Manager of Sales Development, 6sense
$87.6-128.4k
3 days a week in office
Marketing engagement platform
Be an early applicant
Marketing engagement platform
1001+ employees
Be an early applicant
$87.6-128.4k
3 days a week in office
1001+ employees
Company mission
To empower clients to gain predictable and consistent revenue growth, harnessing the power of artificial intelligence, machine learning, and big data.
Role
Who you are
- Experience: 3+ years of sales development or business development experience in a SaaS or technology-related field, with at least 1+ year in a leadership or mentorship role
- Proven Success: Track record of exceeding SDR or BDR targets, including generating qualified leads and building sales pipelines
- Leadership Skills: Demonstrated ability to mentor and lead a high-performing SDR team, with experience in performance management and coaching
- Sales Skills: Strong prospecting, qualifying, and outbound sales skills. Experience with cold outreach and consultative selling
- Coachable: A passion for growth with a proactive attitude toward seeking and implementing feedback, both for yourself and your team
- Communication: Excellent verbal and written communication and negotiation skills, able to articulate complex concepts clearly and effectively
- Data-Driven: Able to analyze performance data, identify trends, and make decisions that improve the team's performance
- Tech-Savvy: Comfortable with technology, especially CRM tools and sales automation platforms. Able to quickly learn and demo software solutions
- Team Player: Ability to collaborate across departments, particularly with Sales and Marketing, to ensure alignment and shared goals
What the job involves
- 6sense reinvents the way organizations create, manage, and convert pipeline to revenue. The 6sense Revenue AI captures anonymous buying signals, predicts the right accounts to target at the ideal time, and recommends the channels and messages to boost revenue performance
- Removing guesswork, friction and wasted sales effort, 6sense empowers sales, marketing, and customer success teams to significantly improve pipeline quality, accelerate sales velocity, increase conversion rates, and grow revenue predictably
- Lead and mentor a team of outbound BDRs, helping them develop their prospecting skills, enhance performance, and achieve team and individual targets
- Coach BDRs on best practices for cold calls, emails, social selling, and outbound prospecting, ensuring they consistently build a robust pipeline
- Collaborate with sales leadership to develop strategies that target key accounts, align with market trends, and drive pipeline generation
- Own and refine the BDR playbook, implementing new strategies to improve outreach efficiency, increase lead quality, and drive higher conversion rates
- Track performance through KPIs and regularly review individual and team metrics, identifying areas for improvement and creating actionable plans
- Support team members in using the value framework and lead qualification methodologies, such as MEDDPICC, to ensure high-quality opportunities are handed over to sales
- Develop team talent by conducting 1:1s, team training sessions, and feedback loops to help each SDR achieve their goals and continue their growth path
- Collaborate closely with Marketing to ensure alignment on messaging, campaigns, and lead handoff, optimizing the effectiveness of inbound leads
- Within 30 days, you will:
- Build relationships with each member of your team and understand where their performance is and what things need to be worked on
- Learn the current BDR process - what works, what doesn’t?
- Learn 6sense product and value prop
- Evaluate and present team strengths and weaknesses
- Within 60 days, you will:
- Begin coaching each rep to their weaknesses
- Build relationships with sales leaders to ensure alignment is as high as possible
- Onboard new creative strategies to add to our outreach campaigns (calls, cadences, video, etc.)
- Have learned internal tools (Salesforce, Salesloft, Orum, Gong Sendoso, etc)
- Within 90 days, you will:
- Proactively understand patterns of BDR activity and get ahead of underperformance
- Develop career plans with each of your direct reports
- Forecast for the quarters ahead
Our take
While sales and marketing teams need access to customer data to stay competitive, this information is often scattered around multiple difficult-to-access systems both inside and outside the company. 6sense exists to solve this problem, using AI to bring together disparate data sources such as internal CRMs and social media signals to give sales teams all the information they need in one place.
While other companies have attempted to tackle this problem, 6sense stands out with its ability to provide a complete picture of a company and the leads to pursue within it. This allows teams to accurately prioritise accounts that are most likely to buy, greatly increasing conversion rates and sales figures. This has led to it being taken up by major enterprises including Dell Technologies, Shell and Cisco, to name a few.
6sense has raised a large amount of capital over multiple funding rounds and now has a $5.2 billion valuation. The company remains focused on research and development to maintain its market lead and is working to improve its AI's predictive, insight, and orchestration capabilities. At the end of 2023, it launched a LinkedIn integration that allowed 6Sense customers to launch targeted LinkedIn marketing campaigns through its AI platform.
Steph
Company Specialist at Welcome to the Jungle
Insights
4% employee growth in 12 months
Company
Funding (last 2 of 7 rounds)
Jan 2022
$200m
SERIES E
Mar 2021
$125m
SERIES D
Total funding: $428.2m
Company benefits
- Parental Leave, Wellness Days Off, Quarterly Wellness Speakers, Wellness Challenges
- Udemy Online Learning Courses, WFH Stipend, Revenue Certifications
- Giving Fridays Rotating Charity Support, GoodSense Social Impact Programs
- Flexible Time Off, WeWork Access
Company HQ
The East Cut, San Francisco, CA
Leadership
Viral Bajaria
(CTO)They started their career as a Software Engineer at Hexaware Technologies, before spending 2 years as a University of Southern Carolina Graduate Research Assistant. They then worked in Software Development for Hulu for 5 years, before leaving in 2013 to co-found 6sense.
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