Director, Sales Development
Company: abnormalsecurity
Department: Sales Development
About The Role
We are seeking a highly motivated sales development leader to join our organization as a Director, Sales Development for the America’s SDR Team. This leader will be responsible for all elements of team development – recruitment, hiring, coaching, strategy, process, etc. - of an SDR team, as well as driving pipeline growth and exceeding qualified meeting targets within the America’s region. This is an exciting opportunity to join a cybersecurity market leader with an unparalleled growth trajectory. Our Sales Development function is the “tip of the spear” for that growth - are you ready? The role will report directly into the Vice President, Global Sales Development.
About You
The ideal Director candidate should have experience and a track record of success leading SDR teams of 30+, a desire to be challenged, a team oriented mindset, and a mentality of overachievement.The candidate will need to have exceptional organizational skills and the ability to manage multiple competing priorities. Strong written & verbal communication skills are also a must have. This role will be responsible for owning all aspects of outbound Sales Development for North & South America.
What You Will Do
- Define and execute the strategy for outbound SDR across North & South America
- Manage relationships and communication cross functionally with Senior Leaders to ensure the SDR organization is supported and equipped to achieve goals (i.e. Product & Field Marketing, MOPS, SOPs, Campaigns, Sales, etc.)
- Provide Director level leadership to front line SDR Managers and Senior Managers and empower the SDR Leadership Team to exceed goals through mentorship, coaching, & strategy
- Drive the adoption of all appropriate initiatives to improve pipeline generation excellence. Build discipline, training, and process across the team to optimize execution in all aspects of the pipeline generation and pipeline qualification process.
- Coach managers and reps on sales strategies, technique, and best practice.
- Assume ownership of the people strategy, including talent growth/career progression as well as leading & overseeing the recruitment, onboarding and ramping of new hires.
- Effectively forecast monthly / quarterly sales qualified pipeline to Sr. leadership
- Facilitate Quarterly Business Reviews to measure SDR (& SDR Manager) productivity, plan execution, and progress against strategic objectives.
- Some travel required, but the role is 100% remote.
Must Have
- Track record of leading successful teams including having significant experience leading a large sales development organization, managing through first line sales leaders and demonstrating an ability to lead and successfully drive the execution of the sales development teams.
- Experience with front-line sales management and a history of meeting/exceeding performance expectations.
- A winner - someone who holds themselves accountable to consistent over-achievement.
- 2+ years of senior management experience
- Strong track record of building a high-performance culture in a large team.
- The ability to drive the adoption and use of required tools and processes is an important part of the role.
- Familiarity and experience using consultative, value-based SDR methodologies (Force Management, Challenger Sale, BANT, etc.) is a plus.
- Experience leading and managing change and transformation processes.
- Deep experience with Salesforce, Outreach, ZoomInfo, 6Sense, & Orum
- Experience hiring and working in a rapidly growing, fast paced, environment
- Understands the cybersecurity landscape/market
- Fast learner, motivated, driven, passionate
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