Sales Development Manager, Premier Mid Market

The Sales Development Manager at Motive is accountable for managing and developing a team of Outbound Sales Development Representatives, focusing on driving pipeline generation through effective coaching, strategic prospecting, and achieving monthly performance targets. This role requires collaboration with various teams to ensure continuous improvement in sales processes.

To apply for the Sales Development Manager role at Motive, candidates should ideally have a minimum of 2 years of experience in leading sales teams, preferably in a B2B SaaS environment. Previous management experience is a plus, and familiarity with sales technologies like Salesforce and SalesLoft is beneficial.

Candidates for the Sales Development Manager position at Motive should have a proven track record of leading high-performing teams, showing the ability to exceed expectations consistently. Experience in B2B sales training and familiarity with sales methodologies are also highly valued.

As a Sales Development Manager at Motive, you will utilize tools like Salesforce and SalesLoft to enhance productivity and maintain CRM hygiene. You'll also leverage various sales methodologies and analytics tools to coach your team effectively and improve performance outcomes.

Motive fosters a collaborative and inclusive work culture, emphasizing teamwork and diversity. Sales Development Managers are encouraged to mentor their teams in a supportive environment, aligning with the company's core values of empowerment and innovation.

The compensation range for the Sales Development Manager position at Motive varies based on experience and qualifications, with on-target earnings ranging from $147,000 to $184,000 USD, which includes base pay plus commissions.

Motive is committed to creating a diverse and inclusive workplace, which is a core value of the company. They actively welcome individuals from various backgrounds and experiences, ensuring equal opportunities for all job applicants, including candidates for the Sales Development Manager position.

To ensure my sales team meets or exceeds quotas, I focus on setting clear expectations, providing ongoing training, and maintaining open communication. Regularly reviewing performance metrics and offering constructive feedback helps keep team members aligned with their goals.

My coaching experience involves developing a tailored approach for each representative based on their strengths and areas for improvement. I use role-playing, call reviews, and one-on-one sessions to enhance their skills and boost their confidence.

I've found that methodologies like SPIN Selling and Challenger Sales resonate well with sales teams. They emphasize understanding customer needs and establishing value, which leads to more meaningful engagements and successful outcomes.

I address underperformance by first understanding the root causes, whether they be skill gaps or external factors. I work collaboratively with the representative to set achievable goals, provide extra support or training, and regularly monitor their progress.

I primarily use CRM tools like Salesforce to track sales performance. Additionally, I integrate analytics platforms to draw insights from the data, which guides coaching sessions and drives continuous improvement.

Collaboration between Sales Development and Account Executives is crucial, as it ensures seamless handoffs of leads and a shared understanding of qualification criteria. This teamwork increases efficiency and improves the overall closing rates.

One successful sales strategy I implemented involved creating targeted email campaigns based on customer segmentation. This approach resulted in a substantial increase in engagement and improved the number of quality meetings set with potential clients.

I stay updated on industry trends through webinars, networking events, and subscribing to relevant publications. Engaging with thought leaders on platforms like LinkedIn also helps in gaining insights into emerging best practices.

To improve overall productivity, I would analyze current workflows, identify bottlenecks, and implement process improvements. Offering specialized training sessions on time management and effective prospecting can also enhance team performance.

A significant challenge I faced was managing a sudden downturn in lead quality. I addressed this by conducting in-depth analyses of our lead sourcing channels, refining our targeting criteria, and ultimately boosting lead quality through more strategic campaigns.