Manager, Sales Development | Account Development at Clari

| San Francisco, CA +1 more | Remote
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Clari uses AI and automation to drive growth and retention for high-performing revenue teams. Clari’s market-leading Revenue Operations Platform is currently processing over $300 billion in pipeline each year, and is used by over 100,000 marketing, sales, and customer success professionals across 170 countries. Customers include market leaders like Adobe, Zoom, Qualtrics, UiPath, Okta, and Workday. We constantly hear from our customers that Clari is required equipment, and that we’ve changed their lives and the trajectory of their businesses. It never gets old, and we never take it for granted. Together, we help others realize their fullest potential by transforming their revenue operations to be connected, efficient, and predictable.

In this role, you’ll be responsible for leading a team of Account Development Managers (ADMs) more traditionally known as Sales Development Reps (SDRs). Our ADMs are unique in that they’re focused on growing our footprint within our current customer portfolio by working closely with our Account Managers (AMs) and Customer Success Managers (CSMs) to identify and source expansion opportunities via cross-sell and up-sell motions. 
 
You will set team and department strategies, motivate the team to hit and exceed targets, and coach your team members to become sales professionals. You will collaborate with marketing and sales teams to drive new business growth to achieve revenue targets. Additionally, you will collaborate on improving sales operations and performance metrics for the Revenue Development team. Finally, you will work to manage, hire, and train all new Sales Development Representatives as we continue to scale.
 
The most successful sales teams run on Clari, from opportunity to close. With Clari’s AI platform, sales reps know where to focus, managers can immediately spot risk in pipeline, and execs forecast with confidence.
Starting with the sales organization, we’re creating software that people love to use and solving BIG problems for our customers -- leveraging AI to transform the way they make decisions, how they work, and how they grow.
 
 There’s a huge opportunity ahead of us, and we’re about to blast off. Want a seat on the rocket?

This is a fully remote opportunity and can be worked from any location in the United States.

Responsibilities

  • Set Revenue Development strategy for the customer segment, as well as team and individual KPIs
  • Work with ADMs to develop their plans for outbound prospecting and inbound lead qualification to meet their quota
  • Inspire and motivate ADMs to exceed goals through coaching and incentives
  • Develop and optimize tools and processes for the entire Sales Development team to improve effectiveness and productivity
  • Coach the team on sales methodology by conducting “mock call” exercises, role plays, and phone work to develop a strong foundation of sales skills
  • Maximize the team’s impact by developing key performance metrics and dashboards that help the individuals focus on improving performance: i.e. call to connect, connect to meeting, etc.
  • Work closely with sales leadership to optimize pipeline and revenue creation
  • Work with hiring managers and the People team to understand the needs of the company and identify potential paths SDRs can grow into. 
  • Run effective team and cross functional meetings, conveying the right information in the right way and ensuring everyone is engaged
  • Partner with revenue operations and marketing operations to ensure the team has the best tools to do their job, and that they are configured to ensure SDR efficiency and productivity
  • Partner with marketing, enablement, and the post sales team on account targets, outbound prospecting, inbound qualification, messaging, and ABM (account based marketing) campaigns

Qualifications

  • 2+ years of experience leading a SaaS SDR or Sales team of at least four people preferred
  • Experience hiring, training, motivating, and mentoring senior Sales Development Reps
  • Proven track record of delivering sales pipeline at large enterprise accounts 
  • Proven experience successfully managing people to achieve and exceed performance goals
  • Proven experience designing training programs for SDR development and continued education 
  • Experience analyzing metrics and creating dashboards to report on performance and trends
  • Experience in a diverse tech stack for sales development use cases like CRM, SEP, ABM, etc.
  • Ability to drive and manage cross-functional initiatives at scale

Benefits and Culture

  • Team-bonding activities and company-wide events
  • Flexible working hours and remote opportunities
  • Internet, phone, and wellness reimbursements
  • Paid maternity and paternity leave
  • Fertility support
  • 401(k) and college savings plan
  • Pre-IPO stock options

#BI-Remote #LI-Remote

You’ll often hear our CEO talk about “Being Remarkable.” To Clari, remarkable means many things. First and foremost, we believe in providing work that’s interesting and meaningful, in an environment that’s nurturing and inclusive, that is free from discrimination for each and every team member without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity, or veteran status. Efforts have to be recognized. Voices have to be heard. And work/life balance has to be baked into the very fiber of the company. We are honored to be recognized by Inc. Magazine and Bay Area News Group as a best place to work, several years running. We’d love to have you join us on our journey to remarkable!

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Candidate Location Eligibility:
San Francisco, CA

Technology we use

  • Engineering
  • Sales & Marketing
    • JavaLanguages
    • JavascriptLanguages
    • SqlLanguages
    • AWSLanguages
    • D3JSLibraries
    • jQueryLibraries
    • jQuery UILibraries
    • ReactLibraries
    • MongoDBDatabases
    • SalesforceCRM

An Insider's view of Clari

What are some social events your company does?

Every year Clari has a company-wide offsite where we go “glamping” for one night off the Pacific Coast in California. This is a time where we unplug from work and our busy lives to embrace the present and recharge as an organization. This two-day event exemplifies how remarkable our team and culture are at Clari.

Anmol

Sales Engineer

How do you collaborate with other teams in the company?

Collaboration and working cross-functionally are key pillars at Clari. The recruiting team works closely with finance, marketing, sales, and engineering on a daily basis. The knowledge we're able to share with each other truly makes us stronger as an organization.

Meghann

Meghann

What are some things you learned at the company?

I have had the chance to work on projects that have made a huge impact and that I would be remembered for. I’ve improved incident response management and have touched all parts of our infrastructure. I like how I can be both well-rounded and a subject matter expert in multiple areas at Clari.

Rabiya

Senior Software Engineer, Cloud Infrastructure

How do your team's ideas influence the company's direction?

There are tradeoffs between a big company and a start-up, but one of the most rewarding parts of working at Clari is the impact an individual can make at any level. We're a pretty flat org that prioritizes good ideas over titles. There’s nothing that screams high performer more than someone that comes to me with a fresh idea for how we can improve!

Holly

VP, Commercial Sales

What does your typical day look like?

The ability to adapt and continuing to learn to stay relevant is just one aspect of becoming a successful engineer. Having a positive attitude, curiosity, investing time and effort to build a great work relationship with teammates, communication skills and empathy will ensure a longer term successful career as a technologist.

Priyanka

Principal Software Engineer

What are Clari Perks + Benefits

Culture
Volunteer in local community
Clari participates in local volunteer activities such as Sacred Heart and Save our Shores, as well as national organizations.
Partners with Nonprofits
Clari Cares Foundation
Friends outside of work
Eat lunch together
Intracompany committees
Clari has culture committees that manage events and programs from our health and wellness to diversity and inclusion.
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Diversity manifesto
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
Team workouts
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
Company Equity
Performance Bonus
Match charitable contributions
Child Care & Parental Leave Benefits
Child Care Benefits
Generous Parental Leave
Clari offers US paid leave of up to 14 weeks for maternity leave and six weeks for non-birthing parents.
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Company sponsored family events
Vacation & Time Off Benefits
Generous PTO
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Game Room
Stocked Kitchen
Happy Hours
Parking
Pet Friendly
Recreational Clubs
Fitness Subsidies
Home Office Stipend for Remote Employees
Professional Development Benefits
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Time allotted for learning
Customized development tracks

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