Sales Development Representative for Vanta, a cybersecurity startup focused on trust management. Engage with large companies to develop leads and grow sales pipeline while receiving tailored training and mentorship.
About the role
- Manager of Sales Development leading strategies for enterprise accounts at Ramp. Driving growth through effective SDR management and robust sales processes.
Responsibilities
- Build and scale the enterprise SDR management function — defining team structure, playbooks, and processes for a named-account, book-of-business motion
- Set and maintain a high-performing culture and morale by overseeing the daily activities and quota performance management of individual SDRs to ensure key performance metrics are met
- Hire and train new SDRs on Ramp's product, enterprise buyer personas, competition, and tools through various methods (ie. role-plays)
- Develop and execute career development and leadership plans for direct reports; inclusive of but not limited to daily 1:1 mentoring, coaching on time management, objection handling, enterprise prospecting tactics, and active listening skills
- Coach SDRs on complex, multi-threaded enterprise outbound — including account research, executive messaging, and strategic pipeline generation
- Strategize with enterprise AEs, sales and marketing counterparts on pipeline and prospecting initiatives to meet company objectives
- Report on team performance and forecast to senior leadership
- Improve team output and efficiency over time by optimizing systems and processes
- Establish a library of prospecting resources for the enterprise SDR team
- Represent the Enterprise Sales Development team cross-functionally with leaders of other departments
Requirements
- Minimum of 2 years of quota-carrying sales experience as an individual contributor, with a proven, consistent track record exceeding goals
- Minimum of 4 years of experience building and leading sales development teams with a proven track record of exceeding goal
- Prior demonstrated success in fast-paced, results-oriented GTM environments, ideally at SaaS companies, and history of consistently performing above quota in an outbound sales environment
- Experience managing or selling into enterprise accounts with complex, longer sales cycles
- A passion and excitement for hiring, with a thoughtful approach to team planning and development
- Ability to articulate contractual, technical, and financial value points to customers, including executive leaders
- Proficiency in data analytics tools (ie. Salesforce, Looker, and Excel) and familiarity with email and call automation platforms
- Ability to leverage data to drive decisions, create systems, and identify process improvements to improve efficiency
- Strong collaboration and influencing skills, demonstrated through excellent communication and presentation skills
Benefits
- 100% medical, dental & vision insurance coverage for you
- Partially covered for your dependents
- One Medical annual membership
- 401k (including employer match on contributions made while employed by Ramp)
- Flexible PTO
- Fertility HRA (up to $10,000 per year)
- Parental Leave
- Unlimited AI token usage
- Pet insurance
- Centralized home-office equipment ordering for all employees
- Health and Wellness stipend
- In-office perks: lunch, snacks, drinks, and more
- Budget for intra-office travel
- Relocation support to NYC or SF (as needed)
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