Sales Development Manager

Company overview:

Allocator is a software and data-as-a-service company helping allocators to Private Markets Funds and Hedge Funds deliver their investors and clients the best possible outcomes by turning mountains of unstandardized reports into a single, structured and easily usable data set for risk management, performance attribution and value creation analysis.

For 10 years, we have been championing the pursuit of clarity, opportunity, and efficiency for capital allocators around the world and are fast becoming the data strategy innovation partner of choice for the world’s leading investment offices.

The role:

Since securing significant strategic investment from Morningstar (NASDAQ:MORN) and PitchBook, we've experienced remarkable growth, especially with the successful launch of our Private Markets data product. Our ability to execute on bringing this product to market has allowed us to experience significant YoY growth in revenue and we are on track to accomplish this for a third year in a row.

This growth has been driven almost entirely by our Sales Development Team’s efforts to consistently generate high-quality Target Account leads for our Account Executives to close.

Due to the impactful contributions of our Sales Development Team and their vital role in driving business growth, we are currently expanding the team. As we embark on the next phase of our scaleup journey, we are seeking an experienced SDR Manager to help lead and shape the evolution of this critical function.

As Sales Development Manager, your focus is to continually iterate on all aspects of the Sales Development Team in the pursuit of more information, intel, pipeline, leads and closed-won revenue contributed.

Critical to your success will be your skills as a coach and mentor, helping Sales Development Representatives ramp up in their first 90 days and then continue their professional development to master consistent lead generation and eventually springboard into Account Executive roles.

Your team is responsible for qualifying inbound leads but predominantly creating outbound opportunities across all account types and ideal customer profiles globally for our enterprise SaaS and DaaS products.

You will be critical to fostering and embodying Allocator’s rapid, collaborative and collegiate culture. We take our work seriously, but never take ourselves too seriously!

The thought of helping a company scale, building something impactful, revolutionizing an entire industry, and tackling the inevitable hurdles that come with it, should excite you not scare you – if it does then you are in the right place.

Your challenge:

• Responsibility for the day-to-day activities of your team, and ensuring SDR’s deliver on monthly, quarterly, and annual OKRs

• Report weekly and accurately forecast SDR team performance by leveraging the appropriate platforms

• Prepare and agree on individual action plans and targets for all SDR’s, including support with sales and activity planning, through to technical and personal growth development

• Work closely with AEs to ensure SDRs are delivering on respective goals and sales objectives, including a rigorous understanding of all ideal customer profiles

• Identify, research, design, and implement new sales strategies, methodologies, and processes to improve conversion rate performance through inbound and outbound lead generation

• Appraise, and train SDRs on a regular and individual basis to ensure targets are met, conducting skill-gap analysis to identify areas for improvement and work with sales enablement to build ongoing training programs to enable a continual culture of learning

• Deliver regular L&D sessions, in-person and virtual, to develop SDRs skills in key areas such as communication and presentation, telling the sales story, and effective listening

• Co-ordinate SDR L&D sessions with internal subject matter experts to improve product and industry knowledge

• Create and implement competitions or short-term sales incentives to optimize SDR activity and engagement

• Develop SDR's understanding of sales and marketing tools (Lusha, LinkedIn Sales Navigator, HubSpot), to optimal usage, conversion, and confidence leveraging the tech stack

What you will bring:

• At least 2 years’ experience in a Sales Development Manager role, managing and growing SDRs, within a B2B SaaS/IaaS/DaaS business built on a recurring revenue model

• Experience as an SDR previously is essential, ideally from within a B2B tech environment, with a 75%+ outbound GTM motion in a hunter role requiring both prospecting and outreach

• Experience either as an SDR or an SDR manager penetrating Enterprise accounts by account mapping and delivering hyper-personal outreach via cold calls, cold email cadences and LinkedIn messages and voice notes

• You're charismatic, high-energy, and excel at leading people. You're passionate and have a proven track record of building strong, overachieving SDR teams and helping SDRs early in their sales career

• Experience onboarding, training, and mentoring to ensure you are developing team members' knowledge, skills, and confidence on an ongoing basis

• You need excellent people and communication skills. You should be hands-on, able to motivate and lead your team through sales ups and downs, as well as changes in strategy

• You're good with numbers and handling large amounts of data, you value data and aren't afraid to dig into metrics to improve both individual and team performance

• You're big on processes and have experience optimizing sales steps to ensure consistent performance throughout the lead lifecycle

• You're eager to make a difference and are keen to build an outstanding SDR team - you're proactive, open to collaboration, and eager to learn from others to strengthen your skills in your role

• Experience in B2B SaaS, IaaS, or DaaS is highly preferred. An interest in Capital Markets, Alternative Investments, Hedge Funds, Private Equity, or Venture Capital is a bonus

• Fluency in English is required, and proficiency in any other language is a plus

The offer & benefits:

• Working in a collaborative environment where you can learn from your peers

• Market and product training to provide vital context around the alternative investment industry

• Competitive salary and commission

• 25 days annual leave plus public holidays/bank holidays

• Social activities and team outings

• Eligibility to participate in the company equity scheme

• Budget for professional development

• Hybrid working – 3 days a week in the office in Old Street, Shoreditch & 2 days a week WFH

• Private Medical Cover

• Unlimited 1Rebel Class Credits

Why join us?

• Significant YoY revenue growth two years in a row having achieved product market fit and proof of scale in 2022 and 2023 respectively

• Opportunity to help take our Sales Development function to the next level and be a critical contributor to the next phase of Allocator’s story as we scale rapidly and take substantial market share

• Build on an already successful outbound GTM motion and inherit a team that achieved 118% in Q1 2024, plus 2x open headcount meaning you can make your mark from Day 1

The Team:

Will Broadway - Head of Sales

Will leads Allocator's Go-to-Market strategy across Marketing, Sales Development, and Sales.

He spends each day figuring out the best way to spread Allocator's message throughout the world's institutional investor community.

For almost 9 years he has worked with either alternative asset managers or their investors. He gets out of bed every morning for the same reasons now as he did in 2015; despite the trillions being managed within this market, there is still a huge asymmetry of information. Despite investors being the customers, they are rarely treated that way, and it is time that changed!

Approximately 70% of the assets managed by institutional investors and allocated to alternative fund managers are the pensions or life insurance policies of the 99%, not the 1%. His mission is to ensure asset allocators have the tools necessary to deliver 99% of the best possible investment outcomes in turbulent markets, safeguarding retirements and families' futures, which is where Allocator comes in.

That passion for our market is coupled with a love of selling. In the past people thought of software developers as scientists and salespeople as artists.

Wrong! Sales is a science, one that Will and the entire Allocator Go-to-Market team work on perfecting every day. He is looking for fellow sales scientists who are eager to pull on their metaphorical lab coats, pick up their phones, and join our experimentation so we can share the eureka moments!

Ryan Kalish - CEO of Allocator

Ryan is at the helm of Allocator, leading the company’s vision and mission.

Every day, he is dedicated to ensuring Allocator’s data and technology is trusted and valued by the world’s leading institutional investors.

With 15 years’ experience in the alternative asset management industry, Ryan understands the information asymmetry that exists despite the trillions being managed. He believes that investors, the true customers, deserve to know exactly what risks and opportunities they are exposed to.

Ryan also knows first-hand, as a former asset allocator himself, the responsibilities that come with investing assets on behalf of Institutions. Our Clients are the stewards of millions of people's life savings globally who come to them looking for help in safely navigating turbulent markets throughout their lifetime. His mission is to equip asset allocators with the data and tools necessary to deliver the best possible investment outcomes regardless of market conditions, thereby protecting retirements and families’ futures. This is where Allocator steps in.

Ryan shares the same passion he has for markets with evangelizing about Allocator's mission to our prospects and clients. He brings the same considered and data-driven approach he learnt as an investor to helping build and optimize our Go-to-Market strategy. He too relishes the challenge of perfecting the science of sales and is tireless in his pursuit of gaining every edge.

Liam Poole – COO

Liam is the driving force behind operational excellence at Allocator, orchestrating seamless collaboration across departments to propel our mission forward. With a deep commitment to leveraging technology for the benefit of institutional investors, Liam is committed to optimizing processes and elevating data management standards within the industry.

With over a decade of customer service, sales and operations expertise, Liam has navigated the intricate realm of financial services, from alternative investments to wealth management. His journey commenced at Morningstar, where he honed his craft as Head of Client Service for EMEA and APAC before transitioning to Sales Director, fostering global relationships and catalyzing revenue growth.

Transitioning to BMLL Technologies, Liam pioneered innovative sales strategies, leading initiatives that expanded the company's reach into new markets. As the inaugural Sales Director, he conceptualized and executed approaches to prospecting and segmentation, laying the groundwork for sustained growth while focusing on improving sales and marketing operations within the business.

At the core of Liam's philosophy lies an unwavering commitment to delivering tangible value to our clients. As COO, he continues to champion innovation and operational excellence, ensuring Allocator remains at the forefront of transforming complex data into actionable insights for institutional investors worldwide. Join us on our journey as we redefine the future of finance, one data point at a time.