Manager, Sales Development
At a glance
Manager-level Sales Development role at Sumo Logic. San José.
Pay not stated Sales Development salary
growthroles summary, based on the employer's posting.
What you'll do
- Lead SDRs across inbound and outbound work, tracking daily activity and sharing weekly and monthly performance measures
- Create product, buyer-persona and service guidance that helps the team build its sales knowledge
- Use performance data to spot productivity gaps, recommend changes and develop repeatable processes for future growth
- Hire, onboard, coach and support SDRs, including teaching customer-focused conversations and value-based qualification
- Coordinate with Sales, Marketing, Sales Ops, Biz Ops and account executives on reporting and prospect handoffs
What you bring
- At least four years leading sales development teams for a technical product or SaaS business
- A record of managing and coaching a growing group of sales development representatives
- Skill in reading sales metrics and analytics to guide decisions and communicate findings clearly
- Familiarity with SaaS or subscription-based sales models
Who this fits
This manager role suits someone who can lead people while improving the processes behind sales development. You’ll manage SDRs working across Austin, Costa Rica and the UK, and partner with Sales and Marketing leadership.
From the employer
As the Sales Development Manager, you are responsible for growing, managing, mentoring and enabling our outbound Sales Development team in Austin, TX, Costa Rica, and the UK. You will be responsible for both people and process, overseeing a team of Sales Development Representatives. A proven track record for managing Sales or Sales Development teams and managing toward quotas is required. You should also be eager to onboard, train, and hammer process intricacies home. Along with thinking about ways to improve the process as it is, you should be thinking about how to scale process long term, with rapid company growth.
You need to work cross-functionally with Sales and Marketing leadership and have an analytical mindset. In other words, you need to be able to find trends in sales data and take action proactively. You need to be able to communicate findings clearly with the leadership team and work with them on solutions. You should be comfortable exploring data for trends, answering questions with hard facts, and using data in day to day decision making.
What you’ll be working on:
- Manage Inbound and Outbound SDRs daily, weekly, monthly and quarterly activities via SFDC. (e.g., call time, connect rates etc.) and report on weekly and monthly metrics
- Build and maintain a knowledge base to become an expert on Sumo Logic products, sales personas, and services.
- Identify and communicate recommendations for improvement in the areas of efficiency and productivity
- Assist with hiring, onboarding, and promoting SDR team members
- Work closely with Sales Ops & Biz Ops on creating standardized reports to track performance
- Teach customer-centric engagement and value selling oriented qualification
- Work closely with the AE Team to ensure a positive working relationship and maximize the impact and effectiveness of sales development efforts
- Work with Marketing and Sales to ensure efficient prospect/customer information exchange and hand-off
Your experience and skills should include:
- 4+ years of experience leading a sales development team for a technical product or SaaS company
- An established track record in managing, mentoring a growing team of SDRs is essential
- Deep understanding of interpreting data analytics and metrics to drive better decision-making
- A familiarity with SaaS and/or subscription-based business sales models.
- A desire for operational rigor and excellence - you thrive to foster growth and evolve processes to accelerate success
About Us
Sumo Logic, Inc. helps make the digital world secure, fast, and reliable by unifying critical security and operational data through its Intelligent Operations Platform. Built to address the increasing complexity of modern cybersecurity and cloud operations challenges, we empower digital teams to move from reaction to readiness—combining agentic AI-powered SIEM and log analytics into a single platform to detect, investigate, and resolve modern challenges. Customers around the world rely on Sumo Logic for trusted insights to protect against security threats, ensure reliability, and gain powerful insights into their digital environments. For more information, visit www.sumologic.com.
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