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Manager, Sales Development



Sales & Business Development
Multiple locations
Posted on Monday, November 20, 2023

To get the best candidate experience, please consider applying for a maximum of 3 roles within 12 months to ensure you are not duplicating efforts.

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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.

Department Description:
Our Business Development teams drive top of the funnel sales activity for the Education vertical (K-12, Community College and Higher Education).

Business Units:
MM: Mid-Market → up to $300 million
ENTR: Enterprise → $300 million revenue +

Role Description:
Lead a team of Business Development Representatives that are responsible for developing and qualifying revenue opportunities within their assigned territory in the Education vertical. They generate new business opportunities to fuel different business units pipeline by conducting strategic research and cold calling. You will play a key role as you lead/run 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 definition and implementation of the plan for Sales to achieve corporate objectives.

Your Impact:
Hire, Train, and Develop a team of Business Development Representatives
Develop Reps into sales-ready candidates for future Account Executive positions
Create Industry Specific Pipeline Programs to drive Pipeline and Revenue
Motivate Individuals and Team to exceed objectives through coaching, regular broadcast of results, and creative incentives
Regularly report on Team/Individual Results - Pipeline Generation, Quality of Pipeline, Revenue Forecasting
Work closely with Marketing on defining Campaign follow-up and reporting
Work closely with Executive Leadership Team and Sales Leaders to ensure Pipeline Quality/Quantity and proper follow-up
Work closely with Operations to make recommendations on process improvements
Identify and make recommendations for improvement in the areas of Process, Efficiency, Productivity

Your Qualifications:
3+ years of experience in sales management or sales/business development management, preferably in CRM or enterprise applications, with a consistent track record of overachievement of quota expectations
Consistent track record of sales success in a similar enterprise software application environment
Shown experience successfully leading people to achieve performance goals
Successful track record in a high volume transaction sales environment
Outstanding communication, organizational and time management skills
Excellent presentation and listening skills
Must be able to thrive in a very fast paced environment
Ability to hire and train new sales representatives
Bachelor’s degree preferred

Across all Sales Leaders, we are looking for the following attributes:
Strong leadership capabilities
Experience in sales coaching and mentoring
Ability to operate effectively in a fast-paced, team environment
Has a strong drive for results
Strong engagement and communication skills
Consultative selling experience
Can collaborate and influence in a “win as a team” environment
Is a trusted advisor to the customers and colleagues
Strong business acumen
Prior experience working within the Software/Infrastructure/Platform (SaaS, IaaS, PaaS) space


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