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Role Description

The Manager of Sales Development is accountable for managing a team responsible for prospecting and generating revenue. This person is a data-driven manager who directs their team to identify and execute on winning opportunities, provide proper and timely follow-up, and deliver an excellent customer experience. The Manager of Sales Development also ensures that the sales representatives are performing at a high level and prioritizing opportunities in accordance with company objectives.

What You'll Do

• Leadership and Team Management
  • 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 a 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 the team achieve quarterly pipeline targets, bookings targets, and sales accepted opportunities by driving the value of Workiva’s platform with current customers and new logos.
  • Ensure team members have specific direction on building a qualified pipeline within new customers and existing accounts.
  • Communicate and liaise with leaders and peers to win together in a matrix organization.
  • Identify knowledge gaps on the 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 to meet the needs of the sales organization and Workiva.
  • Navigate internal departments and foster cross-functional relationships to drive alignment with global strategies and programs.
  • Establish strong relationships with sales managers and ensure TDRs on the team are having weekly 1:1’s with each Account Executive they support.
• Sales Expertise and Strategy
  • Develop and implement go-to-market strategies that align with market trends and customer needs.
  • Understand customers' needs to effectively help the team navigate complex sales 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.

Qualifications

• Bachelor’s degree with a minimum of 4 years of Sales Development and/or related experience.
• Minimum 2 years of direct people management experience preferred, including supervisory experience of a supervisor and/or individual contributors.
• Proven track record of successfully scaling inside sales teams in a high-growth environment.

Requirements

• Proficient knowledge of the Software as a Service business model.
• Demonstrated coaching and leadership skills.
• Ability to motivate team members and influence others.
• Strong presentation skills.
• Strong knowledge of Workiva products and internal processes through a commitment to ongoing training.
• Excellent time and territory management skills.
• 25% travel for internal meetings and trainings.
• Reliable internet access for any period of time working remotely, not in a Workiva office.

Benefits

• On Target Earnings (OTE) range in the US: 156,000.00 - 253,000.00 USD Annual.
• Eligible for commission based on sales performance.
• Restricted Stock Units granted at time of hire.
• 401(k) match and comprehensive employee benefits package.