Lucid Software - Salt Lake City, UT

posted 18 days ago

Full-time - Mid Level
Salt Lake City, UT
Publishing Industries

About the position

As the Senior Manager of Sales Development at Lucid Software, you will lead a team of 7-10 Sales Development Representatives (SDRs) focused on driving top-of-funnel activities to generate opportunity pipeline. This role involves collaborating with the Director of Sales and Sr. Director of Demand Generation to optimize strategies across territories and account segments, ensuring account renewals and driving new and expansion opportunities. You will be responsible for hiring, coaching, mentoring, and training SDRs to prepare them for future sales roles.

Responsibilities

  • Manage and optimize team productivity to ensure monthly and quarterly sales targets are attained, in line with overall sales revenue targets.
  • Maintain expert knowledge on the features, benefits, and application of Lucidchart's offering and communicate key information and changes to all development representatives.
  • Understand the competitive landscape across territories and segments and develop inbound and outbound strategies to creatively penetrate into new markets, verticals, and personas.
  • Translate best practices in pipeline generation, specific to business segments and verticals through prospect engagements such as cold calling, emailing, demos, negotiations, and marketing activities.
  • Have a hunter mentality for outbound lead sourcing and identify ways for SDRs to create new potential opportunities across net new and existing customers.
  • Train sales representatives on effective rep-to-customer interactions that develop and solidify relationships with existing Lucidchart clients, key stakeholders, and prospects.
  • Coach SDRs on how to lead potential clients to an understanding of the options or solutions that are applicable to their situation, demonstrating how features and benefits match their needs.
  • Drive sales funnel management in a timely and strategic manner in accordance with internal sales and marketing service level agreements.
  • Help the team abide by systematic sales processes, rules of engagement and service level agreements currently established at Lucid and seek opportunities to optimize current developmental workflows.
  • Report and communicate SDR performance while articulating key opportunities for improvement to Marketing and Sales management.
  • Lead the personal career development of SDRs and effectively use mentoring opportunities to prepare them for future sales closer roles.
  • Recruit and hire top talent SDRs based on forecasted team growth and expansion targets.

Requirements

  • 5+ years of sales experience
  • 2+ years of sales management experience
  • Experience as an expert coach and leader
  • Ability to manage multiple projects and meet deadlines
  • Outstanding written and verbal communication skills
  • Experience with Salesforce.com CRM reporting, Tableau, Outreach and other like sales software solutions

Nice-to-haves

  • Able to work in our South Jordan, UT office on Tuesdays and Thursdays
  • Experience selling SaaS products
  • Detailed knowledge of and passion for SaaS applications
  • Strong technical background
  • Experience managing a large team
  • Strong understanding of a sales methodology or process
  • BA/BS degree or equivalent experience
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