Sales Development Manager

This is the right opportunity for someone excited by building, defining success, and coaching new team members in an ambiguous environment.

Toronto, ON


<h4>We founded Lever in 2012 to tackle the most strategic challenge that companies face: how to grow their teams. We're injecting the values we respect &ndash; collaboration, transparency, and humanity &ndash; into our software and re-imagining how organizations can think about growth, with talent and teamwork at the center.</h4>

keywords: the challenge,the team,within one month,within three months,within six months,within twelve months,the opportunity


Overview: <div>THE CHALLENGE<br /><br /></div> <div>We&rsquo;re new to the Toronto area, and we need a strong sales leader to lead the sales charge as we&rsquo;re growing into a new market. We&rsquo;re building out in our new location and market and you&rsquo;ll have a ton of influence in how we grow the team. You&rsquo;ll also be a cultural torch bearer and help define the Lever Toronto culture and bring our values to life. And at the core, you&rsquo;ll continue to scale the sales function from the ground up in our new location.</div> <div><br /><br /></div> <div>THE OPPORTUNITY<br /><br /></div> <div>You&rsquo;ll be building a growing a team of sales development representatives from scratch. This is the right opportunity for someone excited by building, defining success, and coaching new team members in an ambiguous environment. You&rsquo;ll define how to be successful in our new office but will have the resources from our San Francisco team and your peers. As the SDR function grows, we&rsquo;ll also look to you to lead the charge around onboarding your team as well as additional managers.</div> <div>&nbsp;</div> <div>THE TEAM<br /><br /></div> <div>You&rsquo;ll be the foundational member of your team and how you grow it is going to both be up to and your first challenge to tackle! We&rsquo;ll look to to you to partner with our Toronto-based recruiter to evaluate candidates, find the right Leveroos that will take the SDR function to the next level, and get them up to speed.</div>
Responsibilities: <div class="section page-centered"> <div> <h3>WITHIN 1 MONTH, YOU'LL</h3> <ul class="posting-requirements plain-list"> <ul> <li>Complete your Ramp Camp and starter project; present your findings to relevant stakeholders</li> <li>Learn the Lever sales process, from outbounding, to discovery and demos, to getting deals over the finish line; learn what it takes to close deals at Lever</li> <li>Review three discovery calls with each SDR through our tool, Gong.</li> <li>Choose three account executives to shadow to understand how your team can continue to better support AEs</li> <li>Dive into building a pipeline of Sales Development Reps with our Sales Recruiter(s): learn how to recruit the Lever way, hire, and train; complete hiring manager training</li> <li>Identify areas of improvement to efficiently outbound the Mid Market and Enterprise segments by using Salesforce data, including historical closed-lost data</li> <li>Run weekly team meetings that communicate wins, areas of opportunities, and process improvements; leverage your team in helping you create the team agenda</li> <li>Conduct your first several 1:1s with each SDR across all segments</li> </ul> </ul> </div> </div> <div class="section page-centered"> <div> <h3>WITHIN 3 MONTHS, YOU'LL</h3> <ul class="posting-requirements plain-list"> <ul class="posting-requirements plain-list"> <ul style="list-style-type: circle;"> <li>This is the phase of owning your metrics &ndash; it&rsquo;s your job to get the SDRs to deliver on their numbers:&nbsp; KPIs on call volume, lead follow-up times, lead conversion rates, pipeline sourced, etc. with a view to ramping team to 100% quota achievement</li> <li>Develop strong relationships with the SDRs on your team; be a coach and trusted advisor through:&nbsp;</li> <li>Providing real-time feedback when shadowing calls</li> <li>Using every opportunity to provide coaching: what&rsquo;s going well, what&rsquo;s not</li> <li>Learn about each SDR&rsquo;s career ambitions&nbsp;</li> <li>Work with Marketing to arm your SDRs with killer competitive intelligence by building competitive tier sheet and a lead qualification machine</li> <li>Implement a process improvement aimed at culture: understand the current temperature of your team, what they need, and how to continue to drive a positive and winning atmosphere</li> <li>Host your first team offsite and own all planning aspects; collect feedback geared towards iteration for your next offsite: what went well, what could be better, what is the team truly craving?&nbsp;</li> <li>Explicitly start training up your SDRs to have a strong sales foundation for growth into closing roles</li> <li>Design the career progression plan from SDR to a closing role including the requisite training initiatives: make sure relevant performance information is communicated to their new manager&nbsp;</li> <li>Hire your first SDR through partnering with Recruiting</li> </ul> </ul> </ul> <div>&nbsp;</div> </div> </div> <div class="section page-centered"> <div> <h3>WITHIN 6 MONTHS, YOU'LL</h3> <ul class="posting-requirements plain-list"> <ul> <li>Conduct your first round of performance reviews:&nbsp;</li> <li>Use your KPIs as guides</li> <li>Create a mutually-agreed-upon plan for the forward six months with each team member</li> <li>Continue to partner with Marketing to execute on initiatives to drive SQLs and other qualified leads to ensure goals are met</li> <li>Scale your team as needed to enable all of Sales to achieve our revenue goals. Consider:</li> <li>Does Lever need more SDRs in number?</li> <li>Does Lever need fewer but more productive SDRs?</li> <li>Host your second team offsite; fold in feedback you gathered after the previous offsite.&nbsp;</li> </ul> </ul> </div> </div> <div class="section page-centered"> <div> <h3>WITHIN 12 MONTHS, YOU'LL</h3> <ul class="posting-requirements plain-list"> <ul> <li>Have built the next generation Sales Development organization - a foundation that can be adopted to international expansion</li> <li>Build long lasting relationships with your team, that persists long after they&rsquo;ve been promoted to closing roles.</li> <li>Create and implement a retention plan for your team--what does your team need more of? Have their motivations changed? Are there different ways to incentivize your team?&nbsp;</li> </ul> </ul> </div> </div>
Requirements: <div>IS THIS ROLE NOT AN EXACT FIT?&nbsp;<br /><br /></div> <div><a href="">Sign up to stay in touch, we&rsquo;ll let you know when we have new positions on the team.</a></div> <div>&nbsp;</div> <div>&nbsp;</div> <div>THE LEVER STORY<br /><br /></div> <div>Lever builds modern recruiting software for teams to source, interview, and hire top talent. Our team strives to set a new bar for enterprise software with modern, well-designed, real-time apps. We participated in Y Combinator in summer 2012, and since then have raised $73 million. As the applicant tracking system of choice for Netflix, Eventbrite, ClearSlide,, and thousands more leading companies, Lever means you hire the best by hiring together.</div> <div>&nbsp;</div> <div>Lever is an equal opportunity employer. We are committed to providing reasonable accommodations and will work with you to meet your needs. If you are a person with a disability and require assistance during the application process, please don&rsquo;t hesitate to reach out! We celebrate our inclusive work environment and welcome members of all backgrounds and perspectives. <a href="">Learn more about our team culture and commitment to diversity and inclusion.</a>&nbsp;</div>