Sales Development Manager
Rapid7 (NASDAQ: RPD) is helping organizations around the globe advance securely. Our technology, services, and community-focused research simplify complexity for security teams, helping them reduce vulnerabilities, monitor for malicious behavior, investigate and shut down attacks, and automate routine tasks. With more than 9000 customers across 120+ countries, Rapid7 is a recognized leader in cybersecurity that has proudly earned numerous industry accolades and strong recognition for our technology and culture. Learn more at www.rapid7.com.
We help make the world a better place by helping companies understand how they can securely advance through Rapid7’s products, solutions, research, and expertise. The North American Sales Development team sets the stage for the customer experience through our prospect-centric engagement with cybersecurity team members and leaders. We believe we have the best talent and are committed to Sales Development Representative (SDR) career development. Our SDRs are key contributors to Rapid7’s growth as future exceptional Account Executives and through the creation of high-quality pipeline. The Sales Development team is one of the first interactions our prospective customers have with Rapid7 and is a key driver of our success.
The Opportunity:
If you have proven success in managing and developing people to achieve weekly, monthly, and quarterly goals as well as have a passion for coaching, mentoring, and inspiring people, this is the role for you!
Position Summary:
Rapid7 is seeking a highly motivated and talented Sales Development Manager to join our North American Sales Development team. As the Sales Development Manager, you will develop, coach, and train a highly-motivated team of SDRs who are early in their careers and aspire to become world-class Rapid7 Account Executives. You will also guide the team in prospect-centered engagement to evangelize Rapid7 products, solutions, services and research to companies across North America.
What Success Looks Like:
Coach and manage a team of SDRs to master skills across sales development including cold calling, setting the stage for the customer experience, understanding security personas, leading discovery calls, and positioning Rapid7 solutions
Have a maniacal focus on outcomes and impact. Closely monitor metrics – everything from dials per day, conversion rates to opportunities, hand-off to sales and close rates – with the aim to increase SDR productivity and contribution to pipeline and bookings
Manage the day-to-day activities of SDR team including live coaching and mentoring, call statistics, conversions and pipeline build
Work closely with sales managers and account executives to ensure proper alignment on opportunity quality, follow-up on hand off, and Account Executive promotion eligibility
Partner and communicate effectively with various functional teams including Sales Enablement, Sales, Marketing, and Business Operations to maximize opportunities for growth and efficiencies
Identify and make recommendations for improvements around process, efficiency and productivity of the Sales Development team
To Be Successful In This Role, You Have:
3+ years of management or coaching experience with proven track record of developing, coaching, and retaining team members
2+ years of success with achieving goals in a Sales function
Demonstrated success with goal achievement and managing KPIs
Proficiency with sales tools such as Salesforce.com, LinkedIn Navigator. Experience with Gong and SalesLoft a plus.
Ability to examine data to identify ways to improve productivity, efficiency and contribution to the business
You inspire others around you and build a highly motivated and successful team through your leadership skills
Goal-orientation and high-energy with a focus on team results and growth
