Manager of Sales Development, Workiva

• Typically Bachelor’s degree with minimum 4 years Sales Development and/or related experience
• Minimum 2 years of direct people management experience preferred, including supervisory experience of supervisor and/or individual contributors

Desirable

• The Manager of Sales Development is accountable for managing a team of Territory Development Representatives (TDR) responsible for prospecting and generating revenue
• This person is a data-driven manager that directs their team to identify and execute on winning opportunities, proper and timely follow up, and deliver an excellent experience to the customer
• The Manager of Sales Development also ensures that the sales representatives are operating at a high level of performance and prioritize opportunities in accordance with company objectives
• Build a strong sustainable organization with high levels of employee engagement by attracting and developing superior talent and rewarding superior performance of teams and individuals
• Develop team of sales representatives through regular coaching and knowledge sharing, giving feedback and career development opportunities, and fostering a positive and collaborative team environment
• Help team achieve quarterly pipeline targets, bookings targets, and sales accepted opportunities by driving value of Workiva’s platform with current customers and new logos
• Ensure team members have specific direction on building qualified pipeline within new customer and existing accounts
• Communicate and liaise with leaders and peers to win together in a matrix organization
• Identify knowledge gaps on team and provide training when and where appropriate
• Maintain a high level of communication with Senior Directors of Sales Development to stay abreast of continually changing focus in order to meet needs of sales organization and Workiva
• Navigate internal departments and foster cross-functional relationships to drive alignment with global strategies and programs
• Establish strong relationship with sales managers and ensure TDRs on the team are having weekly 1:1’s with each Account Executive they support
• Develop and implement go-to-market strategies that align with market trends and customer needs
• Understand customers needs to effectively help team navigate complex sale cycles and provide actionable customer insights
• Establish and maintain strong working relationships with internal and external stakeholders and leadership
• Collaborate with product marketing, sales, and finance to leverage data and metrics to inform selling strategies and decision making
• Identify and execute on areas of opportunity for process improvement within industry best practices
• Leverage data and metrics to perform sales forecasting and pipeline management