Sales Development Representative Manager

FreeWill is an award-winning, social-good startup that has partnered with 1450+ nonprofits who support our mission while raising more than $9B in bequests to charities since we were founded in 2017. We’ve been featured in the New York Times, Forbes, Oprah’s magazine, and our co-CEOs have even been named to Town & Country’s “Top 50 Philanthropists” list.

All of this is because we’ve figured out how to make some powerful (but complicated!) ways to donate much easier and more accessible. Our products make things easier for the donors who want to change the world and for nonprofits doing heroic work around the planet.

In the last 6 years, we’ve grown from 5 people to 175+ (all smart, tenacious, and kind), and continue to grow. We’d love to have you be a part of this adventure. In 2024, we were named a "Most Loved Workplace"; you can also check us out on Glassdoor!

Full-time •  Excellent Benefits • Work from Anywhere in the US (except AL, CO, or LA)

About the Role 

We are seeking an experienced and results-driven Sales Development Representative (SDR) Manager to help lead our dynamic SDR team. We are a fast-growing sales team committed to driving growth and success for non-profit organizations. If you have a passion for coaching, data-driven decision-making, and thriving in a fast-paced environment, we invite you to join us.

This role reports to the Associate Director and works closely with the other SDR Managers, Sales Managers, and Sales Leadership team. 

FreeWill has set compensation and a non-negotiation policy for fairness reasons (we don't think that an individual's pay should be determined by how comfortable they are negotiating). As a result, we like to be transparent and up front about the compensation. The offer for this role will be a base salary of $75,000 and potential commission of $10,000 for a total OTE of $85,000.

If you are interested in the role, please apply via the Careers page on our website. Please do not contact Recruiters/employees by email or phone. We anticipate beginning phone interviews for this position during the week of July 8, 2024.

Responsibilities 

• Lead and inspire a team of SDRs to consistently achieve and exceed lead generation targets, contributing directly to revenue growth
• Coach and mentor SDRs to improve their sales skills, product knowledge, and overall performance. Provide constructive feedback and create a culture of continuous improvement
• Develop and implement proactive sales strategies ensuring a consistent flow of qualified opportunities into the sales pipeline
• Identify opportunities to optimize processes, streamline workflows, and improve operational efficiency for SDRs
• Utilize data analysis to measure team performance, assess the effectiveness of efforts, and help inform decisions for improvement
• Monitor key performance indicators (KPIs) and metrics to track team success
• Prepare and present regular performance reports to senior management
• Collaborate effectively with other departments, including Revenue Operations, Marketing, and Sales to align SDR efforts with overall goals and objectives
• Oversee the use of tech stack to ensure optimal performance and data accuracy
• Contribute to the hiring and development of new team members, expanding the team's capabilities

Manager Expectations

This is a people management role, meaning you'll have one or more FreeWillians reporting to you in a management capacity. We believe that when staff own their work and are invested in the outcomes, we get better results. A manager’s role is to ensure that their team members have the skills, support, autonomy, guidance, mentorship and relationships to succeed in their work and develop professionally. 

As a manager you’ll have the following responsibilities:

• Achieve results as they relate to goals and metrics
• Inspire and motivate your team
• Make key decisions that impact your direct reports and their work
• Trust and advocate for your staff 
• Create a thoughtful, caring, and welcoming team environment 
• Develop and invest in team member growth
• Integrate DEI considerations into the team’s work
• Create a safe working environment
• Facilitate relationship building among your team and cross departmentally
• Ensure strong communication with your team

How you’ll do this:

• Weekly 1-1 check ins with your team where your provide and solicit regular feedback
• Supporting in clear goal setting and action plans to achieve them, including follow up
• Writing and discussing 360’s and formal annual reviews
• Skip level meetings (for managers of managers)
• Making important decisions on the following (in conjunction with Recruitment, HR, and your manager, where needed): hiring, performance management (annual reviews, 360s, development plans, PIPs, and disciplinary action), termination and offboarding, budgetary spending, and delegating work. 

Required Skills and Experience

• People management: 1+ year of experience 
• SDR experience: 1+ year of experience
• Proven sales experience in a lead generation or inside sales role
• Demonstrated success in team leadership and coaching
• Familiarity with sales methodologies and frameworks
• Experience in coaching and training team members to improve their performance
• Strong data analysis skills
• Excellent written and verbal communication
• Exceptional organizational and time management skills
• Proven ability to collaborate effectively with cross-functional teams
• Problem-solving skills to address challenges and find effective solutions
• Proficiency in CRMs and sales tools - Salesforce, Hubspot, ChiliPiper, Gong a plus
• Act with FreeWill’s values of focus, joy, kindness, and courage

Hiring Process

  The hiring process for this role is as follows:

• Recruiter Phone Screen (30 minutes)
• Mock Coaching Exercise (45 minutes prep on your own time, 30 minute scheduled interview)
• Final interviews with FreeWill team members (2 separate 30 minute interviews)
• Offer (contingent on positive references)

Please note that steps in the hiring process can and may change and the Recruiter will be your point of contact in sharing any updates in terms of the process. If you are selected to move forward in this process, the Recruiter will share more details about the hiring process and interviewers. However, this is a good estimate of what you can expect. For most roles, our hiring processes take an average of 4-6 weeks.

Benefits

In addition to the immense personal and professional satisfaction you’ll gain from helping to raise $1T for high impact nonprofits in a kind and joyful work environment, full time employees at FreeWill are eligible for the following benefits:

• Work from home 
• Unlimited PTO
• Flexible hours
• Competitive salary
• Commuter benefits
• Company stock options
• 401k
• Medical/Dental/Vision (some single coverage medical plans are 100% employer paid, subsidized rates for spousal, parent-child, and family coverage)
• Short-term and long-term disability insurance
• Life and AD&D insurance
• Free One Medical membership
• Paid parental leave for all parents

Perks

• Regular (virtual) team events
• $250 monthly co-working budget which can be used for local co-working spaces
• $300 annual budget to outfit your home office or cover utility bills
• $1,000 referral bonuses for growing our FreeWill community
• $1,000 annual professional development budget

FreeWill is an equal opportunity employer and we value diversity. We are committed to finding talent that is not determined on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability status, or any other characteristic protected by law.

We are a remote-first company that’s able to hire in 47 states and D.C. Unfortunately, we are unable to hire in Colorado, Alabama, or Louisiana at this time. We also can’t sponsor working visas, so all applicants will need to have work authorization in the US.

Don’t check off every box in the requirements listed above? Please apply anyway! Studies have shown that marginalized communities - such as women, LGBTQ+ and people of color - are less likely to apply to jobs unless they meet every single qualification. FreeWill is dedicated to building an inclusive, diverse, equitable, and accessible workplace that fosters a sense of belonging – so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to still consider submitting an application. You may be just the right candidate for this role or another one of our openings!