Sr Manager, Sales Development

Who we are.

Solo enables companies to Connect, Secure and Observe modern applications – APIs, Microservices and Data – with the industry’s leading API and Service Mesh Management Platform (“Gloo”). Solo innovations allow companies to stay on the leading edge of both technology and business possibilities.

Solo is a VC-backed company, founded in 2017 by Idit Levine. In 2021, Solo was valued at $1B. Solo’s customers are some of the largest in the world, spanning all geographies and industries. Solo’s team has deep expertise in Cloud Computing, Linux, Containers, Kubernetes, Service Mesh, APIs, Security, Microservice Applications, Application Modernization, GraphQL, and eBPF.

About the role.

The Senior Manager of Sales Development is responsible for overseeing the daily activities of the SDRs, ensuring they are effectively identifying and qualifying leads to build a robust sales pipeline. This involves providing guidance, training, and support to SDRs to enhance their performance, as well as setting clear goals and KPIs to measure success. This role also plays a crucial role in developing and implementing outreach strategies, monitoring the effectiveness of lead generation efforts, and making necessary adjustments to optimize results.

Additionally, the Senior Manager of Sales Development acts as a bridge between the SDR team and upper management, providing insights and feedback to help shape overall sales strategies and ensure alignment with the company's objectives. By fostering a collaborative and high-performing team environment, this individual contributes significantly to the achievement of Solo.io's sales goals and long-term growth.

Job Description:

Leading Day-to-Day Workflows and Processes

• Daily management of the team including defining and enforcing the SDR workflows and processes to meet the defined goals.
• Providing coaching, feedback, and troubleshooting issues with the SDR team.
• Lead iterative improvements on the content and messaging used by the team.

Building Playbooks, Packaging Sales Play Materials & Enabling the Team

• Partner with the leader of the function on the strategy, creation and execution of SDR-specific campaigns and plays based on GTM priorities and pipeline gaps.
• Taking the lead on creating and obtaining materials/playbooks the SDR team should use.
• Creating and deploying training and other enablement methods to increase the SDR’s effectiveness in their ability to achieve their goals and targets.

Driving SDR Team Analysis & Reporting:

• Preparing and reviewing SDR team activity and results.
• Monitoring all SDR execution channels (phone calls, email/LinkedIn outreach, etc) to assess effectiveness and make recommendations.
• Track and report out team performance against key metrics and goals.

Job Requirements:

• 4+ years of BDR management experience with a proven, consistent track record of achieving targets. Or 5+ years of software sales, with an emphasis on cloud dev-ops technologies.
• Prior experience of building business development from the ground up.
• Ability to develop and maintain relationships with decision makers in target sectors.
• Ability to understand data and identify insights to incorporate into prospecting strategies.
• Strong communication, analytical, problem solving, and interpersonal skills.

What you’ll love about Solo.

At Solo, our culture is all about hiring great people, creating a fun and fast-paced work culture, and letting our teams work with our customers to successfully solve their challenges.

Solo works collaboratively with our customers, partners and open source communities to deliver technology innovation, technology solutions, architectural best-practices, and hands-on education. Solo uses a unique engagement model with our customers that allows us to quickly make them successful, and continue to work closely with them as their production environments grow.

Solo is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.