Sales Development Manager

About Glean

Role Description

What You Will Do And Achieve

• Lead a team of SDRs to generate pipeline and create qualified opportunities for our Sales Development team with market experience in APAC (not just India) or EMEA or North America.
• Recruit, coach, and mentor SDRs on the floor - shadowing, role plays, process improvement, and performance reporting in recurring 1:1s.
• Build repeatable training for the SDR team in sales skills and product/industry understanding
• Consult with Glean’s GTM leadership to build and execute on a strategic growth plan
• Enable the team with company standard sales methodologies
• Leverage creative marketing and sales tactics to help the global SDR team prospect and engage with multiple buyer personas
• Define, manage, and optimize KPIs and metrics by which the SDR team will be measured. Manage SDR reports and dashboards
• Work in collaboration with GTM Leadership teams to develop effective messaging to convert inbound interest into qualified pipeline
• Work with the Marketing team to provide feedback on MQLs and campaigns
• Ensure team members are adhering to Glean's values, driving diversity and inclusion practices
• Foster an amazing culture for the SDR team rooted in respect, honesty, and transparency
• Develop scalable sales systems and processes that drive predictive revenue growth
• Develop specific and targeted sales goals, and implement tactics to accelerate growth
• Continuously evaluate and optimize results, and make KPI/data-driven recommendations
  

Minimum REQUIRED Knowledge, Skills, And Abilities

• 5+ years of quota-carrying sales experience as an individual contributor, with a proven, consistent track record of exceeding goals
• Minimum of 2 years of experience leading sales development teams with a proven track record of exceeding team goals in an outbound sales environment
• Startup and SaaS experience is a big plus!
• Proficiency with Salesforce and other sales enablement tools (i.e. Orum, Lusha, Seamless, Outreach, Sales Navigator)
• Proven data-driven results - you should know your results and brag about them!
• Validated experience in building and scaling an SDR or BDR team
• A passion and excitement for hiring, with a thoughtful approach to team planning and development
• A love for making an impact and supporting your team’s professional and personal growth
• The ability to leverage data to drive decisions, create systems, and identify process improvements to improve efficiency

• Passion and curiosity around technology with an ability to comprehend and articulate value points to customers and team members
• The desire to work in a fast-paced, “do what it takes” startup culture!
  

Benefits

• Competitive compensation
• Medical Insurance coverage
• Flexible work environment and time-off policy
• Company events
• A home office improvement stipend when you first join
• Wellness stipend
• Cab facility provided
• Healthy lunches and dinners provided daily