The Role
The Sales Development Manager leads and coaches a team of SDRs, develops lead generation strategies, monitors performance, and collaborates with sales and marketing to optimize conversions.
Summary Generated by Built In
About the Role
As the Sales Development Manager you will be responsible for leading, coaching, and managing a team of SDRs to generate qualified leads and build sales pipeline. This involves strategic planning, setting performance goals, developing team members, and collaborating with sales and marketing departments to optimize lead generation and conversion processes.
Team Dynamic
At Validity we have worked hard to build a culture focused on individual accountability driving towards a collective team goal. Above all else, we are a team that drives one another to be the very best we can be...with passion and a purpose.
Position Duties and Responsibilities
Team Leadership
The Sales Development Manager is a critical role that requires a unique blend of leadership, sales, and technical skills. To excel in this position, an individual must possess the following essential skills and qualifications:
As the Sales Development Manager you will be responsible for leading, coaching, and managing a team of SDRs to generate qualified leads and build sales pipeline. This involves strategic planning, setting performance goals, developing team members, and collaborating with sales and marketing departments to optimize lead generation and conversion processes.
Team Dynamic
At Validity we have worked hard to build a culture focused on individual accountability driving towards a collective team goal. Above all else, we are a team that drives one another to be the very best we can be...with passion and a purpose.
Position Duties and Responsibilities
Team Leadership
- Hire, train, onboard, and mentor SDRs to build a high-performing team and develop them into future sales-ready candidates.
- Develop and refine lead generation and qualification strategies in collaboration with Sales and Marketing teams.
- Work closely with the Demand Gen team to provide feedback on MQLs and campaigns.
- Monitor team and individual performance through dashboards and metrics and provide regular coaching and feedback to help the team meet or exceed targets.
- Conduct one-on-one meetings, provide Gong call coaching, and team coaching sessions to improve outreach efforts and professional growth.
- Manage Outreach sales engagement tools.
- Implement and oversee Validity approved AI tools for increased engagement.
- Manage BookIt and Qualified activity.
- Monitor outbound activities and ensure data accuracy. A
- Accurately report against weekly, monthly and quarterly KPIs.
- Act as a liaison between the SDR team, Sales team, and Marketing to provide feedback on lead quality and conversion.
- Work in collaboration with Marketing Program Managers, and Product Marketing to develop effective messaging to convert inbound interest into qualified pipeline.
The Sales Development Manager is a critical role that requires a unique blend of leadership, sales, and technical skills. To excel in this position, an individual must possess the following essential skills and qualifications:
- A track record of proven leadership and management skills, with 3-5 years of experience running SDR teams.
- Proven experience with both inbound and outbound campaign management and optimization.
- A deep understanding of sales processes and methodologies, including lead generation, qualification, and conversion.
- Familiarity with sales forecasting and pipeline management, including data analysis and reporting.
- Demonstrate strong communication and interpersonal skills to build trust and rapport with team members.
- Resolve conflicts and problems efficiently, with a focus on finding solutions that benefit the team and the organization.
- Proven Technical proficiency with Salesforce CRM, Outreach, Gong, LinkedIn, etc.
- Bachelor’s degree in business or marketing preferred, or equivalent combination of education and experience.
Top Skills
Gong
LinkedIn
Outreach
Salesforce CRM
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The Company
What We Do
Businesses run better and grow faster with trustworthy data. For over 20 years, tens of thousands of organizations across the world have relied on Validity solutions – including Everest, DemandTools, BriteVerify, GridBuddy Connect, and MailCharts – to target, contact, engage, and retain customers effectively. Marketing, sales, and customer success teams worldwide trust Validity solutions to help them create smarter campaigns, generate leads, drive response, and increase revenue.
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