Manager, Sales Development
Location
Calgary, AB | Canada
Job description
Blackline Safety is hiring a Manager, Sales Enablement to work with our expanding sales enablement team in Calgary, AB. In this role you will act as the subject matter expert for the North American Sales Development team reporting to the Director of Sales Development and Channel Operations. You will ensure that all processes, procedures, and policies are documented and kept up to date via SharePoint. You will be the go-to person for questions and will support the on-boarding new Sales Development Representatives. You will support management with KPI metric and lead reporting quarterly.
Responsibilities:
- Support the day-to-day activities of the Sales Development team, including lead assignment, CRM updates, team meeting prep, and general team Q&A
- Provide call-coaching and sales training to the SDRs on a regular basis.
- Responsible for keeping process and procedure documents up to date and filed in the SDR SharePoint site.
- Prepare and send weekly MQL/SQL reports for Sales Leaders
- MQL/SQL count by territory, vertical, and sales rep
- MQL à SQL conversion, SQL à Customer conversion
- Lost lead reporting
- Other adhoc reporting as required.
- Support Marketing and the SDR team with HubSpot related dashboards and workflow updates; regular 1:1 meeting with Marketing to collaborate and provide feedback.
- Work in collaboration with content, Marketing Program Managers and Product Marketing to develop effective messaging to convert inbound interest into qualified pipelines.
- Work closely with Sales to improve opportunity management and lead qualification processes by RSM region.
- Support the onboarding of new SDRs and continuous learning for the SDR team on new products/services through the creation of training guides, 1:1 job shadowing, and SDR specific job training on new product/service offerings.
- Present at the bi-weekly Blast meeting on the status of the SDR team periodically
- Regular SDR duties, including responding to inbound web, phone and email leads to expand awareness, educate and develop the lead in a specific territory.
- Demonstrate Blackline technology and solutions to client teams via online meetings.
- Ensure our CRM is up to date with relevant customer info for every pre-qualified lead.
- Assist with back up to sales support (RFx processing) if required.
Qualifications
- Proven track record of running a team of Sales Development Representatives; preferably 5 years.
- Ability to onboard and integrate new hires into a team environment.
- Ability to train and provide continued support to team members.
- Experience in developing new demand / lead generation strategies.
- Experienced in managing a lead qualification system.
- Ability to work in a cross functional team working closely with other departments.
- Great verbal and written skills.
- Previous CRM knowledge; HubSpot would be a benefit
About Blackline Safety
Blackline Safety is a world leader in the development and manufacturing of wirelessly connected safety products. We offer the broadest and most complete portfolio available in the industry. Our products are designed to save lives and we monitor personnel working alone in populated areas, complex indoor facilities, and the remote reaches of our planet. Blackline's products are used to keep people safe in the event of falls, missed check-ins, man-downs, and exposure to explosive or toxic gas. Our design, development, sales, marketing, support, and production are all performed in-house at our headquarters in Calgary, AB. Blackline Safety is a publicly traded company.
Blackline Safety is powered by the diversity of our talented employees. We are an equal opportunity employer. We consider all applicants, regardless of age, religion, race, color, ancestry, gender, gender identity or expression, disability, national origin, race, or sexual orientation. We enthusiastically encourage all individuals to apply for positions that fit their passions.
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