What are the responsibilities and job description for the Manager, Sales Development position at DISCO?
Your Impact
The Manager, Sales Development drives the production of sales qualified leads and enhances the growth of the sales pipeline through effective management of the Sales Development Representative (SDR) team. They identify, qualify, and facilitate meetings that lead to successful sales closures. They communicate KPIs and will contribute to strategic decision-making for senior management. Additionally, they are responsible for nurturing the talent pipeline by developing and preparing SDRs to progress their sales careers.
What You'll Do
Perks of DISCO
DISCO provides a cloud-native, artificial intelligence-powered legal solution that simplifies ediscovery, legal document review and case management for enterprises, law firms, legal services providers and governments. Our scalable, integrated solution enables legal departments to easily collect, process and review enterprise data that is relevant or potentially relevant to legal matters.
Are you ready to help us fulfill our mission to use technology to strengthen the rule of law? Join us!
We are an equal opportunity employer and value diversity. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
The Manager, Sales Development drives the production of sales qualified leads and enhances the growth of the sales pipeline through effective management of the Sales Development Representative (SDR) team. They identify, qualify, and facilitate meetings that lead to successful sales closures. They communicate KPIs and will contribute to strategic decision-making for senior management. Additionally, they are responsible for nurturing the talent pipeline by developing and preparing SDRs to progress their sales careers.
What You'll Do
- Team Management : Leads and guides a team of 8-12 Sales Development Representatives to consistently enhance team productivity and surpass performance targets. Actively participates in the recruitment, selection, and interview process to attract top-tier talent and fosters a coaching and mentoring environment to nurture professional growth within the team. Provides reps with ongoing training on sales messaging, objection handling, and prospecting techniques.
- KPI Driven Leadership: Utilizes lead conversion KPIs to communicate and manage team goals on a weekly basis. Analyzes KPI metrics and conducts call breakdowns, role plays, team training, and best practice sharing sessions to drive continuous improvement. Achieves monthly and quarterly lead goals through outbound campaigns
- Process Innovation: Designs, evaluates, and implements effective sales processes, leveraging both established methods and pioneering new strategies. Ensures effective use of sales technology to improve productivity. Collaborates with cross-functional teams such as Sales Operations, Enablement, People, and Field Sales to foster harmonious partnerships.
- 2 years in a sales management role or 2 years selling DISCO products
- Experience in leading a high-volume outbound sales team.
- Prior exposure or work in the legal technology sector or SaaS sales environment.
- Comprehensive grasp of sales methodologies, especially pertaining to prospecting and pipeline generation.
- Exceptional leadership qualities paired with a knack for team-building and motivation.
- A data-driven mindset, equipped with the analytical prowess to evaluate performance metrics and guide actions accordingly.
- Proficient in CRM systems, with a deep understanding of sales & marketing automation tools.
- A creative problem solver, adept at devising solutions to address challenges in prospecting and lead generation.
Perks of DISCO
- Open, inclusive, and fun environment
- Benefits, including medical, dental and vision insurance, as well as 401(k)
- Competitive salary plus RSUs
- Flexible PTO
- Opportunity to be a part of a company that is revolutionizing the legal industry
- Growth opportunities throughout the company
DISCO provides a cloud-native, artificial intelligence-powered legal solution that simplifies ediscovery, legal document review and case management for enterprises, law firms, legal services providers and governments. Our scalable, integrated solution enables legal departments to easily collect, process and review enterprise data that is relevant or potentially relevant to legal matters.
Are you ready to help us fulfill our mission to use technology to strengthen the rule of law? Join us!
We are an equal opportunity employer and value diversity. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.