We're hiring a Vice President that will report do our SVP of Sales to lead our Sales Development team. This team is the engine that drives the sales pipeline by following up on marketing and channel leads and prospecting into target companies. Their mission is to engage with prospects, create interest, and set appointments for the sales team that produces revenue. The Sales Development team has a consistent track record of success in fueling Avalara's new business growth and is a pipeline for high caliber talent throughout the Avalara organization.
The VP of Sales Development is responsible for the performance of this growing team. You will craft a vision of success, ensure that the latest best practices around systems and processes are applied, ensure that reps are progressing and growing their capabilities, and are responsible for the team achieving its appointment setting and pipeline creation goals.
We're looking for candidates who can thrive in a fast-paced, high-energy environment with a comfort in their ability to adapt to organizational and market changes. You have diverse experience that includes managing sales development/lead qualification teams. You can instill a culture of coaching and people development, you're an outstanding employee recruiter, you set high standards and can manage to KPIs in a way that allows you to accurately forecast.
ResponsibilitiesYou'll manage all aspects of the sales development strategy to exceed targets to grow the business.
Achieve target objectives in number of appointment set, conversion to sales opportunities, and pipeline generated.Optimize lead follow-up and prospecting strategies.Establish a compensation plan that drives high performance and incentivizes behaviors in line with corporate goals.Lead a team of over 100 associates based in both the US and India.Coach, mentor, and provide feedback to improve the skillset and productivity of the team – make them better.Create a culture of accountability and expectation of success that will inspire SDRs and managers to achieveDrive a high energy, positive working environment.Work collaboratively and cross-functionally with leaders from demand generation, sales, marketing operations, sales operations, and channel marketing to ensure alignment, to optimize demand generation activities and campaigns.Execute and optimize a scalable on-boarding and employee development process for Sales Development Representatives to maximize performance and career progression.Track, report on, and manage to key performance indicators.Accurately and consistently forecast monthly, quarterly, and annual opportunity objectives.Keep up with industry trends and best practices, including new technology, training, and hiring.Apply a relentless focus on improving the process of prospecting and appointment setting.
QualificationsA balance of strong people skills combined with data, reporting, and process skills to ensure that our lead generation and appointment setting function are world class.Strong management and coaching skills, with proven ability to hold your team accountable for results and manage for top performance.Great communication skills—positive and energetic, excellent listening skills, strong writing skills, and a team player who puts the company first.A systems thinker, able to analyze and refine systems of work and strategies. Expert in systems knowledge to ensure that the technology and processes the team relies on are working effectively and that we're always on the leading edge of best practices.Data driven, leading the business through KPIs, trends, and data insight. Ability to analyze data and make strategic and operational recommendations based on data. Translate data into action plans for continuous improvement.Strong developer of talent, with great recruiting skills and the ability to create a top-notch recruiting engine to hire outstanding SDR talent. Ability to instill a culture of coaching and employee development through the SDR management team.A passion for demand generation and outbound prospecting with deep understanding of outbound sales prospecting and buyer insights across segments (Enterprise and Mid-Market) in order to build a successful outbound program.Experience with Salesforce.com and other technologies that support the sales development function.Experience leading, supporting, or collaborating closely with a large, dynamic, inside sales team with revenue responsibilities of $50M+ annually.Willing to travel as needed7+ years of SDR/BDR/sales management experienceSaaS experience a major plusBachelor's degree; MBA/ graduate degree preferred but not required