Director, Global Sales Development
About O’Reilly Media
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About the Team
Our Sales Development team plays a crucial role in driving new business growth within the O'Reilly sales funnel. Using innovative tools and strategies, individuals are responsible for generating qualified leads by actively prospecting and reaching out to potential customers through various channels like cold calling, email, and social media. As the first point of contact, our dynamic team helps spread the knowledge of innovators, creating meaningful connections along the way.
About the Role
As the Director of Global Sales Development for O’Reilly Media, you will build and manage a team of Sales Development Representatives. You will maximize the sales team’s potential by motivating and coaching the SDRs to hit sales goals, achieve career growth, and develop professionally. This is an opportunity to significantly impact the growth of our company and be responsible for executing key components of our revenue growth strategy.
Salary Range: $100,000 - $120,000
What You’ll Do
Sales Development Strategy
Develop and execute comprehensive outbound SDR strategy to drive enterprise and media pipeline growth, expanding market reach
Collaborate with sales and marketing teams to align BD efforts with overall company, and ABM goals and objectives
Partner with Marketing and Product to leverage data and better inform SDR team strategy, including segmentation and personalized outreach to support company-wide marketing campaigns with consistent and efficient customer information exchange
Partner with Sales and Marketing leadership to strategize and optimize entire sales pipeline activity while working to improve lead conversion rates and build pipeline
Monitor and analyze pipeline performance KPIs and health including but not limited to high-intent meetings, meeting-to-opportunity conversations, lead conversion rate, territory productivity, and revenue attribution
Process Optimization
Maintain thorough lead qualification and hand-off process
Own sales development technology stack health and ongoing adoption (SalesLoft, Nooks, Qualified, LeadIQ, Lusha, etc.)
Continuously evaluate and optimize lead generation processes, tools, and technologies to improve efficiency and effectiveness
Implement best practices and standard operating procedures to streamline workflows and maximize productivity
Team Leadership
Oversee a global organizational structure to provide coverage of three major regions, Americas, EMEA, and APAC
Manage SDR performance metrics reporting
Introduce a holistic system of ongoing coaching and feedback for skills improvement and development
Work directly with sales enablement to design and implement a comprehensive onboarding program for new sales development representatives
Work directly with the recruiting team to identify staffing needs, create job descriptions, conduct interviews, hire, and onboard top talent
Foster a collaborative and inclusive team that promotes accountability, innovation, and continuous improvement that is representative of the O’Reilly culture
What You’ll Have
Required:
5+ years of experience in B2B SaaS Sales
3+ years of management experience in B2B SaaS Sales
Proven track record establishing, achieving, or exceeding measurable goals
Experience with lead funnel management across multiple channels (inbound, outbound, marketing generated)
In-depth knowledge and experience in sales methodologies, with excellent closing and negotiating skills
Exceptional verbal and written communication skills and an ability to effectively communicate and influence others
Exceptional organizational, time-management, and prioritization skills
Experience using CRM and automation platforms (Salesforce, SalesLoft, 6Sense, Nooks, LeadIQ, etc.)
Strong sense of accountability and responsibility- you’re willing to go the extra mile with a strong work ethic
Tech-savvy, personable with natural problem-solving abilities, and demonstrated discretion and ability to work with confidential information
Ability to think critically, troubleshoot, and solve complex problems in a fast-paced, data-driven, metrics-oriented environment
Preferred:
Experience with Challenger sales methodology
Additional Information: At this time, O'Reilly Media Inc. is not able to provide visa sponsorship or provide any immigration support (i.e. H-1B, STEM, OPT, CPT, EAD and Permanent Residency process)
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