Rafay is looking for a hands-on Sales Development Manager to take our program to the next level.
The ideal leader will dive into the trenches with their team; training, mentoring and enabling new hires by modeling the methodology, process and best practices of their program.
The Rafay sales cycle is a complex, multi-stage enterprise engagement that requires world-class execution from start to finish.
As they are often the first people to engage potential customers on behalf of Rafay, SDRs are responsible for setting the tone for all future dialogue.
This requires professional verbal and written communication across a variety of media – in-person (e.
g.
, trade shows), social media (e.
g.
LinkedIn), phone, video and email – as well as a keen understanding of the value drivers and technology benefits that matter to IT executives.
The right people, process, tools and culture allow this engine to hum – and the Sales Development Manager is responsible for bringing it all together.
As the Rafay Sales Development Manager, you will be a part of a world-class team dedicated to the success of our customers, partnering with Sales and Marketing colleagues to help organizations recognize, evaluate and realize solutions to their infrastructure challenges.
The role requires comfort navigating multiple hierarchies in large and distributed enterprises, positioning and introducing Rafay’s SaaS-based Infrastructure Orchestration Platform to technical buyers as well as C-Level executives and other decision-makers.
The Manager should be comfortable acting as an individual contributor when needed; as such, this is the ideal position for someone interested in applying hands-on learning and leading their team by example.
RESPONSIBILITIES
Hire, onboard, ramp, mentor and manage a team of Sales Development Representatives to execute on the following through training and constructive, real-time feedback:
Research Ideal Customer Profile (ICP) companies and individuals through trade and industry publications, event lists, LinkedIn, company databases and other tools to target well-suited candidates for outreach campaigns.
Build – and iterate on – custom email, phone and social media outreach sequences based on target personas, best practices, and ongoing results.
Prioritize follow-up to inbound inquiries and Marketing Qualified Leads (MQLs); meeting or exceeding all established company response guidelines.
Partner closely with Account Executives to devise joint territory and outreach plans for target accounts and geographies.
Identify and launch initiatives to drive targeted outcomes, operational excellence and program maturation.
Achieve or exceed monthly, quarterly, and annual revenue targets for individual and team quotas.
Collaborate with marketing peers to integrate account-based and product-specific messaging to SDR outreach sequencing and campaigns.
Closely manage SDR targets and schedules to ensure daily activities and outcomes are on track to achieve monthly targets.
Work closely with colleagues and executive management on professional development and day-to-day execution (e.
g.
, sharing best practices, observations, coaching and role-playing exercises).
Effectively leverage all tools and resources provided, ensuring workflows operate efficiently, and associated data and systems are kept up-to-date and accurate.
IDEAL QUALIFICATIONS & EXPERIENCE
3+ years building and managing Sales Development programs as part of an Enterprise SaaS sales motion.
Success with targeted, account-based outreach to Fortun e500 / Global 2000 organizations and executive stakeholders.
Ability to quickly scale a program and establish foundational processes while hiring, training and integrating/adopting new tools.
Track record of managing to KPIs, while exceeding quotas and targets
Excellent communication, teamwork and people management skills
Interest in cutting-edge technology, particularly as it relates to cloud and business-to-business platforms
Curiosity and willingness when it comes to helping others solve problems
A growth mindset, a competitive drive to challenge oneself, and a history of overcoming challenges to achieve success
An enthusiasm for customer-facing engagement, coupled with a fearless desire to put oneself out there, learn from failure and strive for continuous improvement
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