Manager, Sales Development

Manager, Sales Development

Work Location: Redwood City, CA (Hybrid, in office 3 days per week)

Sumo Logic is looking for a dynamic and empowering Sales Development Manager responsible for building and leading a team of enterprise and commercial SDRs & ADRs based out of Redwood City, CA.  In this critical role, you will manage the day-to-day operations of your team by creating a culture of empowerment and self-motivation that holds individual SDR/ADRs accountable for attaining their quarterly quotas.

The right candidate must be a strong mentor, have the ability to put the team first, solve problems and work well in a fast-paced environment. A deep-seated passion for the growth and continued success of your team is a must.

Responsibilities:

Team Leadership & Development

• Attract, hire, retain, and develop talent 
• Foster a positive, motivating team culture focused on continuous improvement
• Conduct regular 1:1 meetings, performance reviews, and call coaching sessions
• Assist with both initial and ongoing SDR enablement
• Review and provide feedback on SDR calls and meeting qualification notes every week
• Own KPI’s, supervise the activity of the team, track the results and drive team execution
• Motivate team members through creative incentives

Sales Strategy & Execution

• Align the SDR team’s activities with broader marketing and sales priorities
• Develop and implement effective outbound prospecting strategies
• Analyze team performance metrics and optimize processes for maximum efficiency
• Collaborate with marketing to ensure seamless lead generation and nurturing
• Ensure the output of the SDR team is in line with expectations, closely monitoring both quantity and quality

Cross-Functional Collaboration

• Partner closely with sales leadership to ensure a smooth lead handoff process
• Work with marketing teams to align messaging, campaigns, and content strategies
• Identify and make recommendations for improvement in the areas of Process, Efficiency, and Productivity
• Build and provide weekly and quarterly SDR performance reports to multiple stakeholders

Qualifications:

• 2+ years experience leading SDR teams with direct responsibility for recruitment, retention, and performance management
• Willing to be in office 3x per week (Tuesday, Wednesday, Thursday)
• Experience communicating and presenting at an executive level
• Passion for coaching and developing early-career sales talent
• Deep understanding of leading through data analysis and metrics.
• A desire for operational rigor and excellence that fosters growth and evolves processes to accelerate success
• A knack for quickly deconstructing challenges and then prioritizing steps to tackle them.
• Comfort with leveraging and providing hands-on coaching on the SDR prospecting tech stack

About Us:

Sumo Logic, Inc., empowers the people who power modern, digital business.  Sumo Logic enables customers to deliver reliable and secure cloud-native applications through its SaaS analytics platform. The Sumo Logic Continuous Intelligence Platform™ helps practitioners and developers ensure application reliability, secure, and protect against modern security threats, and gain insights into their cloud infrastructures. Customers worldwide rely on Sumo Logic to get powerful real-time analytics and insights across observability and security solutions for their cloud-native applications. For more information, visit www.sumologic.com.

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The expected annual base salary range for this position is $88,088- $119,119. Compensation varies based on a variety of factors which include (but aren’t limited to) role level, variable pay, skills and competencies, qualifications, knowledge, location, and experience. In addition to base pay, certain roles are eligible to participate in our bonus or commission plans, as well as our benefits offerings, and equity awards.