The Role
Lead and manage the SDR team, driving recruitment, training, and performance to optimize lead generation and conversion rates. Collaborate with internal teams to enhance processes and metrics for sales success.
Summary Generated by Built In
Data Theorem is seeking a dynamic leader to spearhead our Sales Development Representative (SDR) team. As the leader of the SDR function, you'll play a pivotal role in recruiting, training, and building a high-performing SDR team. Your mission will be to cultivate a collaborative and results-driven culture, setting clear performance expectations and providing ongoing coaching to ensure success. You’ll also build excellent relationships, influence, and align external and internal stakeholders, and have a strong drive to create and build up the SDR’s (Sales Development Reps) contribution to the business. The right candidate will partner closely with marketing, demand generation, sales, and product teams to increase contact conversion rates. This role has a direct and material impact on our business.
As an SDR Manager you will manage and lead a team of Sales Development Representative’s, your team will respond to inbound inquiries regarding interest in Data Theorem and generate meetings for our account teams. In this role, you will lead and craft a great first impression to our prospects and customers over email, phone and live chat, adding value at every touch point. You’ll engage with security leaders, DevOps and cloud teams to intimately understand their business and how Data Theorem can help them secure and protect their mobile apps, web apps, APIs and data.
Responsibilities:
As an SDR Manager you will manage and lead a team of Sales Development Representative’s, your team will respond to inbound inquiries regarding interest in Data Theorem and generate meetings for our account teams. In this role, you will lead and craft a great first impression to our prospects and customers over email, phone and live chat, adding value at every touch point. You’ll engage with security leaders, DevOps and cloud teams to intimately understand their business and how Data Theorem can help them secure and protect their mobile apps, web apps, APIs and data.
Responsibilities:
- Build and nurture a team of hungry and ambitious SDRs, guiding them through training and development initiatives to excel in their roles.
- Cultivate an environment of collaboration and energy where team members thrive and enjoy coming to work.
- Lead the planning, development, and implementation of sales development processes and procedures to drive efficiency and effectiveness for our inbound and outbound motion.
- Continuously refine sales processes and pitches to optimize results, leveraging tools like Outreach and Salesforce for maximum impact.
- Develop and execute strategies to generate a consistent pipeline of qualified leads, working closely with marketing and sales leadership to align efforts with company goals.
- Stay abreast of market trends and competitor activities, providing insights to refine strategies and set benchmarks for success.
- Set and track performance metrics, establishing KPIs to measure team success against organizational objectives and providing feedback for improvement.
- Join a salesforce that values transparency and diverse backgrounds by gender, education, work experience.
- Engage with people who reach out to Data Theorem with interest via our website, LinkedIn, and in-product.
- Oversee and execute a thoughtful "every lead matters" cold outreach campaign to leaders in security and DevOps space.
- Work with Data Theorem Account Executives to secure meetings and follow deals through close.
- 2+ years of B2B sales management experience.
- Proven track record as an SDR Manager.
- Sales development experience with an emphasis on inbound.
- Proven success as a self-starter sales leader.
- Proficiency with Salesforce, Outreach, or similar tools.
- Demonstrated success in improving full-funnel conversion and revenue impact.
- Experience with SMB & Enterprise businesses.
- Strong analytical skills for sales data analysis and trend identification.
- Tremendous desire to learn about security and constantly improve in a “no-egos” environment.
- Ability to read emotional cues, understand a customer’s needs, and navigate a conversation.
- Excellent written and verbal communication skills.
- Previous experience in Sales, Marketing and Security a plus.
- College degree strongly preferred.
Top Skills
Outreach
Salesforce
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The Company
What We Do
Data Theorem prevents AppSec data breaches. We provide SAST, DAST, & RASP for API Security, Web Security, Mobile Security, and Cloud Security.
Our products provide Inventory (Discovery), Security Testing (SAST/DAST), and Active Protection (RASP) for APIs (RESTful, GraphQL, gRPC, and SOAP), mobile apps (iOS, Android, React Native, Flutter), Web Apps (Web 2.0 & Single Page Apps), & Cloud Apps + CSPM (Serverless Lambda, Google Cloud Functions, Azure Functions).
Data Theorem is headquartered in Palo Alto, CA., with offices in New York, Chicago, Boston, Paris, and London. For more information visit https://www.datatheorem.com.
