Manager of Sales Development

Workiva is a company focused on providing innovative solutions for revenue generation and customer engagement. The Manager of Sales Development is responsible for leading a team to prospect and generate revenue, ensuring high performance and alignment with company objectives while fostering a positive team environment.

Responsibilities:

• Build a strong, sustainable organization with high levels of employee engagement by attracting and developing superior talent and rewarding superior performance of teams and individuals
• Develop a team of sales representatives through regular coaching and knowledge sharing, giving feedback and career development opportunities, and fostering a positive and collaborative team environment
• Help the team achieve quarterly pipeline targets, bookings targets, and sales accepted opportunities by driving the value of Workiva’s platform with current customers and new logos
• Ensure team members have specific direction on building a qualified pipeline within new customers and existing accounts
• Communicate and liaise with leaders and peers to win together in a matrix organization
• Identify knowledge gaps on the team and provide training when and where appropriate
• Maintain a high level of communication with Senior Directors of Sales Development to stay abreast of continually changing focus to meet the needs of the sales organization and Workiva
• Navigate internal departments and foster cross-functional relationships to drive alignment with global strategies and programs
• Establish strong relationships with sales managers and ensure TDRs on the team are having weekly 1:1’s with each Account Executive they support
• Develop and implement go-to-market strategies that align with market trends and customer needs
• Understand customers' needs to effectively help the team navigate complex sales cycles and provide actionable customer insights
• Establish and maintain strong working relationships with internal and external stakeholders and leadership
• Collaborate with product marketing, sales, and finance to leverage data and metrics to inform selling strategies and decision-making
• Identify and execute on areas of opportunity for process improvement within industry best practices
• Leverage data and metrics to perform sales forecasting and pipeline management

Requirements:

• Bachelor's degree with a minimum of 4 years of Sales Development and/or related experience
• Minimum 2 years of direct people management experience preferred, including supervisory experience of a supervisor and/or individual contributors
• Proven track record of successfully scaling inside sales teams in a high-growth environment
• Proficient knowledge of the Software as a Service business model
• Demonstrated coaching and leadership skills
• Ability to motivate team members and influence others
• Strong presentation skills
• Strong knowledge of Workiva products and internal processes through a commitment to ongoing training
• Excellent time and territory management skills