Sales Development Manager

Lucid Software is the leader in visual collaboration, helping teams see and build the future from idea to reality. We hold true to our core values: innovation in everything we do, passion & excellence in every area, individual empowerment, initiative and ownership, and teamwork over ego. At Lucid, we value diversity and are dedicated to creating an environment and culture that is respectful and inclusive for everyone. Lucid is a hybrid workplace. We promote a healthy work-life balance by allowing employees to work remotely, from one of our offices, or a combination of the two depending on the needs of the role and team.

Since the company’s founding, Lucid Software has received numerous global and regional recognitions for its products, business, and workplace culture. These include being named a Fortune Best Workplace in Technology and a 2022 Glassdoor Best Place to Work, inclusion on the Forbes Cloud 100, and ranking in the top 100 on G2’s 2023 Best Global Software Companies. Top businesses use our products all around the world, including customers such as Google, GE, and NBC Universal. Our partners include industry leaders such as Google, Atlassian, and Microsoft.  

At Lucid, we are creating the essential visual productivity platform that helps anyone understand and share ideas, information, and processes with clarity.  

As Senior Manager of Sales Development you will be responsible for leading a team of 7-10 Sales Development Representatives (SDRs) that drive top-of-funnel activities and will ultimately generate opportunity pipeline. In this role, you will work with a Director of Sales and Sr. Director of Demand Gen to identify key strategies across territories and account segments in order to optimize top-of-funnel efforts that will ensure account renewals and drive new and expansion opportunities. You will be in charge of hiring, coaching, mentoring, motivating, and training all SDRs with a vision to prepare them from eventual progression to a closing role. 

Responsibilities:

• Manage and optimize team productivity to ensure monthly and quarterly sales targets are attained, in line with overall sales revenue targets
• Maintain expert knowledge on the features, benefits, and application of Lucidchart’s offering and communicate key information and changes to all development representatives
• Understand the competitive landscape across territories and segments and develop inbound and outbound strategies to creatively penetrate into new markets, verticals, and personas
• Translate best practices in pipeline generation, specific to business segments and verticals through prospect engagements such as cold calling, emailing, demos, negotiations, and marketing activities
• Have a hunter mentality for outbound lead sourcing and identify ways for SDRs to create new potential opportunities across net new and existing customers
• Train sales representatives on effective rep-to-customer interactions that develop and solidify relationships with existing Lucidchart clients, key stakeholders, and prospects
• Coach SDRs on how to lead potential clients to an understanding of the options or solutions that are applicable to their situation, demonstrating how features and benefits match their needs
• Drive sales funnel management in a timely and strategic manner in accordance with internal sales and marketing service level agreements
• Help the team abide by systematic sales processes, rules of engagement and service level agreements currently established at Lucid and seek opportunities to optimize current developmental workflows
• Report and communicate SDR performance while articulating key opportunities for improvement to Marketing and Sales management
• Lead the personal career development of SDRs and effectively use mentoring opportunities to prepare them for future sales closer roles
• Recruit and hire top talent SDRs based on forecasted team growth and expansion targets

Requirements:

• 5+ years of sales experience
• 2+ years of sales management experience
• Experience as an expert coach and leader
• Ability to manage multiple projects and meet deadlines
• Outstanding written and verbal communication skills
• Experience with Salesforce.com CRM reporting, Tableau, Outreach and other like sales software solutions

Preferred Qualifications:

• Able to work in our South Jordan, UT office on Tuesdays and Thursdays 
• Experience selling SaaS products
• Detailed knowledge of and passion for SaaS applications
• Strong technical background
• Experience managing a large team
• Strong understanding of a sales methodology or process 
• BA/BS degree or equivalent experience

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