Manager, Sales Development

Who are we?

Smarsh empowers its customers to manage risk and unleash intelligence in their digital communications. Our growing community of over 6500 organizations in regulated industries counts on Smarsh every day to help them spot compliance, legal or reputational risks in 80+ communication channels before those risks become regulatory fines or headlines.  Relentless innovation has fueled our journey to consistent leadership recognition from analysts like Gartner and Forrester, and our sustained, aggressive growth has landed Smarsh in the annual Inc. 5000 list of fastest-growing American companies since 2008.

Summary

We’re looking for a hard-working, entrepreneurial Manager, Sales Development who has successfully coached, mentored and managed front-line teams to break down doors to drive qualified meetings within the SaaS industry. You’ll use this experience to role-play, work side-by-side and provide strong career development to awesome outbound and inbound teams.  You’ll also help build team morale, through an enthusiastic and positive mindset. Help us create new processes, perfect our sales methodology, and influence our go-to-market strategy.

You're driven, comfortable working in ambiguous environments, and curious about new technologies. You are a strong advocate for your customers, and you sweat the details. 

How will you contribute?

• Lead the team to achieve quota for number of qualified meetings per month
• Oversee the follow-up on inbound leads and inspire the team to make effective outbound calls into top accounts
• Work closely with the Integrated Marketing team to maximize campaigns and support the lead nurturing process. Our objective is to create one integrated experience.
• Utilize salesforce.com and other tools to track activity and update lead and opportunity information
• Provide feedback and recommendations on marketing efforts from real world interactions with prospects and customers
• Manage SDR team and work with sales leaders to develop and conduct proactive outbound calling strategies to penetrate target accounts. Research accounts, identify key players, generate interest, and successfully manage and overcome prospect objections in order to secure qualified meetings and expand Smarsh’s presence
• Ensure SDRs develop and maintain effective territory plans to maximize and leverage phone time, including pre-call planning, adhering to territory hours and metrics, and customizing scripts to market segments and prospect type
• Manage a lead prospecting pipeline and maintain accurate information about suspects, prospects, their companies, and their buying habits/preferences.
• Other duties as assigned.

What will you bring?

• 3-4 years’ experience with sales or B2B prospecting, customer success, or inside sales preferably in the financial industry or similar highly regulated industry
• College degree preferred
• 5+ years’ experience and documented results and performance in lieu of college degree
• Desire to lead, coach and develop others around you; you have a passion for developing talent and coaching a team to success
• Developing understanding of SaaS sales cycles, sales process, and sales coaching
• Working knowledge of Salesforce.com or similar CRM
• Ability to work on multiple projects simultaneously in a geographically distributed, fast paced environment
• Developing track record of pipeline development, increasing revenue, closing accounts, and successfully growing accounts in a strategic manner or leading teams to those results
• Highly motivated, self-starter with ability to work independently
• Excellent written and verbal communication skills including client presentation and training delivery experience