Director, Lead Development Five9
THIS JOB HAS EXPIRED At Five9, we strive to find passionate, ethical and creative individuals who want to be part of a team. We look for players that willingly share their expertise with others, are a source of energy, and put the needs of the team above their own personal gain. They must be able to demonstrate resourcefulness, motivation and initiative. They must be constantly looking to improve, extend and push the limits of growth; while seeking and respecting input from others.
The Lead Development team is responsible for the ?middle of the funnel.? This team is the glue between marketing and sales and is responsible for carrying the baton from marketing lead to sales opportunity. The primary focus of this team is to consistently and efficiently meet a preset monthly quota of ?Sales Qualified Opportunities? by:
1) Converting active demand through a rigorous speed to lead follow up process;
2) Cultivating latent demand with a long-term prospect engagement program; and
3) Develop account intelligence and suspect engagement through marketing programs and surveys to assist with named account campaigns.
Responsibilities of the Team:
Objective: Consistently meet a quota of Sales Qualified Opportunities (SQOs) each month
Manage daily MQLs, contact us form submissions, live chat inquiries and other inbound sales-ready leads in adherence with ?speed to lead? SLA
Leverage prospecting tools, marketing programs and social profiles to identify prospects at different levels within target accounts
Call and email prospects to gather account intelligence around current processes, challenges, systems, and administrative information for each account
Follow up on identified marketing programs (i.e. event and webinar invites) in a timely manner
Qualify prospects according to the defined SQO Criteria and hand off to assigned RSM
Work with assigned RSMs to define outbound prospecting strategies and coordinated activities for specific territory; conduct regular outbound prospecting cadence to names accounts (territories, TBD)
Nurture and educate prospects that are not actively buying ?right now?
Responsibilities of the Director:
Manage the team through objective metrics to drive productivity, provide motivation and report on progress to sales management.
Recruit and train new Lead Development team members.
Thrive in a collaborative management environment, where decisions are made through brainstorming and discussion.
Provide training to current and new team members on technical concepts, product offerings, outbound prospecting techniques, and general sales skills.
Work closely with marketing team to enhance sales materials and sales tools.
Work closely with the sales and marketing to continuously improve demand generation processes and best practices.
Must possess a positive attitude for finding a creative solution with existing resources.
The SDR team is the only team in Demand Marketing that has a unique compensation plan that is individual based vs. team based
Monthly Quota: Compensation is based on achievement against a monthly quota of SQOs; potential for inclusion of additional KPIs to be built into the compensation model (i.e. number of appointments set, sales qualified opportunities, number of deals closed from SDR-generated opportunities)
Ramp up: The SDRs will get a ramp up period of four months, and their ramp up quota should be 40%, 60%, 80%, and 100% of their steady-state quotas in months 1-4, respectively
Accelerators: SDR should have an accelerator component to their compensation plan, for over-achieving against quota. The recommended accelerator is 20%. For every SQO that is accepted beyond their quota amount, the payout for that SQO will be at a 120% rate.
Payout Schedule: The SDRs should be paid on a monthly basis, not a quarterly basis, given that their quotas are monthly
Incentive Compensation = 35-45% of total
||San Ramon, CA |
THIS JOB HAS EXPIRED