Inbound Sales Development Manager - Segment

Profile

Overview
At Segment, we believe companies should be able to send their data wherever they want, whenever they want, with no fuss. Today product managers, analysts, and marketers spend too much time searching for the data needed to understand the impact of the work being done. Engineers are stuck integrating the tools they need to understand their customer sets. Segment standardizes and streamlines data infrastructure with a single platform that collects, unifies, and sends data to hundreds of business tools with the flip of a switch. With Segment, customers focus on building amazing products and delivering personalized messages to
their
customers. Segment takes care of the complexities of processing customer data reliably at scale. Our mission is to power the entire customer data ecosystem, and we need the best people to take the market.
As
a Inbound
Sales Development leader in
Denver
, you are responsible for the build-out of a team of highly motivated, energetic sales professionals that take pride in establishing a new customer pipeline by excelling at delivering the Segment message to a broad base of accounts across various industries.
This position requires an innovative mindset and a strong desire to deliver a high-quality pipeline while building and leading a high performing sales development team. The successful candidate will possess demonstrated skills in building teams from the ground up. You’ll have the opportunity to think strategically by working to achieve a deep understanding of predictable pipeline execution models, mastery of sales development, and value selling practices as well as leadership philosophy and development. We are looking for a person that can bring vision, purpose, and drive to this new market. This position offers the unique opportunity to have a dramatic impact on the success of Segment and be a driving force of our new business growth efforts.
What you’ll do:
Lead and motivate a team of highly competitive
(and
competent) individuals in a high-energy sales development group that calls and qualifies marketing MQL’s and Freemium leads and delivers a predictable stream of SDR qualified leads to sales reps to meet and exceed monthly sales qualified opportunity and Revenue targets
Coach, develop and mentor SDRs
Build an SDR career rubric and a matriculation path to create a bench of expertise for the Segment Go-To-Market team
Oversee and ensure successful cultivation of pipeline through outbound pipeline generation and inbound need qualification.
Own and forecast pipeline goals by understanding and analyzing top of the funnel metrics, pipeline quality, and revenue influenced across the GTM Organization
Measure
Track and report on frequency of SDR call metrics
call volumes
(inbound
and outbound), talk time and abandon rates
# calls & email per day/week/month
(22
day mo.)
Provide weekly reports that track all key metrics daily, weekly, monthly and quarterly with regular analysis of trends.
Track & Report to finance comp attainment metrics
Track and measure 40% of closed ARR $$$’s contribution progress
Manage and track follow up and qualification performance through SDR dashboards
Operational Cadence
Develop a repeatable best practice process for SDR reps to meet their objectives
Hold Bi-weekly 1 on 1 and team coaching and development of SDR reps
Review progress against goals on a monthly basis
Organize and execute regular joint calling sessions with SDR’s to develop qualification skills
Develop joint action plans with SDR’s based on skill development needs
Review qualification practices and qualification quality on regular basis
Process
Institutionalize and reinforce lead development touch cadence and manage SDR weekly time allocation to key call, touch, and qualify, objectives
Prioritize and track MQL resource allocation to programs by Campaign Contact to % Yield
Review MQL and SDR lead conversion as a measure of MQL and SQL quality
Define and manage reconciliation process for any SDR Rep/Field related sales qualified lead disputes
Hire
Interview, Hire, Develop, Retain SDR employees
Work with Recruiting to identify
“Best
Fit” candidates
You’re a great
match
if you…
A
re a strategic thinker, have strong listening skills, have a passion for Segment’s business, possess strong problem solving skills, enjoy cross functional relationship building, have a metrics orientation, and bring a positive and motivational mindset to work
Have
3
years of leadership experience in high growth organizations and experience building high performing, inbound and outbound pipeline generation, teams
Have a proven record of consistently exceeding opportunity creation and pipeline goals
A
re both a strategic at creating a future vision for the team and tactical enough to execute on a day-to-day basis
T
hrive in an environment where you work with both local XFN teams to build the regional vision and culture and also collaborate with remote peers to standardize SDR function in an innovative, accountable, and reliable way
Are proficient in modern discovery qualification processes/practices
Have excellent communication, organizational and time management skills
Have an outstanding presence and proven ability to influence at all levels
Possess strong analytical skill with a deep understanding of forecasting & managing through data
Are passionate about delivering delightful experiences to customers
We encourage you to apply if this role excites you - even if you think you may not meet all of the qualifications. At Segment, we live by four values: karma, drive, tribe, and focus. We are always looking for outstanding individuals with diverse backgrounds and perspectives who embody these values. To learn more about life at Segment and our commitment to diversity, equity, and inclusion, visit our
LinkedIn
page. We’re excited to meet you!
Segment is an equal opportunity employer. We believe that everyone should receive equal consideration and treatment in all terms and conditions of employment regardless of sex, gender
(including
pregnancy, childbirth, breastfeeding or related medical conditions), sexual orientation, gender identity, gender expression, race, color, religion, creed, national origin, ancestry, age
(over
40), physical disability, mental disability, medical condition, genetic information, marital status, domestic partner status, military or veteran status, height, weight, AIDS/HIV status, and any other protected category under federal, state or local law. Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
In accordance with applicable law, the following represents Segment's reasonable estimate of the range of possible compensation for this role if hired in Colorado.
Salary:
Denver/Boulder Metro:
Salary Range: $112,320-140,400
Sales Commission:
Additionally, this role is eligible to earn commissions and eligible to participate in Twilio's equity plan.
An overview of Twilio’s benefits offered is listed below:
Twilio is committed to delivering a comprehensive benefits program that provides support needed for you and your loved ones. It’s likely that you don’t think about benefits every day; however, they are an important component of your total compensation, and we want you to understand the options available to you so that you can make the most of your benefit dollars. At the time of this posting, this role is eligible to participate in the following benefits, which Twilio reserves the right to modify at any time for any reason in accordance with applicable law:
Healthcare Insurance and Leave
Prescription Drug
Dental
Vision
Flexible Spending and Health Savings Accounts
Leave programs for all of life’s moments: maternity, parental/bonding, as well medical leave to care for yourself or a loved one
Financial Benefits
Short and Long Term Disability Insurance
Life and Accidental Death & Dismemberment Insurance
401(k) Retirement Savings Plan with a match
Reimbursement Programs & Stipends
$65 per month work-from-home stipend
Up to $50 per month for wellness expenses and activities
Up to $30 per month to use towards books/eBooks

Company info

Sign Up Now - SellingCrossing.com