UpKeep
Manager, Business Development
UpKeep, Los Angeles, California, United States, 90079
POSITION SUMMARY
The Manager, Business Development is a frontline role that is tasked with developing our outbound lead generation strategy and a high performing team of Business Development Representatives to drive high quality sales leads through outbound prospecting. The ideal candidate will have experience in sales prospecting, hiring, onboarding, training, and managing a team with the ability to inspire, lead, coach, and communicate & collaborate across the organization. This role is responsible for providing day-to-day operational leadership ensuring effective strategies are deployed resulting in increased productivity. It will require a passion for coaching, developing, metrics/reporting, and giving feedback.
ESSENTIAL FUNCTIONS AND RESPONSIBILITIES
Proven ability to manage the full employee lifecycle, build a sales development strategy, and develop a team of high performing BDR’s
Heavy emphasis on hiring, onboard, training, motivating, and developing employees to build bench strength and promote across our sales department
Provide day to day coaching, lead performance conversations, and support career development of direct reports
Drive outreach strategies leveraging ABM playbook to drive new and expansion opportunities
Take ownership of playbooks and enablement for the BDR Team
Own content creation for outbound prospecting campaigns
Responsible for BDR team meeting and exceeding ramp schedules and quotas
Create, own and manage strategy for outbound metrics
Define, track, and communicate weekly, quarterly, and annual goals to the team to drive consistent performance
Build a culture of motivated and inspired team members by creating a fun and engaging team culture
Monitor team activity and train on best practices to drive prospect engagement and team success
Provide clear visibility on pipeline performance through ongoing management of team and metrics
Own CRM & Sales Engagement process for BDRs and recommend process improvements
Conduct outbound prospecting alongside BDRs
Work across sales and marketing to develop and hand off high-quality opportunities.
EXPERIENCE
Bachelor's Degree or equivalent experience a plus
4+ years of experience supervising and managing a Sales Development team
Proficiency with CRM applications such as Salesforce
Experience with SalesLoft, Zoominfo, Chorus, and ChiliPiper is a plus
Extensive lead generation and sales development experience in a high-paced sales environment
KNOWLEDGE
Ability to meet deadlines
Team leader with the ability to work individually as well as collaboratively
Action-oriented and results-driven mentality
Highly organized with strong time-management skills
Strong interpersonal skills with a passion for team building
DESIRED BEHAVIORS
Facilitates change
- encourages continuous improvement of work practices and processes. Enable the ability to move through change to transform new levels of thinking, understanding, and work practices.
Drives execution
– engage and enthuse team by cascading company & departmental goals into individual goals. Sets high performance standards, sets clear expectations, facilitate problem solving, provide task clarity and set boundaries.
Manage the team –
be a steady hand, hold the team accountable, utilize straight talk and take corrective action when required to ensure compliance and fair treatment, provide consistent reward and recognition.
Keep the team focused and motivated -
facilitate timely decision making, know when to escalate, fail fast, provide timely feedback and regular communication.
Technically proficient
- know own role thoroughly and possesses a wide field of knowledge, has a solid familiarity with team member’s roles and tasks.
Uses the full capabilities of the team –
understands team member’s development needs and aspirations, takes these into consideration when assigning task and responsibilities. Develop and coach so the team can reach full potential.
Over communicates
- hosts team communication (1:1`s and team meetings), cascades important and “need to know” information in a timely manner.
Involve employees in decision making –
encourage communication across the team along with sharing of ideas and proposed solutions. don’t allow members to operate in isolation, utilize each team member's strengths and skills.
Manages collaboratively -
Foster teamwork, empower and develop trust with employees to deliver successfully and delegate appropriately.
Displays ethical character and competence
- Always act with integrity and intent.
Is a role model
– displays high levels of commitment and energy, role models our values, sets high standards of behavior. Influence others positively, act as a good citizen of UpKeep.
COMPENSATION
This role will receive a competitive On-Target Earnings (base salary + sales commission) + benefits + equity. A variety of factors are considered when determining someone’s compensation–including a candidate’s professional background, experience, and location. Final offer amounts may vary from the amounts listed below.
The base pay for this role is $129,500 USD per year ($184,000 OTE).
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The Manager, Business Development is a frontline role that is tasked with developing our outbound lead generation strategy and a high performing team of Business Development Representatives to drive high quality sales leads through outbound prospecting. The ideal candidate will have experience in sales prospecting, hiring, onboarding, training, and managing a team with the ability to inspire, lead, coach, and communicate & collaborate across the organization. This role is responsible for providing day-to-day operational leadership ensuring effective strategies are deployed resulting in increased productivity. It will require a passion for coaching, developing, metrics/reporting, and giving feedback.
ESSENTIAL FUNCTIONS AND RESPONSIBILITIES
Proven ability to manage the full employee lifecycle, build a sales development strategy, and develop a team of high performing BDR’s
Heavy emphasis on hiring, onboard, training, motivating, and developing employees to build bench strength and promote across our sales department
Provide day to day coaching, lead performance conversations, and support career development of direct reports
Drive outreach strategies leveraging ABM playbook to drive new and expansion opportunities
Take ownership of playbooks and enablement for the BDR Team
Own content creation for outbound prospecting campaigns
Responsible for BDR team meeting and exceeding ramp schedules and quotas
Create, own and manage strategy for outbound metrics
Define, track, and communicate weekly, quarterly, and annual goals to the team to drive consistent performance
Build a culture of motivated and inspired team members by creating a fun and engaging team culture
Monitor team activity and train on best practices to drive prospect engagement and team success
Provide clear visibility on pipeline performance through ongoing management of team and metrics
Own CRM & Sales Engagement process for BDRs and recommend process improvements
Conduct outbound prospecting alongside BDRs
Work across sales and marketing to develop and hand off high-quality opportunities.
EXPERIENCE
Bachelor's Degree or equivalent experience a plus
4+ years of experience supervising and managing a Sales Development team
Proficiency with CRM applications such as Salesforce
Experience with SalesLoft, Zoominfo, Chorus, and ChiliPiper is a plus
Extensive lead generation and sales development experience in a high-paced sales environment
KNOWLEDGE
Ability to meet deadlines
Team leader with the ability to work individually as well as collaboratively
Action-oriented and results-driven mentality
Highly organized with strong time-management skills
Strong interpersonal skills with a passion for team building
DESIRED BEHAVIORS
Facilitates change
- encourages continuous improvement of work practices and processes. Enable the ability to move through change to transform new levels of thinking, understanding, and work practices.
Drives execution
– engage and enthuse team by cascading company & departmental goals into individual goals. Sets high performance standards, sets clear expectations, facilitate problem solving, provide task clarity and set boundaries.
Manage the team –
be a steady hand, hold the team accountable, utilize straight talk and take corrective action when required to ensure compliance and fair treatment, provide consistent reward and recognition.
Keep the team focused and motivated -
facilitate timely decision making, know when to escalate, fail fast, provide timely feedback and regular communication.
Technically proficient
- know own role thoroughly and possesses a wide field of knowledge, has a solid familiarity with team member’s roles and tasks.
Uses the full capabilities of the team –
understands team member’s development needs and aspirations, takes these into consideration when assigning task and responsibilities. Develop and coach so the team can reach full potential.
Over communicates
- hosts team communication (1:1`s and team meetings), cascades important and “need to know” information in a timely manner.
Involve employees in decision making –
encourage communication across the team along with sharing of ideas and proposed solutions. don’t allow members to operate in isolation, utilize each team member's strengths and skills.
Manages collaboratively -
Foster teamwork, empower and develop trust with employees to deliver successfully and delegate appropriately.
Displays ethical character and competence
- Always act with integrity and intent.
Is a role model
– displays high levels of commitment and energy, role models our values, sets high standards of behavior. Influence others positively, act as a good citizen of UpKeep.
COMPENSATION
This role will receive a competitive On-Target Earnings (base salary + sales commission) + benefits + equity. A variety of factors are considered when determining someone’s compensation–including a candidate’s professional background, experience, and location. Final offer amounts may vary from the amounts listed below.
The base pay for this role is $129,500 USD per year ($184,000 OTE).
#J-18808-Ljbffr