Manager - Sales Development

About the Role
As the Sales Development Manager you will be responsible for leading, coaching, and managing a team of SDRs to generate qualified leads and build sales pipeline. This involves strategic planning, setting performance goals, developing team members, and collaborating with sales and marketing departments to optimize lead generation and conversion processes.

Team Dynamic
At Validity we have worked hard to build a culture focused on individual accountability driving towards a collective team goal. Above all else, we are a team that drives one another to be the very best we can be...with passion and a purpose.

Position Duties and Responsibilities
Team Leadership

• Hire, train, onboard, and mentor SDRs to build a high-performing team and develop them into future sales-ready candidates.

Strategy and Planning

• Develop and refine lead generation and qualification strategies in collaboration with Sales and Marketing teams.
• Work closely with the Demand Gen team to provide feedback on MQLs and campaigns.

Performance Management

• Monitor team and individual performance through dashboards and metrics and provide regular coaching and feedback to help the team meet or exceed targets.

Coaching and Development

• Conduct one-on-one meetings, provide Gong call coaching, and team coaching sessions to improve outreach efforts and professional growth.

Operational Tasks

• Manage Outreach sales engagement tools.
• Implement and oversee Validity approved AI tools for increased engagement.
• Manage BookIt and Qualified activity.
• Monitor outbound activities and ensure data accuracy. A
• Accurately report against weekly, monthly and quarterly KPIs.

Collaboration

• Act as a liaison between the SDR team, Sales team, and Marketing to provide feedback on lead quality and conversion.
• Work in collaboration with Marketing Program Managers, and Product Marketing to develop effective messaging to convert inbound interest into qualified pipeline.

Required Experience, Skills and Education
The Sales Development Manager is a critical role that requires a unique blend of leadership, sales, and technical skills. To excel in this position, an individual must possess the following essential skills and qualifications:

• A track record of proven leadership and management skills, with 3-5 years of experience running SDR teams.
• Proven experience with both inbound and outbound campaign management and optimization.
• A deep understanding of sales processes and methodologies, including lead generation, qualification, and conversion.
• Familiarity with sales forecasting and pipeline management, including data analysis and reporting.
• Demonstrate strong communication and interpersonal skills to build trust and rapport with team members.
• Resolve conflicts and problems efficiently, with a focus on finding solutions that benefit the team and the organization.
• Proven Technical proficiency with Salesforce CRM, Outreach, Gong, LinkedIn, etc.
• Bachelor’s degree in business or marketing preferred, or equivalent combination of education and experience.

Base salary range $90,000 - $120,000, OTE range $180,000 - $240,000, plus benefits, bonus opportunities and stock options. Final salary may vary depending on skills, location, and/or experience.

About Validity

For over 20 years, tens of thousands of organizations across the world have relied on Validity solutions to target, contact, engage, and retain customers – using trustworthy data as a key advantage. Validity’s flagship products – Everest, DemandTools, BriteVerify, a nd GridBuddy Connect – are all highly rated, #1 solutions for sales and marketing professionals. These solutions deliver smarter email campaigns, more qualified leads, more productive sales, and ultimately faster growth.

Validity is a truly unique company - massive revenue growth, top-tier investors, 5-star product ratings, proven ability to acquire and integrate top tech companies and welcome them into the Validity family, a winning culture, and a work environment that fosters hard work, trust, and fun.

Headquartered in Boston, Validity has offices in Denver, London, Sao Paulo, and Sydney. For more information, connect with us on LinkedIn, Instagram, and Twitter.

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Validity is proud to be an equal opportunity employer. We are committed to providing equal employment opportunities to all employees and applicants for employment regardless of actual or perceived race, color, ancestry, national origin, citizenship, religion or creed, age, physical or mental disability, medical condition, AIDs/HIV status, genetic information, military and veteran status, sex, parental status (including pregnancy and pregnancy-related conditions, childbirth, post childbirth, nursing mother, parent of a young child and parent of a foster child), gender (including gender identity and expression), sexual orientation, marital status (including registered domestic partner status), or any other characteristic protected by applicable federal, state, or local law.

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