Sales Development Manager at Pilot | Powderkeg

The Role

The Sales Development Manager will lead our growing Sales Development Representative team and is responsible for hiring, coaching, team development and attaining pipeline generation targets. You will lead the team to execute on the GTM strategy. This includes achieving net new pipeline targets and building out the operating rythyms for your team. You’ll help elevate your team’s sales skills and industry knowledge through coaching and training and will take a data-driven approach to performance management. This is a collaborative role and you’ll work closely with cross-functional partners and stakeholders.

About the Team

Pilot’s Sales Development team is responsible for driving pipeline and starting conversations with startups and small businesses at various stages of growth. We collaborate closely with Marketing, Partnerships and Sales to drive pipeline through inbound and outbound strategies. Our SDR team is often the first Pilot point of contact for our prospective customers and we pride ourselves in providing consultative, customer-centric conversations.

We are looking for a results-oriented, data-driven sales leader who can increase rep productivity and scale the team over the next year. You’re an experienced SDR Manager (12+ months) with a background in technology or professional services. You take pride in exceeding goals by supporting your team and putting them in a position to succeed. You love coaching and team development as well as cultivating a culture of high performance and collaboration. Ideally you have experience building process at startups and thrive in fast-paced environments. You must be efficient in working with a sophisticated technology stack (Salesforce, Outreach or SalesLoft, Clearbit, LinkedIn Navigator, etc.) and have experience leveraging data to understand and improve performance. Bonus points if you’ve worked in public accounting roles.

Key Responsibilities

  • Recruit, train and optimize a team of SDRs responsible for inbound and outbound motions
  • Refine and build new processes/operating rythyms to achieve optimum results
  • Create and update resources such as call scripts and prospecting emails to drive consistency and strong results
  • Establish metrics to measure and improve team performance
  • Report against KPIs to senior management and provide corresponding analysis
  • Coach and develop your team to help them continually improve their performance
  • Manage inbound lead flow and track efficiency of sales and marketing programs
  • Monitor usage of different technologies and tools, such as, Outreach.IO, Clearbit, Drift, etc.
  • Work closely with Sales and Marketing leadership to deploy campaigns and to measure their efficacy

About You

  • At least one-year in a sales management role and >two-years of additional sales experience
  • Excited to be part of an energetic, collaborative sales team at a high-growth startup
  • Proactive communicator with excellent written and verbal communication skills
  • Invested in coaching SDRs to develop their career paths and to attain their goals
  • Passion for sales, sales process, data and coaching/developing teams
  • Take extreme ownership of your work to drive optimal results
  • Familiarity with tools such as SalesForce, Clearbit, Gong, LinkedIn Navigator and Outreach

About Pilot

Pilot launched in 2017 to bring the back office into the modern era. Pilot provides small businesses with dedicated finance experts - which Pilot hires as full-time, U.S.-based employees - who learn the ins-and-outs of their business. Pilot integrates directly with the billing, banking, expense, and payroll systems customers already use. With a special blend of custom software and expert bookkeepers, Pilot delivers accurate, consistent bookkeeping and financial management and tax services that give entrepreneurs the freedom to focus on their business.

Pilot has over 1,000 customers and has raised over $170 million in financing from Sequoia, Index Ventures, Stripe, Bezos Expeditions, and Whale Rock. Our investors also include a long list of world-class entrepreneurs, including Patrick and John Collison, Drew Houston, and Diane Greene. Our most recent funding round doubled our valuation to $1.2 billion – Meet Fintech’s Newest Unicorn.

Why Pilot?

  • We invest in our employees’ development and happiness because our employees are the keys to our success and ensuring happy customers
  • The opportunity to join a seasoned founding team that has led companies through two prior successful startups and acquisitions (by Oracle and Dropbox).
  • Flexible vacation/time-off policy
  • All federal holidays are observed
  • 100% coverage of employee only (individual) benefits
  • Parental leave for birthing or non-birthing parents – 100% pay for 12 weeks
  • 401(k) plan

Pilot commits to provide a work environment free of discrimination and harassment, as well as equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. You may view all of Pilot’s recruiting notices here, including our EEO policy, recruitment agency policy, recruitment scam notice, and important E-Verify information.

Job Summary
  • Job Title
    Sales Development Manager
  • Company
  • Location
    San Francisco, CA
  • Employment Type
    Full time
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