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Director, Sales Development

2 months ago

San Francisco, United States Handshake Full time

Everyone is welcome at Handshake. We know diverse teams build better products and we are committed to creating an inclusive culture built on a foundation of respect for all individuals. We strongly encourage candidates from non-traditional backgrounds, historically marginalized or underrepresented groups to apply.

Your Impact:

Handshake is hiring a Director, Sales Development to lead and inspire a team of Sales Development professionals. You will partner closely with Sales Leadership to develop and execute winning sales strategies, set team wide goals and exceed team and individual quota attainment.

Your Role:
  • Manage, mentor, develop and drive the performance of SDR Manager(s), Inbound & Outbound Sales Development Representatives (ISDRs & OSDRs), and Business Development Representatives (BDRs).
  • Recruit, hire, train, coach and develop SDR Manager(s) and SDRs/BDRs to exceed the Company’s ARR Plan, SDR team quota and individual quotas.
  • Analyze current outreach and opportunity generation practices, immerse yourself in team metrics, and identify areas for improvement at scale.
  • Collaborate with the VP of Sales, Sales Leaders, Account Executives, SDRs/BDRs, and Revenue Operations to optimize lead volume and quality, deliver a healthy pipeline of qualified outbound leads and exceed outbound pipeline and ARR targets, the Company’s ARR Plan, SDR team quota and individual quotas.
  • Collaborate closely with our Marketing & cross-functional demand generation stakeholders to develop and execute on lead generations campaigns, improve SLA on Marketing Qualified Leads (MQLs), improve conversion rate of Inbound MQLs to Stage 1/2/3 sales opportunities and exceed inbound pipeline and ARR targets.
  • Proactively develop new strategies and tactics to accelerate pipeline growth each quarter.
  • Strategize with the VP of Sales, Director of Revenue Operations and Finance team on headcount planning, pipeline targets and SDR-sourced ARR, the Company’s ARR Plan, SDR team quota and individual quotas.
  • Demonstrate strategic thinking to drive higher lead conversion, accelerate ARR, and reduce ramp time for new SDR/BDR hires.
  • Support the mentorship and development of the SDR organization, preparing team members for career progression into Account Executive roles and expanded opportunities across the new business sales organization.
  • Partner with Sales Enablement to generate data analyses and determine training curriculum needs, goals and deliverables.
  • Through continuous process improvement, contribute to the team growth and success of the broader Sales team.
Your Experience:
  • You have 8+ years of sales or sales leadership experience driving new business ARR for a high-growth business.
  • 5+ years managing Sales Development Representatives (SDRs) and 3+ years leading SDR Managers as a 2nd line people leader.
  • Proven success leading and growing SDR organizations, developing multi-quarter and multi-channel strategies, and exceeding the Company’s ARR Plan, SDR team quota and individual quotas.
  • You have built and led an SDR organization with 20+ people in a fast-paced, technology/SaaS company.
  • You have a proven record of sales success and possess strong collaboration and communication skills.
  • You identify and communicate organizational roadblocks and are able to resolve them proactively.
  • Experience exceeding the expectations of executive leadership, including the C-suite and VPs, by beating your targets and unpacking the root causes and variables that led to your team’s successes and areas of improvement.
  • You have a robust Salesforce analysis and reporting skill set and have detailed knowledge of SaaS tech stack including sourcing, prospecting, and outreach technologies.
  • You are comfortable in a fast-paced environment that requires the ability to work independently and adaptively, anticipate and mitigate friction points, and take initiative to promptly resolve and learn from challenges.
Bonus Areas of Expertise:
  • Experience in both a startup environment (