Sales Development Manager

Remote, US

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Tanium Inc.
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Posted 2 weeks ago

The Basics:

The Sales Development Manager will be responsible for leading a team of Marketing Development Representatives (MDRs) and Sales Development Representatives (SDRs) reporting into the Regional Head of Sales Development. This position will lead a team who generate qualified meetings, identify and expand sales opportunities and ultimately contribute to the sales pipeline and closed business. This includes working closely with channel, sales and marketing systems as well as metrics and measurements that are essential to the success of the role. This position will provide leadership and planning as well as coaching and training to drive the very best results for the business. This position will be closely aligned with sales leadership, field sales, sales operations, field marketing, partners and alliances. The successful candidate for this role should thoroughly understand outbound activities, modern sales prospecting practices and sales opportunity qualification, and would have a proven track record leading teams of ISR's or SDR's in the Technology sector. Experience of very large enterprise B2B sales prospecting and opportunity qualification would be ideal. Demonstration of a passion for coaching, mentoring and developing others is essential, as well as thriving in a rapid change and growth environment.


What you’ll do:

  • Drive and participate in the recruitment of the very best talent for the MDR/SDR team, ensuring a match with Tanium’s core values
  • Inspire and lead the MDR/SDR team to achieve and exceed targets
  • Take full ownership and responsibility of team performance whilst maintaining accurate forecasting and reporting
  • Using best practice sales management disciplines to train, coach & develop the MDR/SDRs to be successful in their roles and beyond, increasing staff retention and providing career progression
  • Leverage key leading indicators for team management purposes as well as skill improvement/skill gaps
  • Analyze performance of campaigns reporting the results appropriately as well as recommending & implementing areas for improvement
  • Manage inbound lead flow and ensure correct allocation, ensuring all inbound leads are worked in line with process and SLAs
  • Drive high levels of productivity by ensuring that the appropriate MarTech and prospecting tools are being used as well suggesting alternatives and improvements where relevant
  • Optimize call scripts helping team members refine their delivery of the Tanium sales pitch to achieve the best results
  • Work closely with Sales and Marketing leadership to ensure success of online marketing campaigns
  • Work closely with Partner with Sales and Marketing teams to create and implement SDR programs to source both new business and existing customer opportunities


We’re looking for someone with:

  • Education
    • BA or BS in Marketing, Communications, Business or Technology or equivalent work experience 
  • Experience
    • 1-2 years of people management experience within the technology space preferred
    • Experience in Sales Development is desired
    • Track record of goal/quota achievement desired
    • Experienced leading sales development teams in the technology sector with proven success of goal achievement
    • Proficient with CRM, Pardot, LinkedIn and prospecting tools
    • Ability to learn quickly the cyber security market
    • Experience selling into Federal/SLED market desirable  
    • Familiar with Sandler sales methodology/ SPIN preferred
  • Other
    • Advanced knowledge of demand generation and lead nurturing/scoring is preferred
    • Strong written and verbal communications skills required
    • Technical acumen required


About Tanium:

At Tanium, we offer a proven platform for endpoint visibility and control that transforms how the world's largest and most sophisticated organizations manage and secure their computing devices with unparalleled speed and agility. There’s a reason why more than half of the Fortune 100, top retailers and financial institutions, and four branches of the US Armed Forces rely on Tanium.

Our unstoppable spirit, drive to do the right thing and win as a team attitude has earned us the rank of 7th on the Forbes list of “Top 100 Private Companies in Cloud Computing” for 2019 and 10th on FORTUNE’s list of the “100 Best Medium Workplaces.”

At Tanium, we take care of our employees and their communities with things like 5 days of Volunteer Time Off.

Job tags: B2B Coaching CRM Cyber Security Inbound leads Marketing campaigns Mentoring People management Salesforce Sales pipeline Security Training
Job region(s): North America
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