Manager of Sales Development

Workiva Inc.

1d

About The Position

The Manager of Sales Development is accountable for managing a team responsible for prospecting and generating revenue. This person is a data-driven manager who directs their team to identify and execute on winning opportunities, provide proper and timely follow-up, and deliver an excellent customer experience. The Manager of Sales Development also ensures that the sales representatives are performing at a high level and prioritizing opportunities in accordance with company objectives. What You'll Do Leadership and Team Management Build a strong, sustainable organization with high levels of employee engagement by attracting and developing superior talent and rewarding superior performance of teams and individuals Develop a team of sales representatives through regular coaching and knowledge sharing, giving feedback and career development opportunities, and fostering a positive and collaborative team environment Help the team achieve quarterly pipeline targets, bookings targets, and sales accepted opportunities by driving the value of Workiva’s platform with current customers and new logos Ensure team members have specific direction on building a qualified pipeline within new customers and existing accounts Communicate and liaise with leaders and peers to win together in a matrix organization Identify knowledge gaps on the team and provide training when and where appropriate Maintain a high level of communication with Senior Directors of Sales Development to stay abreast of continually changing focus to meet the needs of the sales organization and Workiva Navigate internal departments and foster cross-functional relationships to drive alignment with global strategies and programs Establish strong relationships with sales managers and ensure TDRs on the team are having weekly 1:1’s with each Account Executive they support Sales Expertise and Strategy Develop and implement go-to-market strategies that align with market trends and customer needs Understand customers' needs to effectively help the team navigate complex sales cycles and provide actionable customer insights Establish and maintain strong working relationships with internal and external stakeholders and leadership Collaborate with product marketing, sales, and finance to leverage data and metrics to inform selling strategies and decision-making Identify and execute on areas of opportunity for process improvement within industry best practices Leverage data and metrics to perform sales forecasting and pipeline management

Requirements

• Bachelor’s degree with a minimum of 4 years of Sales Development and/or related experience
• Minimum 2 years of direct people management experience preferred, including supervisory experience of a supervisor and/or individual contributors
• Proven track record of successfully scaling inside sales teams in a high-growth environment

Nice To Haves

• Proficient knowledge of the Software as a Service business model
• Demonstrated coaching and leadership skills
• Ability to motivate team members and influence others
• Strong presentation skills
• Strong knowledge of Workiva products and internal processes through a commitment to ongoing training
• Excellent time and territory management skills

Responsibilities

• Build a strong, sustainable organization with high levels of employee engagement by attracting and developing superior talent and rewarding superior performance of teams and individuals
• Develop a team of sales representatives through regular coaching and knowledge sharing, giving feedback and career development opportunities, and fostering a positive and collaborative team environment
• Help the team achieve quarterly pipeline targets, bookings targets, and sales accepted opportunities by driving the value of Workiva’s platform with current customers and new logos
• Ensure team members have specific direction on building a qualified pipeline within new customers and existing accounts
• Communicate and liaise with leaders and peers to win together in a matrix organization
• Identify knowledge gaps on the team and provide training when and where appropriate
• Maintain a high level of communication with Senior Directors of Sales Development to stay abreast of continually changing focus to meet the needs of the sales organization and Workiva
• Navigate internal departments and foster cross-functional relationships to drive alignment with global strategies and programs
• Establish strong relationships with sales managers and ensure TDRs on the team are having weekly 1:1’s with each Account Executive they support
• Develop and implement go-to-market strategies that align with market trends and customer needs
• Understand customers' needs to effectively help the team navigate complex sales cycles and provide actionable customer insights
• Establish and maintain strong working relationships with internal and external stakeholders and leadership
• Collaborate with product marketing, sales, and finance to leverage data and metrics to inform selling strategies and decision-making
• Identify and execute on areas of opportunity for process improvement within industry best practices
• Leverage data and metrics to perform sales forecasting and pipeline management

Benefits

• Eligible for commission based on sales performance
• Restricted Stock Units granted at time of hire
• 401(k) match and comprehensive employee benefits package

What This Job Offers

• Job Type: Full-time
• Career Level: Manager