Director - Sales Development - IT

Position Overview

- As a Director Sales Development, you will be responsible for leading and managing Outbound & Inbound lead generation teams which is responsible for delivering qualifying opportunities to the Global new business sales teams.

- In this role you will provide leadership, coaching, and motivation to the Sales Development Manager(s), Team Lead(s) and front-line Sales Development Executives, driving their performance to meet quota.

- The ideal candidate is someone who has experience in managing global outbound and inbound sales development / lead generation teams with proven success in sales & marketing pipeline management and lead to opportunity conversions and is knowledgeable in what it takes to qualify and develop quality opportunities.

Key Responsibilities:

Build the Sales Pipeline

- Take ownership of Company Outbound & Inbound global lead & opportunity pipeline management to deliver a quota of qualified opportunities to the New Sales Team & Account Management Team

- Maximize new business opportunity development and nurturing of existing lead database to support both the New Sales and Account Management teams to achieve their revenue objectives

- Devise and execute strategies which will maximize lead to opportunity conversion including training, coaching, and process improvements

- Monitor and evaluate the performance of lead generation programs and human capital

- Partner with Marketing teams to drive required leads to front-line Sales Development Executives each month/quarter

- Collaborate with the Sales Managers, Directors and Marketing on campaigns and strategies to assist with nurturing the existing lead database

- Constantly monitor the results of the Bangalore Sales Development team, and make recommendations for improvement in their process

- Monitor KPIs (individual and team), work with the team for execution of strategies

- General data analysis and recommendations for improvement

- Communicate challenges to senior leadership

People Management

- Determine appropriate headcount to manage Outbound and Inbound lead volumes and maximize conversions

- Recruitment and hiring of front-line Sales Development Executives

- Motivate team to achieve targets and recognize top performers

- Manage individual professional development

- Contribute to leadership discussions quarterly or as needed to discuss team objectives, strategies to meet target, etc.

Qualifications:

- 12+ of years of experience in sales development, with 5+ years in leading a team and/or people management roles

- Preference will be given to people who were successful in an outbound sales development process

- Must have experience with global sales development, particularly the North American market

- Uses best practices in recruitment and retention of high quality people - quality interview process, developing career paths and motivating your teams to achieve their goals

- Experience with using a CRM solutions (we use salesforce.com) and other marketing automation tools (preferably Hubspot).

- Willing to work in flexible shift timings, as this role primarily works over the North American time zone hours