Senior Manager, Sales Development Zuora
Zuora is the leader in subscription billing software and we are growing like crazy. We have an epic opportunity for you to to join our fast growing team where you can have an impact on our worldwide revenue growth as we sprint for an IPO. We offer competitive salaries, great benefits, and a high-energy sales and marketing environment with lots of room for personal and professional growth. Our SDR team is international and is located in Foster City, California, London, and Sydney.
This is your chance to get in on the ground floor with a pre-IPO company that is poised for success and set on a trajectory for massive growth. Since our founding in 2007, we have raised over $130M+ from top tier investors becoming one of the fastest growing SaaS companies in Silicon Valley? To be frank, now is a pretty exciting time to be here.
As the Senior Manager of Sales Development you are a critical piece in growing our global building pipeline within North America, EMEA, and Asia Pac.
You are driven by objective goals/accomplishments, you enjoy facilitating entry and mid-level sales development teams, you are dedicated to your team?s career progress, and are passionate about helping the B2B/B2C business move to subscription-based pricing models.
Sales Development Responsibilities:
Manage a savvy team (8-10) of global sales development representatives that are the first wave of Zuora?s customer conversations.
Manage all aspects of the sales qualification funnel from inbound qualification to outbound prospecting by region, segment, and vertical.
Initiate and manage the internal process for lead management, ensuring that all MQLs(marketing qualified leads) are delivered to the appropriate SDR and get 5+ personalized and nurturing touches.
Work with Demand Generation to design, launch creative outbound campaigns to target accounts within the Fortune 2000
Develop Sales Development execution packages that include campaign script development for key marketing motions by campaign, industry, event, segment, and/or role.
Partner with sales to establish and manage Zuora?s lead scoring, prospect lead nurturing measurements and process.
Manage daily/weekly and monthly reporting to enhance the lead generation process, and sales development effectiveness, including responses and conversion rates.
Manage the closed-loop analytics of tracking the activity, conversion and trend metrics across the SDR teams within salesforce
Measure and monitor sales funnel activity for predictable pipeline building. Analyze and interpret key metrics, recommend changes, and drive continuous improvement
Work with Sales Enablement to develop ongoing training and mentoring programs for staff to continually hone Sales Development Representative skills and knowledge
Develop a program to recruit, hire, and train top sales talent
Desired Skills and Experience:
3-5+ years of experience in marketing or demand generation, sales development, or relevant sales experience required
Proven leadership and staff development skills, including building and managing a team
Proven track record of managing and scaling to a large staff count.
Track record of successfully creating demand generation programs on a global basis
Metrics-driven, and the ability to showcase examples of demand generation campaigns or Sales Development motions
Strong knowledge and experience using Salesforce.com and Marketo
Ability to collaborate and develop strong, cross-functional business relationships
Ability to develop strategic and tactical plans on an ongoing basis to sales and marketing leadership
Previous experience in disruptive technologies, and Software-as-a-Service a plus
Bachelors or Masters Degree in Business Administration, Management, Marketing or a related field preferred.
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