Manager, Sales Development

As the Sales Development Manager, you are responsible for growing, managing, mentoring and enabling our outbound Sales Development team in Austin, TX, Costa Rica, and the UK. You will be responsible for both people and process, overseeing a team of Sales Development Representatives. A proven track record for managing Sales or 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. 

• Manage Inbound and Outbound SDRs daily, weekly, monthly and quarterly activities via SFDC. (e.g., call time, connect rates etc.) and report on weekly and monthly metrics
• Build and maintain a knowledge base to become an expert on Sumo Logic products, sales personas, and services.
• Identify and communicate recommendations for improvement in the areas of efficiency and productivity
• Assist with hiring, onboarding, and promoting SDR team members
• Work closely with Sales Ops & Biz Ops on creating standardized reports to track performance
• Teach customer-centric engagement and value selling oriented qualification
• 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

• 4+ years of experience leading a sales development team for a technical product or SaaS company
• An established track record in managing, mentoring a growing team of SDRs is essential
• Deep understanding of interpreting data analytics and metrics to drive better decision-making
• A familiarity with SaaS and/or subscription-based business sales models.
• A desire for operational rigor and excellence - you thrive to foster growth and evolve processes to accelerate success