Replicon - Director - Sales Development

Director, Sales Development (SMB Segment)

Position Overview:

As a Director of Sales Development for Replicon’s Small and Medium Business inside pre-sales team, you will be primarily accountable for managing a portion of the global lead pipeline and delivering quality opportunities to the new business sales teams. You will provide leadership, coaching, and motivation to the Sales Development Manager, Team Leads and front-line SDEs, driving their performance to meet quota. The ideal candidate is someone who has experience managing a multi-level inside sales (customer facing) team to deliver qualified sales opportunities to a global sales team. The successful candidate will have proven success in sales and 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 Replicon’s inbound global SMB and non-American Corporate/Majors/Enterprise lead and opportunity pipeline to deliver a quota of qualified opportunities to the Account Managers/Account Execs
Partner with marketing teams to drive required leads to Sales Development Execs (SDEs) each month/quarter
Devise and execute strategies which will maximise lead to opportunity conversion (including training, coaching, and process improvements)

- Monitor and evaluate the performance of lead generation programs and human capital
Maximise new business opportunity development and nurturing of existing lead database to support both the Account Executive and Account Management teams’ revenue objectives

- Collaborate with the Sales Managers, Directors and Marketing dept. 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), generally monitor SDR team for execution of strategies

- Motivate team to achieve targets and recognise top performers

- General Data analysis and recommendations for improvement

- Communicate challenges to senior leadership

People Management:

- Determine appropriate headcount to manage inbound lead volumes and maximise conversions

- Recruitment and hiring of Sales Development Executives

- Manage individual professional development

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

Qualifications:

- 5+ years of software sales experience in an individual contributor

- 3+ year’s sales management experience (preference given to those with experience in lead qualification/sales development experience and/or multi-tier management)

- Proven record of sales success in a similar enterprise software application environment

- Experience selling into global markets (particularly North American markets), not just local to India

- Successful track record in both a high volume transaction sales environment as well as a consultative/solution sales environment

- Involvement with recruiting, hiring and training customer facing/sales employees

- Excellent written and verbal communication skills

- Experience with a CRM solution, Webex Technology

- Willingness to work flexible shift times to meet the needs of the business