Director of Sales Development, Upland
More information about location
4 days a week in office
Cloud-based tools for digital transformation
Be an early applicant
Cloud-based tools for digital transformation
1001+ employees
Be an early applicant
More information about location
4 days a week in office
1001+ employees
Company mission
To deliver software to the doers, the deliverers, and the day-to-day heroes of real-life business.
Role
Who you are
- The ideal candidate will have a strong background in sales development leadership, a passion for recruiting, coaching, and developing talent, and a proven ability to deliver results in a fast-paced environment
- 4 years SDR/sales experience (preferably within SaaS)
- 2 years experience leading an SDR team of 10+, including managers that directly report to you (global responsibility preferred)
- Proven track record of scaling and managing SDR teams and consistently achieving and exceeding pipeline generation objectives
- Experience defining processes and building playbooks for others to follow in a fast-growing company
- Experience building, scaling, and leading a team with both inbound and outbound responsibilities while maintaining a strong focus on people, culture, and results
- Possess a creative, problem-solving mindset and the ability to implement unique solutions aligned with business objectives
- Highly collaborative approach with the ability to navigate change and align teams around common objectives
- Expertise in CRM (Salesforce), sales engagement platforms (Outreach), and intent data tools (6sense)
- Experience working in SaaS, technology, or B2B industries
What the job involves
- Upland Software is looking for a dynamic, strategic, and results-driven Director of Sales Development to lead, scale, and motivate our Sales Development team
- As Director of Sales Development, you will lead a team of Managers and Sales Development Representatives responsible for the engagement, qualification, and expansion of our growing customer base
- With this role, you will manage our Sales Development teams across all product lines
- You will manage our inbound and outbound motions that will generate qualified opportunities for the Upland sales teams
- You will partner with strategic leadership across Sales, Marketing, Operations, and Business Unit General Managers
- This role reports to the SVP, Marketing & Sales Development
- Recruit, onboard, and develop top-tier talent, cultivating a team of high performers through impactful coaching, mentorship, and growth opportunities
- Lead with empathy, fostering a collaborative and inclusive culture where team members feel supported and empowered to achieve their best work
- Build, develop, and inspire a hard-working global SDR team that consistently delivers results across inbound and outbound workflows, ensuring high-quality engagement with prospects
- Create scalable, data-driven processes and playbooks that enable the team to achieve and exceed pipeline and bookings goals, while maintaining a strong focus on prospect experience
- Manage and analyze the performance of the SDR organization, including forecasting, opportunity, and pipeline generation, along with activity metrics to ensure alignment with company objectives
- Optimize and continuously refine workflows to improve inbound response times and outbound engagement, ensuring early funnel KPIs are met, such as conversations held and meetings booked
- Leverage SDR technology and tools to ensure proper targeting and prospecting is done so quality pipeline is generated and converts to closed won booking by sales teams
- Collaborate with Sales, Marketing, Business Unit General Managers, and Operations leadership to develop strategies that leverage data and other insights for day-to-day execution and long-term planning
Application process
- Please include a cover letter with your application
Our take
The global cloud computing size is huge and expected to grow 15.7% from 2022 to 2030. Cloud management software companies are constantly innovating with evolving products to keep up with our ever-growing reliance on tech. Upland is a well-established leader in enterprise software providing cloud-based tools.
The company has developed several products over the years, now offering a powerful cloud software library of 25 products. Each product aids the digital transformation of companies, encouraging businesses to step away from home-grown methods and accelerate workflow through cloud-based methods. A more recent innovation from the company is Upland Ingenius, combining computer telephony integration (CTI) and customer relationship management (CRM) to support efficient and tailored communication with customers by analysing and organising data.
Upland has attracted over 10,000 companies, including the likes of Pepsico and Tableau. An exciting investment from HGGC in 2022 means the company can continue to scale and strengthen its products' capabilities. This will be key for Upland to retain its competitive edge as a leader in the cloud computing market.
Steph
Company Specialist at Welcome to the Jungle
Insights
10% employee growth in 12 months
Company
Funding (last 2 of 8 rounds)
Mar 2016
$1m
SEED
Jan 2014
$15m
GROWTH EQUITY VC
Total funding: $48.2m
Company HQ
Congress Avenue Historic District, Austin, TX
Leadership
Jack McDonald
(CEO)A serial entrepreneur having built 4 successful technology companies and led two successful Nasdaq Global Market IPOs.
Mike Hill
(CFO)Previously CFO and VP of Strategic Finance at Perficient, a leading information technology consulting firm. Was also Director of Finance at Performance Retail.
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