Austin, Texas
Director of Sales Development Job Opening in Austin, Texas - Company Overview:
The Marin Software Incorporated (MRIN ( /q?s=mrin )) delivers the leading independent multichannel digital advertising platform. Our open platform unites search and social to connect advertisers with customers across channels. An ally to advertisers, we help win more customers, revenue, and ROI for the world?s top brands.
Advertising has become a battlefield where Google and Facebook command more than 80% of online time and over 60% of mobile and desktop ad dollars. Having an ally like Marin Software gives companies an edge. Customers come to us to extend insights and actions across channels, improving performance in ways that are impossible with siloed strategies. Transparency plus experience and partnerships add muscle to our solution.
Marketers see better results as they save time with Marin Software. That?s our promise, and our whole team is accountable for making it happen. Every day.
Job Description:
The primary goal of the Director of Sales Development is to increase the pipeline of qualified opportunities in support of the revenue-generating Account Executives. The Director of Sales Development will guide the Business Development Representatives (BDRs) to higher levels of attainment by improving training, CRM proficiency, prospecting tool utilization as well as hiring, recruiting and onboarding. Close working relationships with Marketing, Operations, and the Sales Account Executives are essential to a successful internal team dynamic.
Responsibilities:
Direct recruiting, hiring, onboard training and performance evaluations to develop and guide BDR team evolution.
Time dedicated daily (approx 40%) to BDR coaching - calls, email and social prospecting
Utilize to track activity and update lead and opportunity information.
Guides preparation of BDR activity reports and presents to executive management.
Forecasting daily, weekly, and monthly opportunity numbers.
Monitors competitor products, sales, and marketing activities.
Work with AE?s to develop and conduct proactive outbound calling strategies to penetrate target accounts.
Collaborate and work closely with the RVP of Sales Teams, the VP Sales EMEA and the Senior Sales manager so refine and review how your team will work with them to drive maximum results
Coordinate with Marketing on new target data, and ensuring prompt follow through on all leads.
Ensure BDRs develop and maintain effective territory plans to maximize and leverage phone time, including pre-call planning, adhering to territory hours and metrics, and customizing scripts to market segments and prospect type.
Identify product/process knowledge gaps within the team, engage with appropriate departments and feedback/coach BDRs
Develop, execute and orchestrate gamification techniques and SPIFs to incent/motivate BDR to overachievement.
Manage Sales Development operating budget.
Maintain uniformity and documentation of processes and standards across BDR team.
Constantly review current and potential business development tools to improve efficiency and process
Qualifications:
We are searching for a team manager with a proven track record in leading and driving business development or inside sales teams, who is a great salesperson themselves and can lead from the front. Candidate will need experience managing a team, and be looking for a role where you can take ownership and really drive and shape the team reporting into you.
5 to 10+ years experience in sales development management experience in software sales with a proven track record of growth. Management of teams with 10+ members preferred.
Exposure to high growth sales organizations, with the ability to take on additional initiatives and responsibilities as they emerge
Strong business acumen with the ability to deal with ambiguity
Must be able to prioritize and handle multiple tasks simultaneously
Customer service mentality for supporting revenue-producing AE team; should map pipeline development directly in support of company revenue goals.
Understanding of dynamics involved of managing a multi-tiered BDR team that supports revenue carrying sales reps.
Deep understanding of outbound prospecting, including script development, target account management, call coaching, email writing, and usage of social media in prospecting and selling.
Strong recruiting skills. Needs to be able to share company values, goals and vision with prospective candidates, and help validate talent and abilities during recruiting cycles.
Strong written communication skills for internal reviews, summaries, feedback, and executive reports.
Domain expertise in sales acceleration tools. Should be familiar with best-in-class stack of phone, email, and social media applications.
Enthusiastically develops training programs both for BDR team in order to further them in their careers and skills sets.
Passion for auditing processes, activities, metrics, tools, and data. Looks ?under the hood?.
On-the-floor daily leadership, giving BDR team feedback, coaching, mentoring, and support as they work through their processes. Not hesitant to jump on a prospecting call to show the BDR ?how-to?.
Marin Software embraces diversity and is proud to be an equal opportunity employer. As part of our commitment to diversifying our workforce, we do not discriminate on the basis of age, race, sex, gender, gender identity, color, religion, national origin, sexual orientation, marital status, citizenship, veteran status, or disability status.
**Principals only. Marin Software does not accept unsolicited resumes from recruitment agencies. We are not responsible for any fees related to unsolicited resumes sent to job postings, job alias, our employees, or any other part of our company. Recruitment agencies that nonetheless submit unsolicited resumes to Marin Software agree and acknowledge that the company is free to use them at its discretion, including without limitation directly contacting the candidate, and will not under any circumstances be responsible for any recruitment or similar fees related to such unsolicited resumes.
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