Job Description

As Manager, ABM Sales Development, you will lead and develop a team of Sales Development Representatives who are responsible for identifying, qualifying, and generating new business opportunities in order to achieve revenue targets. 

An integral part of the Go-to-Market leadership team, this role reports directly to the VP Marketing and will partner closely with a world-class Marketing team on ABM initiatives and inbound lead generation. You will join a highly motivated, energetic GTM team that takes pride in establishing new customer relationships, running strategic sales cycles and delivering the Routable message to a wide range of customers across various industries.

As a Go-to-Market leader, you will be empowered to make decisions, run experiments, and adjust the SDR strategy. You will be supported by a revenue team who deeply respect SDRs and understand their value to the business. We work as a cohesive revenue team, with no turf wars or silos, and we empower our team members to make fast decisions without bureaucracy. 

You will be accountable to:

• Motivate, mentor, manage, and scale our Sales Development team
• Develop a healthy and inclusive sales culture that attracts, develops, and retains great sales talent
• Manage the day-to-day operations of the Sales Development team
• Build and develop talk tracks and playbooks for the Sales Development team, creating a strategy for which accounts to target and how
• Lead the development and execution of account-based marketing (ABM) strategies for the SDR team, including target account selection, personalized outreach, and multi-touch engagement
• Collaborate closely with the Marketing team and other stakeholders on Account-Based Marketing (ABM) initiatives and optimizing funnel conversion rates.
• Ensure timely follow up on all MQLs and inbound leads to qualify prospects and drive pipeline
• Work closely with other members of the GTM Leadership team to improve opportunity management and qualification processes
• Work in collaboration Product Marketing to develop effective messaging and collateral for outbound communications
• Support on Sales Operations, reporting, and KPIs, with fluency in the SDR tech stack

Successful candidates will have:

• 5+ years of B2B sales management experience, with a track record of building and scaling sales development teams at high growth startups
• Built and managed high performing teams
• Hands-on and motivated to help mentor and coach team members
• Demonstrated ability to continuously increase effectiveness of team, recognizing opportunities for creating new systems, structures, and processes
• Proven track record building running a successful ABM strategy and outbound program
• Partnered with demand generation teams to build pipeline
• Proficiency in the SDR Tech Stack and Sales Ops (Ours includes: Outreach, Salesforce, LI Sales Navigator, Nooks, Demandbase, Keyplay, LeadIQ, Gong, Hubspot)
• Excellent abilities to manage at the ground level while also able to zoom out and define and execute on broader business initiatives.

Salary Range: $100,000 - $120,000/year base + OTE

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