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Manager, Sales Development

4 months ago

Melbourne, Victoria, Australia Rapid7 Full time

Rapid7 is looking for a motivational and experienced Sales Development Manager to be responsible for driving revenue growth through lead generation. You will manage a team of Sales Development Reps, set the prioritisation and direction for your team and be passionate about helping them grow and develop through mentorship and coaching. This is a critical role for the long term success of Rapid7 as you will be instrumental in building our salesforce of the future

About the Team
Our Sales Development team sits within our Demand Generation function and is responsible for the creation of warm and cold leads for our Sales organisation. Integral to the success of Rapid7, this team plays a key role in building pipeline for our sales engine, directly contributing to revenue growth across our APJ business. Our Sales Development team has a proven track record in developing SDR's into high performing Account Executives through our APJ Sales Development programme, so there is no better place to begin, or continue, your lucrative career in High-Tech Sales.

About the Role

We have an SDR enablement program that provides new and experienced SDRs with the skills, knowledge, and resources necessary to succeed in their role - meeting volume, pipeline and revenue targets. As the SDR Manager, will be responsible for delivering this programme as well as the day-to-day management of the SDRs. This will include hiring across 3 locations, enablement, and managing the lead-to-opportunity process.

In addition this role will be required to facilitate enablement sessions which include all customer facing reps across the APJ region - including Sales and CSM. Delivering new training materials, job aids, sales development playbooks, battlecards, discovery questions, objection handles, analogies, and e-learning modules provided by the central enablement function.

In this role you will:

  • Build and lead a team of 6 - building a pipeline which drives conversion to won revenue across APJ.
  • Deliver and measure enablement programs to equip SDR, Sales and Channel reps with the necessary skills, knowledge, and tools to excel in their mission to help customers improve their security outcomes;
  • Increase the percentage of the pipeline generated from target accounts and focus solutions/offers
  • Reduce time to ramp, % of reps missing their quota and attrition
  • Implement a planned and measurable programme of training and enablement which gives all stakeholders clarity into what is required and where they are at
  • Develop a bench of talent in the SDR team with the potential to successfully transition into quota carrying roles as they become available
  • Assess the effectiveness of enablement programs using metrics and KPIs, and use these to demonstrate incremental improvements over time.
  • Drive adoption of sales acceleration tools, operational best practice, and educate the team on where to find and how to use the enablement materials used.
  • Collaborate with cross-functional teams and leadership to ensure training is aligned with product, marketing and sales initiatives and OKRs.
  • Utilize the opportunity of working closely with the reps to spot operational improvements to improve productivity, streamline processes, and improve attribution/transparency/visibility.
  • Stay up-to-date with industry trends and best practices related to security, sales training and enablement.

The skills you'll bring include:

  • 4+ years of experience in sales development leadership, sales enablement or training.
  • Communicate a passion and curiosity for technology, with specific skills and experience in the field of cybersecurity and cloud computing. Use this curiosity to conduct market research to identify key trends, customer needs, and competitive landscape to inform sales strategies - through leveraging primary, secondary and tertiary research methods.
  • Ability to work collaboratively with cross-functional teams in different regions.
  • Proven track record of delivering successful sales training programs.
  • Knowledge of learning management systems and e-learning platforms.
  • Comfortable with public speaking and delivering training in large group settings.
  • Ability to travel as needed, especially to support 'classes' of multiple new hires.

We know that the best ideas and solutions come from multi-dimensional teams. That's because these teams reflect a variety of backgrounds and professional experiences. If you are excited about this role and feel your experience can make an impact, please don't be shy - apply today.

About Rapid7

At Rapid7, we are on a mission to create a secure digital world for our customers, our industry, and our communities. We do this by embracing tenacity, passion, and collaboration to challenge what's possible and drive extraordinary impact.

Here, we're building a dynamic workplace where everyone can have the career experience of a lifetime. We challenge ourselves to grow to our full potential. We learn from our missteps and celebrate our victories. We come to work every day to push boundaries in cybersecurity and keep our 10,000 global customers ahead of whatever's next.

Join us and bring your unique experiences and perspectives to tackle some of the world's biggest security challenges.

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