Manager, Market Development Representative
About The Position
The Manager, Market Development will possess the ability to manage and motivate a team of Market Development Representatives (MDR) to achieve individual opportunity generation quotas. They also must be able to measure, monitor and hold MDRs accountable for their activities and results as well as lead by example. The Manager, Market Development will work directly with MDRs to improve cold calling, qualification and discovery calls, prospecting sequences, appointment setting, follow up, organization, and overall prospecting effectiveness. They will work with the Senior Manager of Market Development to increase efficiencies and processes within the department. This Manager will mentor each MDR individually while also building a strong, cohesive, collaborative team that is responsible for supplying qualified leads to Docusign Account Executives. This position is a people manager role reporting to the Director, MDR.
Requirements
- BA/BS degree or equivalent sales related experience
- 5+ years of management experience leading a software sales team in a quota carrying role
- Quota-attainment record of meeting and/or exceeding targets by managing process for identifying, qualifying, closing new business as well as and not limited to growing an existing install base
- Prior experience developing and maintaining business, sales, and vertical market plans as well as negotiating closing complex deal
- Track record of building, coaching and enabling a rapidly growing team
- Strong verbal and written communication skills - includes excellent reporting (CRM) and forecasting skills
- Driven, enthusiastic and hard-working nature
- Ability to form strong business relationships
Nice To Haves
- Prior experience in the SaaS industry
Responsibilities
- Take ownership of the delivery of pipeline requirements for the supported region
- Demonstrate a set of demand generation activities to meet defined regional pipeline generation targets
- Partner with the recruitment team to hire and onboard new talent for the sales team
- Support and encourage the personal development plans for each team member
- Drive structured and consistent mentorship to the team (Sandler Sales Methodology)
- Ensure that the team is enabled on campaigns, promotions and messaging (industry and competitive) to targeted industries, segments and accounts
- Engage your sales development team in relevant demand generation actions through consistent communication and results analysis
- Anticipate issues through reporting and data analysis, SFDC lead queue management
- Promote the best use of demand generation tools within sales teams and sharing standard processes between countries and teams [i.e. Outreach, Eloqua, SFDC]
Benefits
- Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.
- Stock: This role is eligible to receive Restricted Stock Units (RSUs).
- Global benefits provide options for the following:
- Paid Time Off: earned time off, as well as paid company holidays based on region
- Paid Parental Leave: take up to six months off with your child after birth, adoption or foster care placement
- Full Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employment
- Retirement Plans: select retirement and pension programs with potential for employer contributions
- Learning and Development: options for coaching, online courses and education reimbursements
- Compassionate Care Leave: paid time off following the loss of a loved one and other life-changing events
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Number of Employees
5,001-10,000 employees
