Leader, Sales Development Representative
About The Position
Cisco’s Americas Virtual Demand Center (VDC) generates and governs more than $1.0B in Marketing Sourced Pipeline across Commercial, Public Sector, and Enterprise segments. It connects digital marketing campaigns, global event demand, and Account-Based Marketing motions with Cisco Field Sales and Specialists. The Account Development Representative (ADR) Leader leads, coaches, and develops a frontline pod of 8–10 ADRs serving segments including Velocity/Mid-Market, Commercial, Public Sector, and Enterprise. The role is accountable for pipeline execution, new-hire productivity, qualification rigor, and coordination with Field Sales and Marketing. The leader provides hands-on coaching, supports structured onboarding and career progression, manages pipeline performance and forecasts, and ensures effective execution of joint sales and marketing activities. The position requires weekly collaborative in-office work at Cisco’s Raleigh/RTP, North Carolina office; applicants must live in or within commuting distance of the RTP campus.
Requirements
- At least 5 years of successful experience in sales development, inside sales, business development, or technology pipeline generation.
- At least 1 year of direct people leadership, team lead, or player-coach experience leading SDR, BDR, or ADR teams in technology, SaaS, cloud, or networking environments.
- Practical knowledge of sales qualification frameworks such as ANUM, BANT, Command of the Message, or MEDDPICC.
- Hands-on proficiency with Salesforce CRM, Gong.io, LinkedIn Sales Navigator, ZoomInfo, or modern sales engagement platforms.
- Strong pipeline forecasting, metric analysis, and operational planning capabilities.
- Exceptional verbal, written, and executive presentation skills, with the ability to influence cross-functional leaders.
- Ability to work on-site at Cisco’s Raleigh/RTP, North Carolina office on weekly collaborative in-office days.
- Must live in or within commuting distance of the RTP campus.
Nice To Haves
- Familiarity with Cisco’s Enterprise Networking, Security, Collaboration, and Cloud/AI architecture portfolio.
- Experience executing Account-Based Marketing motions, event demand-generation blitzes, and whitespace account prospecting.
- Bachelor’s degree in Business, Marketing, Communications, or equivalent practical sales experience.
Responsibilities
- Lead, develop, and retain a high-performing pod of 8–10 ADRs while fostering an inclusive, high-accountability culture.
- Coach representatives through live call shadowing and Gong call reviews to improve qualification, objection handling, and executive conversations.
- Partner with Global Enablement on structured onboarding, targeting 90 days for new hires to reach productivity, and mentor early-career sellers toward progression into Global Virtual Sales (GVSE) or similar roles in approximately 18 months.
- Manage pod performance against pipeline KPIs, including outbound prospecting, marketing event and campaign alignment, lead-to-opportunity conversion, service-level agreements, and quarterly pipeline generation targets.
- Lead weekly forecast commit reviews and provide leadership with accurate visibility into high-confidence pipeline opportunities.
- Partner with Field Sales Leaders, Regional Managers, and Account Executives on joint account pursuits and align qualified demand to the “Meeting Complete” milestone (Stage 0 Pipeline), where Account Executives assume ownership.
- Collaborate with Field Marketing leaders on pre- and post-event follow-ups and multi-touch Account-Based Marketing activities.
- Coordinate with Architecture Hyperspecialists in Networking, Security, Collaboration, and Cloud/AI on multi-product demand-generation plays.
- Maintain pipeline and opportunity hygiene in Salesforce and real-time dashboards; audit lead queues to address backlogs and ensure timely conversion or disposition.
- Work on-site at Cisco’s Raleigh/RTP office on weekly collaborative in-office days.
Benefits
- Medical, dental, and vision insurance
- 401(k) plan with Cisco matching contribution
- Paid parental leave
- Short- and long-term disability coverage
- Basic life insurance
- Cisco restricted stock unit grants may be available, subject to eligibility and vesting conditions
- 10 paid holidays per full calendar year
- One floating holiday for non-exempt employees
- Paid birthday day off
- Paid year-end holiday shutdown
- Four paid personal wellness days
- Non-exempt employees receive 16 days of paid vacation per full calendar year
- Exempt employees participate in a flexible vacation time-off program with no defined usage limit, subject to availability and business limitations
- 80 hours of sick time on hire and each January 1, with up to 80 unused hours carried forward
- Additional paid time away may be requested for critical or emergency family issues
- Optional 10 paid volunteer days per full calendar year
- Sales-plan performance-based incentive compensation; quota-based incentive compensation has no cap once performance exceeds 100% attainment
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
