Manager, Inbound Sales Development

Block•Scottsdale, AZ

7d•Onsite

About The Position

Square is looking for a passionate manager to develop and lead a team of Sales Development Representatives. This team is a critical partner to Marketing and Lead Generation. This manager will lead an SDR team that is focused on qualifying warm leads with high intent, as well as Senior SDR’s who are focused on pitching and outbounding to cold leads with low intent to build Sales Pipeline. These SDR’s will also close and self-onboard select SMB deals in a lower revenue range to contribute to revenue. Your main focus will be ensuring your team is delivering monthly performance expectations through Activity KPI’s, Monthly Sales Targets and Pipeline Management SLA’s. In addition to this, you will be developing future Sales talent at Square. These two goals are crucial in scaling the sales organization and delivering quality pipeline to Account Executives. You will measure performance through pipeline converted to Account Executives across all lead sources, maintaining high performance for those channels, as well as revenue captured from SMB leads. This Sales Development Manager position offers an exciting opportunity to contribute to our company's GTM growth and success through a strong partnership with Sales, Marketing & Partnerships. You will report directly to our Director of Global Sales Development.

Requirements

1+ years of experience in a sales management role
2-3 years of experience in a quota closing role (SDR, AE or Inside Sales) or a quota carrying role
Strong understanding of the full sales funnel and ability to communicate with cross functional teams like Marketing, and assess potential improvements in outreach strategy to increase Conversion Rates
Experience leveraging AI to develop coaching plans and analyze conversion data by lead source
Deep understanding of Lead Generation and ability to implement new sales strategies by designing playbooks for Marketing & Partnerships leads as we scale
High level of operational excellence through strong time management, leadership skills and results orientation
Passion for Square & Sales, and to coach and develop SDR’s. This includes proactive performance management of reps, inbound/ outbound calls and shadows, KPI execution and pipeline management.
Background of hiring, training, and developing strong sales talent
Experience and familiarity with B2B/ B2C tech sales, and tools like Salesloft, Salesforce Gong, Chili Piper, Power Dialers and AI tools for lead management
Ideally located within 50 miles of a Square Hub and willing to coach team onsite (STL, ATL, SDL, NYC)

Responsibilities

Leadership: Provide daily coaching and professional development to a team of 8-10 Sales Development Representatives, including weekly 1:1 meetings, weekly shadow sessions, call coaching, and co-selling
Marketing + Lead Generation Partnership: Improve the efficiency of warm lead qualification to ensure high SAL’s (Sales Accepted Leads) per SDR, and strengthen the cold-lead playbook to improve SDR performance of new Marketing channels
Increase Conversion Rates of both High and Low Intent Leads: Collaborate with Sales, Marketing & Enablement to create strategies that will drive high conversion rates and sales pipeline
Strategic Lead Qualification & Engagement: Ensure the team follows a methodical approach to lead engagement through a structured weekly sequence and converts leads by showcasing Square’s value and creating urgency in their sales process
Pipeline Management: Assist in pipeline management to ensure fast actioning of leads, and effective onboarding of select lower revenue sellers
Operation Excellence: Track attainment of monthly/ quarterly SAL, Conversion Rate by lead source and Speed to Lead targets to maintain a high performing team
Analyze performance data to identify trends and provide insights on process or sales strategy improvements
Hiring & Talent Development: Continue to grow the team through recruiting and onboarding of new SDRs
The core objective of this manager is to improve SDR qualification through strong KPI performance, assist in improving the performance of Marketing campaigns, develop SDR talent and help them generate high quality Sales pipeline and revenue
Become an essential part of Sales Leadership at Square