Manager, Sales Development

Reputation • Scottsdale, AZ

7d • Hybrid

About The Position

About Reputation Reputation, founded in Silicon Valley in 2013, is the industry's sole platform that uses an AI-powered product stack to help companies measure, manage, and scale their real-time reputation performance everywhere, effectively functioning as a business's eyes and ears across all customer feedback channels to uncover predictive insights. This market leadership is reinforced by significant funding from top-tier firms like Bessemer Venture Partner, Kleiner Perkins, and Marlin Equity Partners, driving substantial annual recurring revenue from Global Fortune 1000 companies, major automotive OEMs, healthcare systems, and top property management firms, with trust from over 250 partners including Google and Meta. Recognized recently as America’s Greatest Midsized Workplaces by Newsweek which rewards excellence and career development, and attracts player-coaches, team-oriented collaborators, and individuals who value perseverance and hustle. Your Role at Reputation : The Manager, Sales Development, role holds an important leadership position at the top of the sales funnel for the entire company. The ideal candidate will be responsible for driving the success of our outbound sales efforts, managing and mentoring a team of SDRs, and collaborating with other departments to achieve company revenue goals. They will set team activity goals, motivate and develop team members, and work closely with the entire sales organization. We're looking for professionals with strong organizational and follow up skills who work well in a team environment. If you are motivated to inspire, coach and develop a team of high performing Sales Development Reps, we want you! How You’ll Shape the Experience : Strategy and Process Design effective outbound strategies, including multi-channel approaches (email, phone, LinkedIn, etc.), and optimize these efforts based on performance data. Implement and continuously refine processes, tools, and workflows that increase SDR efficiency and effectiveness. As part of the Sales Development Leadership team; regularly contribute to sales strategy and planning activities. Stay updated on industry trends and provide new ideas and strategies accordingly Outreach Management and Pipeline Creation Conduct high level and value added conversations with C level and senior executives in prospect / customer accounts. Develop and implement best practices for prospecting, lead qualification, and follow-up that align with the company’s messaging and target Ideal Customer Profile (ICP) and Personas. Own, drive, and accurately forecast activity and pipeline creation efforts. Team Leadership & Development: Recruit, train, and develop SDR talent, creating career growth opportunities within the team. Lead, and mentor a high-performing SDR team, fostering a culture of innovation. Set clear performance expectations and goals for individual SDRs and the team as a whole. Conduct regular performance evaluations and implement improvement plans as needed, such as ongoing coaching, mentoring, and professional development opportunities. Cross-Functional Collaboration: Work closely with marketing, sales, enablement, operations teams to ensure alignment of growth strategies and initiatives. Partner with the sales team to optimize the lead-to-customer conversion process and develop effective outreach approaches. Collaborate with Subject Matter Experts (SMEs) and business leaders to develop relevant, ongoing content, tools, playbooks, and resources to aid skill development & on-the-job learning applications. Performance Monitoring & Data Analytics: Utilize data and analytics to monitor the performance of outreach initiatives, identify trends, and optimize prospecting in real-time. Run regular reports on KPIs, pipeline attainment, and team performance to senior leadership, implement team-wide initiatives to continually innovate and improve performance. Technology and Tools Management Drive adoption and optimization of sales engagement tools and CRM systems Ensure data integrity and proper usage of sales technologies Identify and recommend new tools or processes to enhance team productivity Additional duties as assigned.

Requirements

• Bachelor’s degree or equivalent from 4 year university/college or comparable work experience.
• 4+ years of Sales Development experience with 2+ years of sales development management, or other applicable tech sales leadership experience.
• Top performer in SaaS, enterprise software sales.
• Passionate about coaching and developing people.
• Excellent writing, communication and presentation skills.
• Sales methodology training.
• Experience working with sales automation tools, e.g. SalesForce, Outreach, LinkedIn SalesNav, 6Sense, Gong, etc. strongly preferred
• Strong ability to learn quickly, represent concepts and summarize complex ideas with a sense of how SDRs think, operate, and absorb training.
• You're driven, no one needs to push you to excel, it's just who you are.
• You take the lead in getting things done.

Responsibilities

• Design effective outbound strategies, including multi-channel approaches (email, phone, LinkedIn, etc.), and optimize these efforts based on performance data.
• Implement and continuously refine processes, tools, and workflows that increase SDR efficiency and effectiveness.
• As part of the Sales Development Leadership team; regularly contribute to sales strategy and planning activities.
• Stay updated on industry trends and provide new ideas and strategies accordingly
• Conduct high level and value added conversations with C level and senior executives in prospect / customer accounts.
• Develop and implement best practices for prospecting, lead qualification, and follow-up that align with the company’s messaging and target Ideal Customer Profile (ICP) and Personas.
• Own, drive, and accurately forecast activity and pipeline creation efforts.
• Recruit, train, and develop SDR talent, creating career growth opportunities within the team.
• Lead, and mentor a high-performing SDR team, fostering a culture of innovation.
• Set clear performance expectations and goals for individual SDRs and the team as a whole.
• Conduct regular performance evaluations and implement improvement plans as needed, such as ongoing coaching, mentoring, and professional development opportunities.
• Work closely with marketing, sales, enablement, operations teams to ensure alignment of growth strategies and initiatives.
• Partner with the sales team to optimize the lead-to-customer conversion process and develop effective outreach approaches.
• Collaborate with Subject Matter Experts (SMEs) and business leaders to develop relevant, ongoing content, tools, playbooks, and resources to aid skill development & on-the-job learning applications.
• Utilize data and analytics to monitor the performance of outreach initiatives, identify trends, and optimize prospecting in real-time.
• Run regular reports on KPIs, pipeline attainment, and team performance to senior leadership, implement team-wide initiatives to continually innovate and improve performance.
• Drive adoption and optimization of sales engagement tools and CRM systems
• Ensure data integrity and proper usage of sales technologies
• Identify and recommend new tools or processes to enhance team productivity
• Additional duties as assigned.

Benefits

• Paid Time Off: Flexible PTO for salary paid employees Hourly employees accrue PTO based on tenure & receive 5 sick days annually. Sick days are available day 1. PTO accrues on a per paycheck basis. 10 company paid holidays plus 4 “Extended Company Holidays,” which are additional paid days off for the company.
• Health and Welfare Benefits Multiple medical and dental plan options, plus 100% company paid vision coverage 401k available through Fidelity Paid Parental Leave for all eligible employees as of day 1 of employment Employer paid short and long term disability and life insurance Critical Illness, Accident & Hospital Indemnity insurance Employee Assistance Program (EAP)
• Access to a wide variety of perks and wellbeing apps: - PerkSpot: Employee discount program - Wellhub (Gym Pass): Access to virtual wellbeing apps, coaching, and gym memberships - Carrot Fertility: Support for fertility, family planning, maternity, parenting, and hormonal health - Omada: Virtual prevention and physical therapy program - Ladder: Supplemental life insurance - SoFi: Financial wellbeing platform with 1:1 advice - Fetch: Pet insurance discount program - Spring Health for Guardian: Virtual mental health support - XP Health for Guardian: Virtual eyewear platform - Rate.com: Mortgage services discount program

What This Job Offers

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