs.
- You are process driven and excel at leading others through process.
- You understand the art and science of sales outreach and process.
- You aren’t afraid to dive into data and figure out ways to improve team efficiency.
- Your communication style is clear, creative, and persuasive.
- You are self-motivated, tenacious, and have a strong attention to detail.
- You are passionate, resilient, and see challenges as opportunities.
- You are high energy, with a relentless drive and a built-in sense of urgency.
Requirements:
- Must be located in Austin, Texas
- 4+ years proven success selling SaaS and/or cybersecurity solutions to a diverse mid-market and/or enterprise customer base
- 2+ years of experience managing an SDR team
- Knowledge of sales tools including Salesforce.com, ZoomInfo, LinkedIn Sales Navigator, Orum, and Outreach required
- Strong organizational, communication, and time management skills
- Solid understanding of SDR and lead development best practices and procedures
- Clear and positive communication and relationship building skills
- Ability to succeed in a collaborative environment and operate as a team player
- Bachelor’s degree preferred but not required
