Manager, Sales Development

We're not here to add to the noise. We're here to cut through it- with AI that actually works for marketers.

From AI-powered content creation to world-class CMS and the industry's most trusted experimentation platform, Optimizely is the tool modern marketers actually want to use. AI-Ready. Set. Go.

10,000+ brands including H&M, PayPal, and Zoom already get it. So do Gartner, Forrester, and IDC, who consistently recognize us as leaders in MarTech.

But here's the thing about building great products: it takes great people. Our 1,600+ Optimizers across 12 global offices are curious, collaborative, and refreshingly human. We don't do corporate speak. We do real conversations, big ideas, and genuinely care for the work we make together.

If you want to be part of a team that's shaping the future of marketing technology - and actually enjoys doing it - you're in the right place.

Find us on Instagram: @optimizely

Introduction

The Manager of Sales Development will lead a team of 8-10 Sales Development Representatives. SDR teams at Optimizely generate outbound opportunities and qualify inbound leads for both our Digital and Enterprise sales teams. The ideal candidate, will not only be an outstanding coach of SDRs but will also understand how to implement and ensure the execution of repeatable processes that allow the team and total pipeline numbers to scale rapidly. Strong, hands-on utilization skills of Salesforce, Outreach and analytics is a must.

Job Responsibilities

• Manage and develop Optimizely's existing team of SDRs
• Drive outstanding pipeline generation results across all regions and segments
• Continue to grow the SDR team by driving the hiring process, in partnership with People Operations
• Drive business planning, goal attainment, measurement/improvement and compensation design to maximize team results
• Own and develop Optimizely's pipeline capacity model and forecast, working in partnership with customer operations, marketing and sales leadership
• Work with Sales and Marketing to systematically improve the lead qualification processes and pipeline conversion rates to maximize team efficiency, effectiveness, and lead quality
• Conduct weekly and monthly forecasts around team performance
• Work closely with Account Executive teams and Sales and Marketing Management to ensure a positive working relationship and maximize the effectiveness of the sales development team
• Remove whatever roadblocks arise that could impede the success of the SDR team

Knowledge and Experience

• Experience leading and growing a sales or sales development team, preferably in a Enterprise-caliber SaaS environment; knowledge of marketing and product buyers is desired but not required
• Proven track record training, coaching and mentoring SDRs and managers
• Understanding of larger ACV, enterprise sales processes as well as account seeding strategies is a must
• Ability to interact effectively with all levels of management and with multiple departments including sales, marketing, product marketing and services
• Aptitude for building reports and making data-driven decisions

Education

Bachelor's degree or equivalent experience

Competencies

Communicating Effectively

Accepting Responsibility

Driving Continuous Improvement

Developing Talent

Adapting to Change

Optimizely is committed to a diverse and inclusive workplace. Optimizely is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.

Total Target Compensation range: $101,000-$188,000

Optimizely considers several factors when extending an offer, including but not limited to the role and associated responsibilities, a candidate's work experience, education/training, and key skills.

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Nearest Major Market: Austin