The primary goal of the Director of Sales Development is to manage the global SDR team to increase qualified pipeline for the sales organization. This individual will be responsible for building a team of sales development representatives. They and their team will identify new opportunities in the Global 2000 segment for the fast growing global sales organization at Neo Technology. SDR team members will perform research and prospecting activities to set qualified face-to-face, phone or web appointments with their field sales counterparts.
It is expected the Director of Sales Development and their SDR team members understand markets and solutions for Neo4j at a relatively deep level. An implicit responsibility of the Director of Sales Development is to ensure a superior prospect experience with Neo4j. The SDR team will have access to an extensive set of resources to call on including incoming leads, existing contacts database, 3rd party tools like InsideView and LinkedIn and a highly sophisticated home grown marketing graph application built using Neo4j.
Job Description/Responsibilities
Achieve quota for number of qualified opportunities per month with Manager/Director/VP/and C-level decision makers in Global 2000 accounts
Follow-up on inbound leads and proactively make outbound calls into target Global 2000 accounts
Utilize Marketo and SugarCRM to track activity and update lead and opportunity information
Provide feedback and recommendations on marketing efforts from real world interactions with prospects and customers
Manage SDR team and work with Field Reps to develop and conduct proactive outbound calling strategies to penetrate target accounts. Research accounts, identify key players, generate interest, and successfully manage and overcome prospect objections in order to secure qualified meetings and expand Neo4j presence
Manage a lead prospecting pipeline and maintain accurate information about suspects, prospects, and their companies
Evaluate and introduce new tools that would improve the effectiveness of the SDR team
Participate in company meetings and marketing events
Work with other members of the Neo Technology to ensure overall company success
Keep up with industry trends and best practices, including utilization of new technology and web resources
Desired Skills and Experience
Requirements:
5+ years experience as SDR/BDR (business development rep) or inside sales
3+ years of SDR management experience or managing an outsourced telesales group
5+ years in B2B enterprise software, preferably selling to Global 2000
Experience with multi-stakeholder sales to IT or line of business
Located in Bay Area or willing to relocate to work in Neo Technology office in San Mateo
Results driven, structured and also data oriented
Self-motivated with ability to work effectively in a highly automated and distributed sales environment
Proven ability execute outbound prospecting strategies including:
Pre-call planning
Opportunity qualification and objection handling
Call structure and control
Time and territory management
Experience hiring a great team and growing it through SDR enablement/training/mentoring of new hires
Great communication skills - exceptional skills writing prospecting emails, positive and energetic on the phone, excellent listening skills, strong writing skills, team-player)
Proficient with standard corporate productivity tools (email, voicemail, MS Office, Marketo, SugarCRM or Salesforce.com)
BA/BS required.
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