Sales Development Manager

About the role

Sumo Logic is looking for a Sales Development Manager to grow, manage, mentor and enable its outbound Sales Development team across Austin, TX, Costa Rica and the UK. The role covers both people and process, overseeing a team of Sales Development Representatives (SDRs) and reporting to Sales and Marketing leadership.

Key responsibilities

• Manage inbound and outbound SDRs' daily, weekly, monthly and quarterly activities via Salesforce (e.g. call time, connect rates) and report weekly and monthly metrics
• Build and maintain a knowledge base covering Sumo Logic products, sales personas and services
• Identify and communicate recommendations for improving efficiency and productivity, and think about scaling processes for long-term growth
• Assist with hiring, onboarding and promotion of SDR team members
• Work with Sales Ops and Biz Ops to create standardized performance reports
• Teach customer-centric engagement and value-selling oriented qualification
• Work with Account Executives to strengthen the working relationship and maximise the impact of sales development
• Work with Marketing and Sales to ensure efficient prospect and customer information exchange and hand-off

Required profile

• 4+ years of experience leading a sales development team for a technical product or SaaS company
• An established track record of managing and mentoring a growing team of SDRs
• Ability to interpret data analytics and metrics to drive decisions, and to communicate findings clearly to leadership
• Familiarity with SaaS and/or subscription-based sales models
• Desire for operational rigor and excellence, with a proactive, analytical approach