Director, Sales Development

Description
About Salesforce
We're Salesforce, the Customer Company, inspiring the future of business with AI+ Data +CRM. Leading with our core values, we help companies across every industry blaze new trails and connect with customers in a whole new way. And, we empower you to be a Trailblazer, too — driving your performance and career growth, charting new paths, and improving the state of the world. If you believe in business as the greatest platform for change and in companies doing well and doing good – you've come to the right place.

You will lead a team of Outbound (BDR) and Inbound (SDR) teams and Managers/Senior Managers who are responsible for developing and qualifying opportunities within their assigned segments and territories. They generate new business opportunities to fuel different segment pipelines by conducting strategic research and cold calling / managing leads. You will play a key role as you lead/handle this highly visible and motivated team that achieves individual, team, and organizational quotas. You'll be a valuable contributor to the corporate sales strategy while providing a definition and implementation of the plan for Sales to achieve corporate objectives.

You will be responsible for establishing and maintaining strong internal stakeholder relationships throughout the early stages of the sales cycle. You will effectively manage and scale the team while coaching the managers effectively to run their respective businesses.

What You Will Be Doing
Work with other Sales Leaders and Sales Managers in addition to Strategy, Marketing and Programs toward the common goals of pipeline generation for all sellers in assigned segments

Establish and nurture relationships with Key Stakeholders

Recruit, lead, and develop a team of BDRs & SDRs, and Managers applying best practices to produce maximum results

Drive rigorous business development execution, ensuring accurate forecasts and total transparency, motivate team to succeed through impassioned collaboration, coaching, creative incentives, and broadcast of results.

Regularly report on team/team member results - quantity & quality of leads and revenue to Sales Managers

Lead separate teams for Inbound and Outbound Pipe Generation - with clear understanding of the goals and measures for each of the teams.

Personally drive along with the managers a strong sense of ownership of overall pipeline generation - and collaborate effectively along with the sales teams to reach the goals of pipeline generation.

Maintain focus and commitment to assigned targets

Empower team members to exceed objectives through coaching, regular broadcast of results, and creative incentives

Develop a highly scalable yet personal outbound outreach strategy

Utilize quantitative methods to measure, manage, and optimize efforts and allocation of resources

Identify and make recommendations for improvement in the areas of process, efficiency, and productivity

Work closely with Marketing on defining campaign follow-up and reporting

Work closely with BDRs/SDRs Manager and BDRs/SDRs to ensure lead quality/quantity and proper follow-up

Work closely with Operations to make recommendations on process improvement

Help build a fun, high-energy environment where people love coming to work

What We Are Looking For

• An accomplished Sales / Inside Sales / Business Development professional with at least 15+ years of management experience.
• Consistent proven track record of over-achievement of quota expectations
• He/she should have been leading a large team of Inside Sales/Business Development representatives in B2B space, preferably for enterprise IT Offerings / software.
• Ability to forecast your business – lead conversion data through to pipeline / outbound pipeline build and win rates
• Ability to withstand stress and a tough but fair and transparent management style. This will be coupled with a personal drive to "getting it done and doing the right thing" and the ability to make effective decisions and see them through.
• Ability to pro actively communicate effectively to both a range of executives and also to multiple size audiences with inspiration and clarity
• Ability to execute plans with a team - aligning with the sales and related teams such as Sales Strategy, Programs, Channels, Recruitment, Talent Development & Enablement.
• Desire to lead, coach, and develop others around you. You have a passion for developing talent and coaching a team to success
• Prior management experience successfully coaching, mentoring, and managing a team of Sales / Business Development professionals to achieve performance goals
• Relevant experience in a pipe generation role, driving key metrics and daily activity, preferably in a SaaS organization
• The desire for developing new business opportunities
• Excellent interpersonal skills with the ability to inspire and build trusted relationships
• You can adapt easily to a rapidly-changing environment
• Excellent written and verbal communication skills
• Degree or equivalent relevant experience required. Experience will be evaluated based on the skills you'll use every day for the role (e.g. extracurricular leadership roles, military experience, volunteer roles, work experience, etc.)

What's In It For You

• World - Class Training & Development in the areas of professional growth and product knowledge
• Constant learning and knowledge sharing with some of the best complex-selling professionals in the industry
• Opportunity to make a massive impact on your customer's business by providing the best CRM solutions in the world
• Chance to work in a dynamic, fun, and challenging environment where we will make sure you reach your full potential
• Career path into Sales Management and Senior Leadership positions
• After a period of continuous target achievement and learning & development, you will be offered the opportunity to apply for a number of positions at Salesforce, India as part of your career progression plan