Director of Sales Development

| Cambridge
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Wistia is the leading video and audio marketing platform for B2B marketers. We have the opportunity to both simplify how marketers do their jobs, but also maximize the results that they are after. There has never been such a huge push to invest in content marketing like we are seeing today, including both video and podcast. Wistia is uniquely positioned to serve this rapidly growing market as an end to end platform that supports the creation, hosting, publishing and measuring of video and podcast content for marketers.
The Director of Sales Development will be responsible for evolving and executing on the Sales Development strategy at Wistia. They will work closely with the rest of the Sales Leadership team, as well as marketing, revenue operations and finance to grow the sales pipeline in our most strategic segments. They will quickly grow the sales development effort by recruiting, training and mentoring a diverse and motivated team of sellers. This team is critical to the expansion of Wistia’s strategic customer segments and offers the opportunity to impact revenue growth within an already successful company.
Key Responsibilities

  • Develop and implement the sales development playbook to optimize pipeline generation within our top strategic customer segments, namely Small and Medium sized businesses. This will include, but is not limited to:
    • Collaborate with sales leadership to build a steady flow of conversations into our AE organization.
    • Partner with Marketing, Sales Operations and other Go To Market leaders to identify and prioritize SDR lead pools and target accounts.
    • Optimize head count and specialization within the SDR org to inspire conversations with target companies both inside our database as well as completely new to Wistia.
    • Build and mentor a strong management team focused on coaching and supporting our SDRs.
    • Develop quota strategies that align with the growth goals of the company and ensure that salers at Wistia are motivated to pursue the right business and are highly engaged in their work.
    • Develop, Measure and report on key performance indicators that will lead us to reliably forecasting our sales numbers and make the necessary adjustments to address any shortcomings or opportunity that are discovered along the way.
  • Collaborate with sales enablement and the sales leadership team to build a strong feeder organization for the sales effort at Wistia This will include, but is not limited to:
    • Recruit a diverse team of junior sellers that are self starters with empathy and curiosity.
    • Create a team culture that is inclusive and celebrates bringing ones whole self to work. We are a human and authentic community that celebrates each other’s differences!
    • Create a rapid promotion path the enables tangible growth for high performers and those that support our customers in ways that we can be proud of.
    • Create a measurable and repeatable professional development plan designed to ramp new SDRs quickly, prepares them for consistent quota attainment and ultimately gets them ready for promotion to the AE org.
  • Provide leadership as a key stakeholder on the Sales Leadership and Go To Market leadership team at Wistia This will include, but is not limited to:
    • Collaborate with GTM leaders to identify the most effective and efficient way to acquire customers across different customer segments.
    • Develop annualized hiring plans for the SDR org, projecting pipeline generation for the AE org.
    • Participate in rolling strategic planning at the company level.


Qualifications
Must Have:

  • Track record of exceeding quota as a sales manager or sales director.
  • Demonstrated ability to drive pipeline growth while not compromising on the core values and diversity of the team they build.
  • Experience coaching and mentoring more junior sales people towards habits and tactics that will drive consistent results.
  • Strong communication skills, including documentation, async collaboration and in person presentation skills.
  • Strong coaching/mentorship skills and a commitment to professional growth of both ICs and Managers on their team.
  • Passion for building diverse and inclusive teams

Nice to Have:

  • Prior ownership of the sales development strategy and playbook
  • Experience with new market or segment penetration and discovery
  • Experience and knowledge with selling systems and the ability to pair these (or components of them) with GTM strategy that is not exclusively sales led (Inbound Marketing, Product Led etc).
  • Passion for contributing to voice of customer efforts to influence the direct of the product and marketing roadmap.

About Wistia
We try to ensure Wistia is an inclusive and diverse place where everyone feels happy, fulfilled, respected, comfortable, and welcome. We’re proud to be an equal opportunity workplace. We care a lot, so our benefits are actually benefits, not just the fun stuff like swag and snacks in the office (though we also have lots of those too!).
We know the biggest investment we can make is in our employees, so we provide:

  • A great compensation package
  • 401k with 3% company contribution, regardless of whether you contribute
  • Profit Sharing
  • Flexible hours
  • Fully paid healthcare coverage for you and your family (including dental) and a healthcare FSA
  • Up to 16 weeks paid family leave
  • Flexible vacation and sick leave
  • Transportation subsidies
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An Insider's view of Wistia

How would you describe the company’s work-life balance?

Wistia provides a work-life balance superior to other companies that I have worked for. Management is considerate and encourages time spent away from our desk. Wistia truly cares about its employees both in and out of the workplace.

Patrick Bryant

Account Executive

What projects are you most excited about?

I'm really excited about the work my team and other teams at the company are currently doing to modernize integral parts of our codebase. I'm learning a lot about working with legacy code, identifying patterns that can be improved in the code, and recreating user stories in different frameworks and technologies.

Suruchi Devanahalli

Engineer II

How has your career grown since starting at the company?

I started at Wistia as a Customer Champ, truly the beginning of my career. I was encouraged to keep learning about what interested me, which led me into quality engineering. And now I'm grateful that Wistia gave me the chance to grow into that role working on making our product more robust for our customers.

Melany Vázquez Heredia

Quality Engineer

How do you empower your team to be more creative?

At Wistia we strongly encourage each individual to bring their entire self to work. We debate which state makes the best pizza, which snack deserves the “king of all snacks” title, and more. Approaching work this way in a carefree yet respectable way helps create an environment that is a great incubator for new ideas.

Uzoma Egbuchulam

Manager of Customer Support

How do you collaborate with other teams in the company?

My favorite way of collaborating with others teams is by creating a space where ideas flow and feedback is encouraged. I always communicate project goals—having everyone aligned early on is essential to any project I work on. I also remind myself that, yes, they are on another team in theory, but we're all still one team at the end of the day.

Vanessa Luis

Growth Marketing Manager

What are Wistia Perks + Benefits

Wistia Benefits Overview

Wistia makes a point to invest in our people. That's why we cover 100% of healthcare for employees and all of their dependents. It's why we provide 16 weeks of parental leave not just for primary parents, but also for secondary parents. It's why we offer unlimited PTO. Take a look at some more of our perks and benefits.

Culture
Friends outside of work
Eat lunch together
Intracompany committees
Diverstia helps us build an inclusive culture. Ladybirds empowers women at Wistia.
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Documented equal pay policy
Highly diverse management team
We have reached gender parity at all levels of the organization. From leadership, to mid level management, to the ground level we are about 50/50 men and women.
Unconscious bias training
We recently invited LifeLabs in to help us build a shared understanding and common language around unconscious bias and inclusive behaviors.
Diversity manifesto
Mean gender pay gap below 10%
Diversity Employee Resource Groups
We celebrate difference at Wistia, and our ERGs are one of the best ways to do that. We support a number of different employee led groups for Wistians of backgrounds.
Hiring Practices that Promote Diversity
We're reaching the end of a pointed, actionable 3 year plan. We've put a significant effort behind understanding our biases, and intentionally seeking and celebrating difference on our team.
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Disability insurance can be customized to meet employee's needs.
Dental Benefits
Wistia covers 100% of employee's dental plan, and their dependents.
Vision Benefits
Wistia covers 100% of employee's vision plan, and their dependents.
Health Insurance Benefits
Wistia's health insurance policy covers 100% of out of pocket expenses for employee and all dependents.
Life Insurance
Life insurance plan is customizable to employee's needs.
Pet Insurance
Team workouts
Every now and then we'll host Yoga on the roof, and there's even a group for all the Peleton users on the team who work out at home.
Mental Health Benefits
Untracked, unlimited PTO that we encourage to use for mental health days. We also offer an employee concierge service that helps match folks with therapists that align with our healthcare policy.
Retirement & Stock Options Benefits
401(K)
401(K) Matching
We don't call it matching. Wistia contributes 3% of employee's salary regardless of the employee's contribution (even if it's $0).
Child Care & Parental Leave Benefits
Generous Parental Leave
Family is important. We provide up to 16 weeks of parental leave for the primary caretaker. We also provide 16 weeks of leave for the secondary caretaker.
Flexible Work Schedule
Your schedule is up to you. Work from home when you need to, come and go based on what works for you and your team. What's important is that we're reaching our goals.
Remote Work Program
Family Medical Leave
Company sponsored family events
Last year, Wistia sponsored "Take your kid to work day".
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Paid Volunteer Time
Sabbatical
Wistia offers a month long sabbatical for employees who reach the 10 year mark.
Paid Holidays
Paid Sick Days
Sick days are considered part of your unlimited PTO. We don't define a cap.
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
We pay 100% of your commuting costs.
Company Outings
WiSKIa (company ski trip), Pond Fest (day on the lake), this team knows how to have a good time.
Game Room
We have a ping pong table in the common space, a giant connect4 and a shuffle board on the rooftop deck, and a regular game night for all the board game lovers out there.
Stocked Kitchen
Some Meals Provided
Employees get free lunch every Tuesday. There's always other free meals here or there too.
Happy Hours
Parking
We offer employees limited on-site parking.
Recreational Clubs
From Skiistians to runners there is an interest group for everyone at Wistia.
Relocation Assistance
Wistia provides relocation assistance when moving is required for the job.
Fitness Subsidies
Wistians are eligible for cash back on gym memberships through our healthcare provider.
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Wistia offers employees professional development opportunities like annual individual budget for learning/training.
Diversity Program
Lunch and learns
Wistia hosts lunch and learn meetings on occasion.
Cross functional training encouraged
Promote from within
Continuing Education stipend
Time allotted for learning
We don't define a percentage. Learning is important!
Customized development tracks
Paid industry certifications
All Wistians have access to a personal learning and development budget meant for taking courses/certifications and even attending conferences.

Additional Perks + Benefits

Wistia is a People First company. We believe in taking care of our people and rewarding them for helping to make Wistia awesome. We take play seriously, but what really makes us stand out is the way that we work. There is no team more creative and collaborative than Wistia (our biased opinion). Want to get an idea of what we mean? Binge some of our video content, and you might start to feel like you know us.

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