Sr Director, Sales Development; North America

Overview

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Join our growing Field Sales team! The Sales Development Senior Director is accountable to deliver the high-quality pipeline required to meet North America sales growth targets by leading the team responsible for the demand generation and business development activities.

This is a senior sales leadership role leading a team of Regional Managers and a key member of our North America Leadership Team. This individual will play a key position in driving revenue growth, team success, and will help continue our growth story in the region.

We are looking for an experienced leader with a strategic mindset and track record of genuine partnership with Field Sales to deliver high quality pipeline, resulting in industry leading ACV/TCV deal conversion. You will be recognized as a meticulous, detail oriented, and data driven leader accustomed to leading distributed team’s and the complexity of a matrixed environment to drive targeted territory development and align Sales Development daily activities to meet monthly and quarterly goals.

Leadership and the ability to energize and empower the team is key. Very strong people manager skills required to mentor, lead and manage across a culturally diverse set of North America geographies.

This role reports into the Global VP for Sales Development and will work closely with Regional Leaders to drive growth for each geographic region.

• Develops the Sales Development Go to Market (GTM) plan aligned to Field Sales to optimize market coverage, maximize growth, drive key industry penetration and focused solutions expansion (e.g. Financials or Planning). Plan definition includes alignment of sales motions, territories, coverage ratios and corresponding compensation incentives.

• Defines the operating plan that aligns the role and prospecting responsibilities of the Sales Development team to the sales qualification funnel for pipeline target achievement.

• Drives the business management cadence of the organization across the key activities, metrics and outcomes required to drive consistent and predictable performance. Achieves quarterly pipeline generation targets and accurately forecasts quarterly pipeline metrics.

• Works strategically with strategy and operations as well as sales to define pipeline coverage strategies and provides solutions for areas of the business in need.

• Aligns with and delivers to sales a comprehensive update on business strategies, efforts and campaigns that extend beyond just results and/or data inputs.

• Works across Marketing, Field Sales, Sales Support and Sales Operations to ensure tight operating interlock and high levels of stakeholder management to include alignment on shared targets, objectives, key performance indicators, GTM priorities, programs and timelines.

• Leads, manages and develops a team of Sales Development Representatives (SDR) including the recruitment, hiring, and coaching of managers and SDRs. Drives a career development vision oriented to a performance and…