Sales Development Manager

2 months ago

San Diego, United States GovX Full time
Job DescriptionJob Description

GOVX is the #1 Ecommerce destination for those who serve our country and communities in the military, as first responders, fire fighters, emergency medical services and government employees. The GOVX catalog and the growth of the partners available to members in that catalog is a key driver to our corporate objective, to be the starting point when our members shop online. GOVX is unique in that it offers partners multiple ways to serve our audience through participation in the catalog, enabling the technology to offer discounts to customers in their direct-to-consumer channel and reaching the unique members via marketing services. The Sales Development Manager’s role is key to accelerating GOVX’s growth trajectory and their work directly ties back to all of GOVX’s verticals of service. In this role, the individual will support, coach, and enable our Sales Development Representatives to successfully create new opportunities with meaningful estimated value.

The Sales Development Manager is responsible for a portion of the GOVX sales cycle from top of funnel volume to new opportunity qualification. The Sales Development Manager will ensure that new opportunities sourced from the SDRs will be of a qualifying scale and set up for success in the next phases of negotiation. Additionally, The Sales Development manager will be a coach/mentor to help our SDRs grow their contribution to GOVX and enable their own personal career growth. The SDR Manager will also drive all aspects of new hires and the training of new hires once onboarded onto their team.

This is a collaborative role where the individual will be required to work strategically alongside other departments including but not limited to Partner Acquisition, Marketing, Category Management and Finance.

Success will be measured by the SDR team's quota/goal attainment and the individual's ability to create growth and efficiencies within their team. This performance will be supported by a competitive compensation package (base+variable payout).

Responsibilities

  • Mentor/coach SDRs to ensure new opportunities are of a qualified scale and will bring impact to the GOVX business.
  • Recruit, interview, and hire new talent.
  • Responsible for relevant HR duties for all SDR direct reports.
  • Recommend tactics to drive initiatives and improve performance and productivity.
  • Provide guidance on how to evolve the SDR team for greater results, efficiency, and production.
  • Drive outbound lead generation activities resulting in qualification of target prospects.
  • Manage inbound lead qualification activities and optimizations.
  • Implement lead management and development best practices including metrics, quotas, activity, performance metrics, and measurements.
  • Leverage analytics to understand best practices of SDR email campaigns and implement key strategies across the team to build efficacies.
  • Manage A/B tests across SDR email campaigns and continue to optimize based on performance.
  • Scale SDR efforts to continue to build the top of the funnel.
  • Manage weekly activities to ensure above-quota results.
  • Research and understand each targeted vertical and understand prevailing trends/seasonality to best support strategy planning with the SDRs.
  • Work closely with Category Management to ensure the SDRs’ key targets and outbound efforts align to category goals.
  • Accurately and thoroughly leverage CRM to maintain data and pipeline efficiency.
  • Actively prioritize tasks and opportunities to ensure effective pipeline management.
  • Collaborate with the B2B marketing to build effective sales enablement materials.
  • Be able to lead by example in preparation for and the lead generation at trade shows/conventions.
  • Excellent follow-through and a drive to get things done.

Supervisory Responsibilities
This position will have supervisory responsibilities.

Travel Requirements
Some travel is expected for this position (

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