Sales Development Manager

Sales Development Manager

GOVX is the #1 Ecommerce destination for those who serve our country and communities in the military, as first responders, fire fighters, emergency medical services and government employees. The GOVX catalog and the growth of the partners available to members in that catalog is a key driver to our corporate objective, to be the starting point when our members shop online. GOVX is unique in that it offers partners multiple ways to serve our audience through participation in the catalog, enabling the technology to offer discounts to customers in their direct-to-consumer channel and reaching the unique members via marketing services. The Sales Development Manager's role is key to accelerating GOVX's growth trajectory and their work directly ties back to all of GOVX's verticals of service. In this role, the individual will support, coach, and enable our Sales Development Representatives to successfully create new opportunities with meaningful estimated value.

The Sales Development Manager is responsible for a portion of the GOVX sales cycle from top of funnel volume to new opportunity qualification. The Sales Development Manager will ensure that new opportunities sourced from the SDRs will be of a qualifying scale and set up for success in the next phases of negotiation. Additionally, The Sales Development manager will be a coach/mentor to help our SDRs (Sales Development Representatives) grow their contribution to GOVX and enable their own personal career growth. The SDR Manager will also drive all aspects of new hires and the training of new hires once onboarded onto their team.

This is a collaborative role where the individual will be required to work strategically alongside other departments including but not limited to Partner Acquisition, Marketing, Category Management and Finance.

Success will be measured by the SDR team's quota/goal attainment and the individual's ability to create growth and efficiencies within their team. This performance will be supported by a competitive compensation package (base+variable payout).

Responsibilities

• Mentor/coach SDRs to ensure new opportunities are of a qualified scale and will bring impact to the GOVX business.
• Recruit, interview, and hire new talent.
• Responsible for relevant HR duties for all SDR direct reports.
• Recommend tactics to drive initiatives and improve performance and productivity.
• Provide guidance on how to evolve the SDR team for greater results, efficiency, and production.
• Drive outbound lead generation activities resulting in qualification of target prospects.
• Manage inbound lead qualification activities and optimizations.
• Optimize lead management through further development of best practices and metrics for training, activity, outbound strategy, and qualification handoffs.
• Own relevant tech stack development to empower and improve usage from the SDR team
• Generate and support B2B email campaign creation and overall strategy
• Leverage analytics to understand best practices of SDR email campaigns and implement key strategies across the team to build efficacies.
• Manage A/B tests across SDR email campaigns and continue to optimize based on performance
• Manage weekly activities to ensure they are at levels that enable team quotas to be achieved
• Research and understand each targeted vertical and understand prevailing trends/seasonality to best support strategy planning with the SDRs
• Work closely with Category Management to ensure the SDRs' key targets and outbound efforts align to category goals
• Own CRM development and ensure Top of funnel actions are continuously improved in the current CRM platform
• Own relevant top of funnel CRM dashboard/reporting development, management and reporting to ensure clear understanding and visibility across the organization
• Maintain and report KPIs with Monthly summaries distributed to leadership
• Accurately and thoroughly leverage CRM to maintain data and pipeline efficiency
• Actively prioritize tasks and opportunities to ensure effective pipeline management
• Collaborate with the B2B marketing to build effective sales enablement materials.
• Lead by example in preparation for trade shows/conventions
• Excellent follow-through and a drive to get things done

Supervisory Responsibilities This position will have supervisory responsibilities.

Travel Requirements Some travel is expected for this position (<15%).

Work Location The Marketing Operations Coordinator will work 100% onsite at the GOVX Corporate Office in San Diego, CA during their 90-day introductory period, working five days per week with a full eight-hour shift each day. After successful completion of the 90-day introductory period, we will review a shift to a hybrid schedule. Should a hybrid schedule be approved, it would require a minimum of 3 days in-office, working a full eight-hour shift in office each day. The in-office days will be based on business needs to be set by your manager. No relocation allowance or visa sponsorship will be provided.

Other Duties Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required for this job. Duties, responsibilities and activities may change at any time with or without notice.