Manager, Sales Development

POSITION: Manager, Sales Development
 
LOCATION: Culver City
 
WHO WE ARE

Signal Sciences is the fastest growing web application security company in the world. With its award-winning next-gen WAF and RASP solution, Signal Sciences protects over 25,000 applications and over a trillion production requests per month. Signal Sciences’ patented architecture provides organizations working in a modern development environment with comprehensive and scalable threat protection and security visibility.

We work with some of the world’s most recognizable companies, like Under Armour, Adobe and WeWork, across industries, including five of the top eCommerce companies, five of the largest software companies, in addition to many others in the financial services, retail, healthcare, media and entertainment, and government sectors. In 2018, Signal Sciences won Technology of the Year from InfoWorld and Computing’s DevOps Excellence Award for Best DevOps Security Tool.
 
SUMMARY

As the manager for this team, you are responsible for growing, managing, mentoring and enabling our outbound Sales Development team. You will be responsible for both people and process, overseeing a team of up to 10 Business Development Representatives. A proven track record for managing Sales Development teams and managing toward quotas is required. You should also be eager to onboard, train, and hammer process intricacies home. Along with thinking about ways to improve the process as it is, you should be thinking about how to scale process long term, with rapid company growth. 

You need to work cross-functionally with Sales and Marketing leadership and have an analytical mindset. In other words, you need to be able to find trends in sales data and take action proactively. You need to be able to communicate findings clearly with the leadership team and work with them on solutions. You should be comfortable exploring data for trends, answering questions with hard facts, and using data in day to day decision making. 

RESPONSIBILITIES

  • Manage Inbound and Outbound BDRs daily, weekly, monthly and quarterly activities via SFDC (e.g., call time, connect rates etc.)
  • Build and maintain a knowledge base to become an expert on Signal Sciences’ products, sales personas, and services
  • Report on weekly and monthly metrics
  • Identify and communicate recommendations for improvement in the areas of efficiency and productivity
  • Collaborate with team to ensure a positive working relationship
  • Provide daily leadership, development, and training to the team
  • Assist with hiring, onboarding, and promoting BDR team members
  • Create an accessible repository of weekly, monthly, and quarterly metrics
  • Work closely with Sales Ops & Biz Ops on creating standardized reports to track performance
  • Identify processes & tools to help improve productivity & effectiveness of our organization
  • Teach customer-centric engagement and value selling oriented qualification
  • Educate the team on SFDC  utilization and best practices
  • Work closely with the AE Team to ensure a positive working relationship and maximize the impact and effectiveness of sales development efforts
  • Work with Marketing and Sales to ensure efficient prospect/customer information exchange and hand-off
  • Keep alignment doc up to date
  • Remove roadblocks to BDR success

QUALITIES / EXPERIENCE WE’RE SEEKING

  • Minimum 7 years experience leading a sales development team for a technical product or SaaS company
  • Deep knowledge of SFDC
  • An established track record in managing, mentoring a growing team of BDRs is essential
  • Deep understanding of leading through data analysis and metrics
  • A keen understanding of how to interpret data to drive better decision-making
  • Strong leadership presence and tenure
  • A familiarity with SaaS and/or subscription-based business sales models
  • Have referenceable credibility with Sales Vice Presidents and Directors
  • A desire for operational rigor and excellence. You thrive to foster growth and evolve processes to accelerate success
  • A customer-centric ethos
  • A knack for quickly deconstructing challenges, then prioritizing steps to tackle them
  • Strong communication skills, both written and verbal, in person or on the phone

WHY YOU SHOULD JOIN SIGSCI

Named a Best Place to Work in 2019 by LA Business Journal and Comparably, SigSci is built on a cultural foundation of passionate, driven, and unique individuals. As a team member, you will enjoy 100% employer-sponsored medical, dental, and vision benefits, 401K retirement plan, flexible work arrangements, weekly catered lunches, a variety of snacks, and cold brew on tap. Most of all, you will have the opportunity to make a positive impact with the industry leader in web application security.

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