Sales Pipeline Manager, Vidyard
+ Stock Options
Video tools for virtual sales & marketing teams
Open for applications
Video tools for virtual sales & marketing teams
201-500 employees
Open for applications
+ Stock Options
201-500 employees
Company mission
To help businesses succeed through the power of video.
Role
Who you are
- Highly data-driven and process oriented individual with at least 4-6 years of management experience, preferably in a SaaS environment
- You have managed either an SDR/BDR team, or a renewals team; you are a curious person who has a keen interest in learning the other side of the business. Having experience in both is a BIG plus
- You are an inspirational leader, able to clearly articulate to your teams the ‘why’ behind the work they’re doing, and how they fit into the bigger picture of our company goals. You get the best out of your talent, and develop them to continue in their career path at Vidyard and beyond
- In particular, you are confident in managing early-career professionals
- You have the ability to regularly context-switch and can manage complexity in your job, able to juggle multiple priorities at the same time
- You orient on data and facts, but are scrappy and can move quickly when the situation requires it. You’re not afraid to proactively propose big changes that can drive impact in our business
- Previous experience using Salesforce for reporting and dashboard analysis
- A proven talent scout who’s able to build and develop a talent pipeline to help Vidyard meet its sales staffing objectives
What the job involves
- Vidyard is looking for a Manager to lead our Velocity and Pipeline team (Renewal Specialists, SDRs, and BDRs). Reporting to the Senior Director, Sales, you will: oversee a very large portion of our entire renewals base, managing all customers with spend <$20k.
- There is a huge potential to identify gaps or inconsistencies in this process and designing/executing improvements that could translate to major revenue results for our business.
- Additionally, you’ll play a critical role in one of our top 3 company priorities: demand generation.
- Our SDR/BDR team is the lifeblood of our organization by efficiently bringing in, and sourcing, high-quality pipelines for our sellers. Finally, you’ll play a key role in developing talent that will become the next generation of Vidyard AEs and AMs
- Manage a team that is critical to the current and future success of our organization. Team is currently comprised of 8 ICs:
- 3 inbound SDRs
- 2 outbound BDRs
- 3 Contract Renewal Specialists (CRS) whose role is to renew and upsell accounts with <$20k of spend. This team runs a high velocity process
- Some key goals for this unique role:
- Optimize our inbound process to maximize efficiency, and conversions of calls into AE meetings (SQLs), ultimately helping to meet inbound pipeline targets
- Work closely with Marketing & Sales Managers to iterate on our inbound and outbound processes to materially accelerate TOFU pipeline via both SDR and BDR pipeline channels
- Optimize our renewals process, from the initial outreach to contract completion, including identifying upsell opportunities. This is a meaningful part of our business with a huge opportunity for driving short-term impacts. This can include:
- Optimizing the process and timing by which we reach out to these customers to renew
- Optimizing our auto-renew process
- Strategizing on how to step-up customers from deep legacy discounting towards our current list prices
- Identifying and managing common objections in a scalable format (ideally using video!)
- Evangelize our new product offering AI Avatars to these customers to spread awareness and generate pipeline
- Coach and mentor direct reports to provide career progressions to future sales roles
- You’ll work under our Senior Director of Sales, but have a dotted line to our Senior Director of Marketing on the pipeline elements of your role. You’ll also work cross-functionally with other key teams including Ops and Product
Our take
Vidyard is a leading video platform for business, offering a comprehensive suite of tools for video messaging and hosting to drive more effective engagement with customers and prospects across sales, marketing, and customer service. Empowering businesses to deliver personalized video communications that boost interaction and conversion rates.
In recent years, Vidyard has experienced rapid growth, benefiting from the surge in remote work. Its customer base expanded by over 300% annually, and the platform now sees more than 4,500 new user sign-ups every day, marking a 60% year-over-year increase in user acquisition.
It continues to solidify its position as a leader and recently secured new funding. This funding will support its expansion of AI-powered tools like its hyper-realistic AI avatars. Alongside this, the company's recent integration with Salesloft highlights its growing focus on enhancing sales engagement, while its continued innovation positions it for future growth, with the goal of becoming a billion-dollar business.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 5 rounds)
Apr 2024
$15m
LATE VC
Jan 2016
$35m
SERIES C
Total funding: $75.7m
Company benefits
- Work-life Integration: At Vidyard, we set the bar high, expecting excellence and dedication from every team member. In return, we empower you to integrate work and life seamlessly. Enjoy the freedom of flexible hours and unlimited vacation, paired with programs that support working from anywhere—even while traveling
- Wellness Your Way: Leverage flexible spending accounts to spend on what matters most
- Mental Health Support: Access to Inkblot, a digital mental health platform, plus $1,500 per person per year for mental health services
- Parental Leave Top-Up: Support when it matters most, with enhanced parental leave benefits
- Make an Impact: At Vidyard, we believe in creating positive change. Enjoy paid volunteer hours to support the causes you care about and join Employee Resource Groups (ERGs) to connect with colleagues, champion inclusion, and drive meaningful impact within Vidyard and the communities we serve
- Invest in Your Growth: Regular performance reviews, individual development plans and an annual allowance of $1,500, dedicated to your professional development and ongoing learning
- Your Perfect Workspace: Whether you prefer the comfort of your home, or the energy of our Kitchener, Ontario, collaboration space, you’ll have the flexibility to choose. While we default to remote-first, occasional in-person meetings and events are thoughtfully designed for connection and collaboration
Company values
- Drive Change Together: We build trust through collaborative action, communicate constructively, act with urgency, and promote inclusivity and belonging in everything we do
- Relentlessly Resourceful: We turn every challenge into an opportunity. We leverage existing resources for innovative problem-solving, consistently drive efficiency, and embrace experimentation to push boundaries and achieve remarkable results
- Own It: We are accountable for our actions, taking ownership and responsibility in everything we do. We offer solutions and learn quickly from every experience. We work hard to ensure we're always pushing for the best possible outcome
- User Obsessed: We put our users at the heart of everything we do. By actively gathering and acting on feedback, fostering user relationships, and effectively communicating our value, we create exceptional experiences for our users
Company HQ
City Commercial Core, Kitchener, ON
Articles
Leadership
Michael Litt
(Co-Founder & CEO)Alongside Vidyard they are the co-founder and General Manager of Garage Capital as well as a Board Member at Quantum Valley Ideas Labs and an Advisor at Maropost.
Devon Galloway
(Co-Founder & CTO)Previously co-founded Redwoods Media, and is currently General Partner at Garage Capital.
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