Team Management: Lead, coach, and mentor the Sales Development Representatives and Account Executives, fostering a high-performance and results-driven culture. Provide ongoing feedback, training, and support to ensure individual and team success.
Lead Generation and Qualification: Oversee the Sales Development team's efforts in prospecting and generating leads. Implement strategies to optimize lead qualification, ensuring a consistent flow of high-quality leads to the Account Executive team.
Sales Process Management: Guide the Account Executive team through the sales cycle, from initial contact to deal closure. Review sales opportunities, provide strategic input, and assist in negotiations to drive revenue growth.
Metrics and Reporting: Monitor and analyze key performance indicators (KPIs) for both the Sales Development and Account Executive teams. Provide regular reports to senior management, identifying areas for improvement and action plans.
Sales Strategy: Collaborate with the Sales Director or VP of Sales to develop and implement effective sales strategies, aligning with overall company objectives.
Customer Relationship Management: Ensure the Account Executive team maintains strong relationships with customers, addressing their needs and pain points
Forecasting and Planning: Analyze sales data, forecast revenue projections, and work with senior management to set realistic sales targets. Develop action plans to achieve sales goals.
Marketing Collaboration: Partner with the Marketing team to align lead generation strategies, ensuring a seamless handoff of marketing qualified leads (MQLs) to the Sales Development team.
Cross-Functional Collaboration: Collaborate with other departments, such as Marketing and Customer Success, to ensure a cohesive approach to customer acquisition and retention.
Recruitment and Onboarding: Participate in the hiring and onboarding of new Sales Development Representatives and Account Executives, expanding and strengthening the sales team.
Be a forward thinker and have strategic vision to grow business at scale.
Coach and teach the reps on team to successfully navigate the sales process and sales cycle (specific acumen in objection handling, negotiation and prospecting)
Proactively flex management style to meet employee needs and can motivate and inspire excellence from the team.
Demand excellence through demonstrating best sales practices, coaching (through effective 1:1s), performance reviews, developing and inspiring team members
Coach your team on innovative sales practices to solve customer problems and create deal strategies, especially at CxO level relationships
