Sales Development Manager

Our client is a global leader in sales training and performance improvement.

We are looking for a Sales Development Manager who will hold a key position in the development and growth of the sales pipeline. You will be successful through the use of various new sales tech stack platforms, intent data, and personalised outreach in order to fuel the continued growth and evolution of the business.

You will support the Regional Vice President(s) of sales as you identify new contacts and opportunities at the prospect and customer level. You will help to identify the customer’s unique needs and clearly convey the value of the solutions.

You are responsible for both (1) establishing outbound, account-based outreach using intent data from various sources in the marketing and sales tech stack and (2) for nurturing inbound marketing contacts that are in very early sales stages, often times with no defined need. 

With a goal of creating more qualified leads for the sales organization, you will master what accounts are in the buying cycle, what prospects are active, and maintain contact with the prospects (and/or customers) until they are ready to meet with an RVP. Once you get that signal, you then work to feed all relevant information to a member of the sales team so they can create the best solution and win a client.

The ideal candidate shares our passion for relentless pursuit of excellence and brings best-in-class ability to engage with prospects and provide a thoughtful approach to lead hand-offs. This is a great opportunity for someone looking to build their sales career and gain access to the best sales training offerings as part of their job.

Primary Responsibilities:

• Research and understand market and industry trends to ensure messaging aligns with current goals and challenges of the target personas and customers
• Identify what accounts are currently in a buying cycle and ensure outreach reflects their current stage of the buying journey.
• Build out target lists of contacts for named accounts, maintain and update active contact records
• Use sales and marketing tech stack to access intent data to build personalized messaging for named accounts and prioritise outreach efforts
• Build and implement outbound campaigns into named accounts using sales tools
• Develop and maintain data hygiene processes best practices in regards to contact and lead management
• Maintain up-to-date contact information for key alumni decision makers; build campaigns for key decisions makers as they move to new target organizations

You will showcase your ability to:

• Demonstrate Value: Promotes and sells the value proposition to new and inactive prospects and inbound marketing leads. Initiates and manages follow-up for prospective buyers utilizing proven nurturing strategies; research and finds new contacts to generate interest and build new outreach campaigns; contacts and generates interest from prospects attained through marketing campaigns or BDR outreach.
• Maintain Persistence in Pursuit: Must maintain a high activity level with current prospects via telephone, email, social networking, and other modes of communication as appropriate; the use of new tech stack platforms to access intent data to build campaigns is key in this role.
• Research & Document: Adheres to established sales and marketing activity requirements including maintaining current records, contacts and activities/opportunities using our CRM system (SalesForce.com) and sales engagement platform Salesloft. Must be able to distill conversations into concise and meaningful information to provide a roadmap of details for our sales team to follow. Should also engage in additional research and qualifications of leads in order to make the best impact (online research and vetting, etc.) Must stay informed of our competitors’ activities and evolving landscape of the sales training market.
• Collaborate: Prepare sales organization for productive conversations with qualified leads; utilize deep knowledge of our existing client base – broadly speaking and intricacies of our most prosperous client relationships; maintain a deep understanding of Richardson’s solutions, product team and client service team operations, and be able to condense and express our thought leadership on selling and training. Partner with salespeople to ensure targeted outreach and cohesive strategy for new business development.
• Create a Feedback Loop: Provides reports on results and strategy to Vice President of Marketing on a regular basis and provides the team with impressions about effectiveness of campaigns via responses to the BDR outreach.

Desired Skills, Abilities and Experience:

• 4+ years of account executive/inside sales experience with the proven ability to sell business-to-business or professional services solutions (such as training, consulting, or recruiting services.)
• Bachelor’s Degree in Sales/Marketing preferred; equivalent work experience could be substituted.
• Proficient in using marketing and sales tech stack: Salesforce, Salesloft, Zoominfo
• Excellent organizational, written and verbal communication skills required.
• Strong business acumen; must be able to carry conversations with all levels of prospect contacts including C-Suite (Sales Enablement, Sales, SVPs, Directors, etc.) 
• Passion for selling and engaging in high value conversations for prospects
• High attention to detail required
• Strong research and preparation skills required
• Ability to manage multiple responsibilities and tasks, and manage time effectively
• Ability to be self-directed and autonomous with work activities is required
• Aptitude towards collaboration and teamwork required, experience collaborating with marketing preferred.