About the Role:
Motive is searching for an Austin, TX based Director of Sales Development with a demonstrated track record of building, managing and leading Sales Development teams. Reporting to the VP of Sales Development, you will play an integral role in shaping Motive Sales Development's next phase of growth and maturity by leading our Mid-Market Sales Development teams. You will design new and also enhance existing systems and processes for a scaling SDR organization while also being a true coach to your front line managers and the Sales Development Representatives that report to them.
You will partner closely with marketing on demand generation programs/campaigns and collaborate to develop the sales strategy while driving key initiatives to achieve sales objectives of Motive's Mid-Market segment. The ideal candidate loves solving big challenges, motivating their team and is constantly looking for ways to improve the sales process and conversion rates.
What You'll Do:
Lead and build on the great momentum of our existing Mid-Market SDR teams
Hire, onboard and ramp a team of SDR Managers and Sales Development Representatives
Establish enhanced rigor on your teams and deliver cross-functional improvements
Manage the execution of the overall targeted strategy for generating outbound prospecting pipelines
Collaborate with marketing to drive new business through demand generation
Achieve monthly, quarterly, and annual revenue targets
Develop your team's skills for prospecting, qualifying, and Opportunity creation
Provide regular coaching, feedback, and professional development while prioritizing and maintaining an inclusive, dynamic, highly engaged team environment
Maintain a strong focus on outcomes and impact by closely monitoring metrics with the aim to increase productivity and quality of meetings for the sales team.
Partner closely with sales leadership and teams to ensure proper alignment on account coverage, target personas, opportunity quality and SDR to AE hand-off
Plan, forecast, and understand ramp adjusted capacity to ensure the team is grown effectively, in tandem with the needs of the sales organization and the supply of inbound demand from marketing
Articulate the business outcomes Motive provides, and maintain in-depth knowledge of the Motive's platform, integrations, our competitors, and industry trends
Own and drive execution of new business pipeline goals by understanding and analyzing top-of-the-funnel metrics, pipeline quality, and revenue influenced across all segments
Actively use tools such as 6sense, Salesforce and Salesloft
Provide constructive, real-time feedback to your teams
What We're Looking For:
Location: Austin, TX
2+ years of Sales Development 1st line leadership experience
2+ years of 2nd line leadership experience with a consistent record of quota attainment
Proven record of sales success leading high-performing pipeline generation teams in a fast-growing technology company
Ability to hire, onboard, and continuously train top talent early in their sales careers
Experience in creating a talent engine that successfully managing early career salespeople to achieve performance goals that lead to promotions to other teams in the business
Ability to be flexible and adaptable to changing conditions
Experience in creating a talent engine that successfully managing early career salespeople to achieve performance goals that lead to promotions to other teams in the business
Excellent communication, organizational, and time management skills
Proven ability to work with cross-functional teams as being collaborative, innovative, accountable, and reliable
