Director, Global Sales Development

Your Role:

Reporting to our Group Vice President, the ideal candidate will manage an inside sales program and team with responsibilities that include the strategy and execution of our global program, hiring key talent, onboarding, and ongoing training of SDRs to maximize the volume of qualified sales opportunities. In addition to managing the team and themselves to goal, they will develop and execute a strategic plan that will maximize the penetration of SolarWinds products in multiple market segments. You will also drive a daily discipline to identify and create a sustainable pipeline for our territory reps, while driving alignment with Sales and Marketing leaders.

Your Impact:

• The creation, development, optimization, and overall success of the sales development program globally. Communicate program status, budgets, and outcomes to key stakeholders, driving accountability and providing recommendations for improvement.
• Build and effectively lead a sales organization. Create and own the hiring, onboarding, and ongoing training process for the global SDR teams, including successfully leading them to achieve weekly, monthly, and quarterly goals.
• Partner with Global Marketing and Sales to develop inbound and outbound SDR sequences including task types, cadence, and key messaging into existing and potential customers. Optimize approach through extensive A/B testing and leverage analytics to help create a best practice approach.
• Develop a cadence of interlock sessions with marketing, product, and sales leadership to provide a closed loop feedback on elements of the market, competition, messaging, but most importantly key performance indicators.
• Work in partnership with product/solution, campaign, and regional teams to build and tune the sales engagement playbooks and call scripts leveraged by the SDR teams.
• Gather recommendations for and contribute to the implementation of continuous improvement measures. Ensure all sales activities (sales calls, pipeline development, account planning, customer account reviews, etc.) are efficient, effective, and scalable.
• Partner with key stakeholders to operationalize and optimize high intent channels to drive conversions, including Chat, Account Reviews, and Demos.
• Provide insight to GTM leadership as to which programs are generating pipeline, bookings and recommendations to optimize performance.
• Assess and identify areas for lead funnel conversion improvement, from data insights that inform lead scoring to the lead qualification process and handoff with the sales teams.
• Identify and report on process friction that inhibits lead generation or pipeline velocity.
• Work with Revenue & Marketing Operations on overall reporting accuracy across dashboards and integrated systems. Leverage systems and tools to run and assess analytics and track KPIs.
• Provide timely and accurate business forecasts to sales leader.
• Execute the business strategy for overall business growth.
• Develop forecasting plan and assign quotas for team.
• Maintain high level of customer satisfaction with both new and existing accounts, increase solution penetration, and grow run rate business.
• Work hand-in-hand to build and leverage collaborative relationships with SolarWinds sales teams, stakeholders, and leadership.
• Lead sales group meetings, inspiring and motivating the team.
• Motivate team to reach its full potential. Recognize and develop employee growth and create opportunities for high performance. Translate company goals into functional department and individual career goals and provide support and guidance to employees.
• Monitor team performance and initiate action to strengthen results.
• Lead by example in promoting a positive, team-oriented culture and reinforce department and company values.

Your Experience:

BASIC QUALIFICATIONS

• Technical and sales acumen with the ability to relate it with business value.
• Demonstrated track record of recruiting, training, coaching, motivating, and retaining successful employees.
• Can adapt to changes in business direction, products, and needs, both from a direct sales/partner sales perspective and SolarWinds perspective.
• Passion for growing pipeline, acquiring new customers, and reporting on performance.
• Ability to problem-solve, balancing both strategic and immediate needs.
• Goal-oriented with the ability to multi-task and manage multiple projects simultaneously.
• Excellent business development and prospecting skills with the ability to build strong partner/customer relationships.
• Advanced proficiency with Salesforce.com, NetSuite, and Tableau.
• Strong proficiency with MS Office Suite, Outreach/Kaia, 6Sense.
• Strong ability to excite, engage, and influence through demonstrated leadership.
• Ability to deliver difficult messages while emphasizing a positive, future-oriented perspective.
• Ability to scale against aggressive sales growth targets.
• Solid analytical abilities/skills.
• Strong written and oral communication skills; strong presentation and facilitation capabilities.
• Demonstrated experience with transactional sales models.
• Demonstrated ability to work in a fast-paced, innovative, evolving, results-driven environment.
• Ability to build partnerships and foster collaborative relationships across a global organization.

PREFERRED QUALIFICATIONS

• Ten+ (10) years’ experience in sales
• Five (5) years sales management experience
• Bachelor’s degree or equivalent combination of education and industry experience