Sales Development Manager

Role : Sales Development Manager

About Glean:

Founded in 2019, Glean is an innovative AI-powered knowledge management platform designed to help organizations quickly find, organize, and share information across their teams. By integrating seamlessly with tools like Google Drive, Slack, and Microsoft Teams, Glean ensures employees can access the right knowledge at the right time, boosting productivity and collaboration. The company’s cutting-edge AI technology simplifies knowledge discovery, making it faster and more efficient for teams to leverage their collective intelligence.

Glean was born from Founder & CEO Arvind Jain’s deep understanding of the challenges employees face in finding and understanding information at work. Seeing firsthand how fragmented knowledge and sprawling SaaS tools made it difficult to stay productive, he set out to build a better way - an AI-powered enterprise search platform that helps people quickly and intuitively access the information they need. Since then, Glean has evolved into the leading Work AI platform, combining enterprise-grade search, an AI assistant, and powerful application- and agent-building capabilities to fundamentally redefine how employees work.

About the Role:

Glean is looking for an energetic, creative, ambitious, and data-driven Sales Development Representative (SDR) Leader to play a key role in setting up and scaling our Bangalore team. You will own the day-to-day responsibilities of building and leading a high-performing team of SDRs from the ground up. From recruiting, to coaching, to delivering on KPIs - you will have an opportunity to shape our Business Development processes.

You will:

• 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

About you:

• 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!

Compensation & Benefits:

Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits.

We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. We're committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race.