Manager, Sales Development (SDR)

Description

Sprout Social is looking to hire a Manager, Sales Development to the Revenue organization.

Why join Sprout’s Sales & Success team?

Joining the Sales and Success team is an opportunity to accelerate your career. We’re a winning team selling and supporting the leading social media management platform for businesses. Not only do you get to work alongside some of the sharpest minds in the industry, you also get to work with some of the biggest brands in the world​​, including Kroger, Reebok, Salesforce, and Canva. And the real kicker? You get to design your own career and follow the path that’s best for you. Wherever you want to go, we’re committed to helping you get there.

What you’ll do

• Lead and manage a team of inbound Sales Development Representatives who conduct outreach to qualify interest in Sprout and provide strategic guidance to your team on how to qualify and sell Sprout Social as a must-have business tool to prospects
• Partner closely with our marketing, operations, enablement & sales teams to collaborate on account strategies while consistently achieving monthly quotas at the team level
• Coach and mentor Sales Development Representatives and show a genuine motivation to help facilitate their sales career growth

What you’ll bring

Sprout Social is looking for a creative and motivated Manager of Sales Development with experience in building and leading teams that are responsible for qualifying inbound interest on behalf of our global sales teams. We’re looking for someone with proven success in past sales leadership roles such as achieving quota consistently, hiring and developing salespeople, experience with software sales, and seeing the value of strong customer relationships within a sales process. Leadership without title is also considered with examples of launching new initiatives on a sales team, operating in a Team Lead role, and coaching/mentoring early sales talent in a revenue organization.

The minimum qualifications for this role include:

• 1+ years of experience in a sales management role or a comparable leadership development program
• Consistent track record of exceeding sales and/or retention quotas
• Experience developing and implementing strategic processes to increase team efficiencies
• Deep understanding of Sales Development - prospecting, cold calling, objection handling and qualifying
• Ability to work from Sprout’s Chicago office at least three days per week (Tuesday, Wednesday, and Thursday) with the possibility of additional in-office days depending on business needs

Preferred qualifications for this role include:

• Software sales experience with a deep understanding of creating and fostering an exciting team culture
• Technical expertise and ability to acquire knowledge of new products to be able to articulate value in an outbound prospecting motion

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Complete Sprout Social’s new hire training & onboarding program alongside other new Sprout team members. You’ll gain a broader understanding of our products and how your role fits into the organization.
• Partner with the Sr. Director of Sales Development to define key success metrics for your role and how you will measure against them.
• Meet your team in 1:1s to understand each individual’s current challenges and areas of opportunity.
• Educate yourself on the current team structure, goals and overall strengths/weaknesses.

Within 3 months, you’ll start hitting your stride by:

• Understand the KPI’s that are driving the business and have a familiarity with how to manage each individual on your team to them
• Gained an understanding of our typical hiring profile and create a vision for how to raise the bar with all future hiring for your team
• Meet with leaders throughout the Sales & Customer Success organization that share responsibility for obtaining similar targets and identify areas of opportunity.
• Establish a strong understanding of the sales enablement, create/analyze team reports, and identify coaching opportunities.
• Begin coaching and mentoring the team with call shadowing and role plays to help them improve, both professionally and personally.
• Create an early concept of the future plan for your team and begin prioritizing.

Within 6 months, you’ll be making a clear impact through:

• Measure initial process improvements and make adjustments where appropriate.
• Have built strong cross-departmental relationships with Sales Development, Sales Leadership Stakeholders, Sales Operations, Marketing, and Product teams.
• Step up as a leader to share best practices across the Sales & Customer Success organization and help others grow from your experiences.
• Meet agreed-upon goals and targets relating to revenue targets and team productivity.
• Continue to develop your team, both personally and professionally.
• Become a Sprout Social and social media expert to confidently speak to ever-changing trends, new product features and platform enhancements to help our customers realize their full potential and accomplish their goals.

Within 12 months, you’ll make this role your own by:

• Inspire the team to exceed targets by closely monitoring and managing to process consistency
• Obtain (solicited and unsolicited) and act upon peer, customer, and leadership feedback.
• Be recognized as a subject matter expert and leader at Sprout.
• Establish and begin executing against the long-term plan for your team.
• Promote members on your team and begin creating a bench of new talent.

Of course what is outlined above is the ideal timeline, but things may shift based on business needs and other projects and tasks could be added at the discretion of your manager.

Our Benefits Program

We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes:

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance, like our flexible paid time off and parental leave program
• High-quality and well-maintained equipment—your computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our Grow@Sprout program, employee-led diversity, equity and inclusion initiatives and mentorship programs for aspiring leaders
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members
• Beautiful, convenient and state-of-the-art offices in Chicago’s Loop and downtown Seattle

In the United States, we have two geographic pay zones. This role’s On Target Earnings (“OTE”) for new hires in each zone are:

• Zone 2 (Chicago): $130,000.00 (min), $162,500.00 (mid), $178,750.00 (max) USD annually

OTE is governed by an incentive plan. It is the sum of a fixed base salary plus incentives at target performance. Incentive compensation will vary based on performance. The minimum amount earned is the fixed base salary. The incentive plan is uncapped.

The listed ranges represent the expected earning potential in this position. Starting salaries for well-qualified new hires are typically around the midpoint of the range. These ranges were determined by a market-based compensation approach; we used data from trusted third-party compensation sources to set equitable, consistent, and competitive ranges. We also evaluate compensation bi-annually, identify any changes in the market and make adjustments to our ranges and existing employee compensation as needed.

OTE is only one element of an employee's total compensation at Sprout. Every Sprout team member has an opportunity to receive restricted stock units (RSUs) under Sprout’s equity plan. Employees (and their dependents) are covered by medical, dental, vision, basic life, accidental death, and dismemberment insurance, and Modern Health (a wellness benefit). Employees are able to enroll in Sprout’s company’s 401k plan, in which Sprout will match 50% of your contributions up to 6% with a maximum contribution. Sprout offers “Flexible Paid Time Off” and ten paid holidays. We have outlined the various components to an employee’s full compensation package here to help you to understand our total rewards package.

Sprout Social is proud to be an Equal Opportunity Employer. We do not discriminate based on identity- race, color, religion, national origin or ancestry, sex (including sexual identity), age, physical or mental disability, pregnancy, veteran or military status, unfavorable discharge from military service, genetic information, sexual orientation, marital status, order of protection status, citizenship status, arrest record or expunged or sealed convictions, or any other legally recognized protected basis under federal, state, or local law. Because Sprout Social is a federal contractor, we affirmatively recruit individuals with a disability and protected veterans. Learn more about our commitment to diversity, equity and inclusion in our latest DEI Report.

If you require a reasonable accommodation for any part of the interview process or to submit your application, please email us at [email protected]. Include the nature of your request and your preferred contact information. We'll do everything we can to support your success during our recruitment process while upholding your privacy. Please note that only inquiries regarding accommodations will receive a response from this email address; other inquiries will not be addressed (e.g., you send your resume but are not requesting an accommodation).

For more information about our commitment to equal employment opportunity, please click here (1) Equal Opportunity Employment Poster and (2) Sprout Social's Affirmative Action Statement.

Additionally, Sprout Social participates in the E-Verify program in certain locations, as required by law.