Manager, SDR

Docusign • San Francisco, CA

19d • Hybrid

About The Position

Docusign brings agreements to life. Over 1.5 million customers and more than a billion people in over 180 countries use Docusign solutions to accelerate the process of doing business and simplify people’s lives. With intelligent agreement management, Docusign unleashes business-critical data that is trapped inside of documents. Until now, these were disconnected from business systems of record, costing businesses time, money, and opportunity. Using Docusign’s Intelligent Agreement Management platform, companies can create, commit, and manage agreements with solutions created by the #1 company in e-signature and contract lifecycle management (CLM). What you'll do The Manager, Sales Development will possess the ability to manage and motivate Sales Development Representatives (SDR) to achieve individual sales and opportunity generation quotas. He/she also must be able to measure, monitor and hold SDRs accountable for their activities and results as well as lead by example. The Sales Development Manager is required to make lead qualification calls with SDRs, assist in appointment setting, and effectively present DocuSign's corporate overview and value proposition. They will work with the head of the North American Sales Development organization to increase efficiencies and processes within the department. The Sales Development Manager will mentor each SDR on his/her team individually while also building a strong, cohesive, collaborative team and is responsible for monitoring pipeline, conversion rates and delivering on quota and forecast. This position is a people manager role reporting to Director, Inbound Sales Development & Global Strategy.

Requirements

• BA/BS in a business or a technical related field of study from an accredited college or university
• 5+ years prior management experience in sales and/or sales development role
• Demonstrated ability to consistently exceed sales/prospecting targets
• Demonstrated ability to successfully resolve situations that are broadly defined, complex, diverse, and occasionally unprecedented
• Excellent communication and presentation skills, both verbal and written
• Demonstrated ability to identify new, creative ways to drive more SMB, Corporate, and Enterprise businesses to purchase and utilize DocuSign’s diverse solution suite

Nice To Haves

• Prior management experience selling SaaS/Cloud Applications Software at the Enterprise level

Responsibilities

• Grow Monthly Recurring Revenue (ARR) in defined vertical markets and geographic territories from new SMB, Corporate, and Enterprise accounts
• Develop and execute sales process and strategies and ensure compliance to internal data management and reporting, including use of Salesforce.com
• Assess sales activities and forecasts to determine sales progress and required improvements.
• Recommend and implement improvements to achieve sales and opportunity creation goals
• Collaborate with Marketing Demand Generation team to ensure effective follow up on leads to generate sales opportunities
• Communicate results and adjust plans according to evolving business needs.
• Provide detailed reporting of lead flow and key performance indicators to senior management
• Manage and coach a team of SDRs to develop their sales skills including vertical market knowledge, forecasting, prospecting, and other necessary skills, while maintaining individual accountability to goals
• Maintain and protect DocuSign’s core values, leading by example
• Work with each SDR to develop and implement business/sales plans to achieve sales quota
• Identify and support opportunities for the training and professional development of department personnel
• Operate well in a fast paced, dynamic environment without requiring significant supervision

Benefits

• Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.
• Stock: This role is eligible to receive Restricted Stock Units (RSUs).
• Paid Time Off: earned time off, as well as paid company holidays based on region
• Paid Parental Leave: take up to six months off with your child after birth, adoption or foster care placement
• Full Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employment
• Retirement Plans: select retirement and pension programs with potential for employer contributions
• Learning and Development: options for coaching, online courses and education reimbursements
• Compassionate Care Leave: paid time off following the loss of a loved one and other life-changing events

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Number of Employees: 5,001-10,000 employees