Manager of Sales Development
Location: Hybrid to Wayne, PA Office
Your Role on the Team:
We have an exciting opportunity for a Manager of Sales Development to join our industry-leading sales organization! This position is based in our Wayne, PA corporate offices with the option to work from home on hybrid basis. The Manager of the Sales Development role leads a team of sales development professionals in positioning Frontline’s solutions to prospective K-12 school districts. This role enables Frontline to meet lead generation and pipeline targets for K-12 markets. The ideal candidate will have excellent interpersonal and relationship building skills to develop collaborative partnerships with the sales and marketing leadership teams.
You can expect to:
Management
- Recruit, train and manage high performing Sales Development Representative (SDR) team to exceed defined lead and pipeline objectives on a quarterly basis
- Act as an advisor/coach to the SDR’s while maintaining a positive and motivational work environment
- Review performance weekly with SDR team members, conduct weekly campaign review, and host quarterly feedback sessions with each direct report; initiate progressive or immediate discipline, as needed
- Ensure the team actively partners with both sales and marketing organizations to meet established objectives. Develop market, product, and territory specific campaigns to support both inbound and outbound lead generation targets
- Ensure proper qualification of leads for both marketing and sales organizations. Monitor quality of leads to ensure proper conversion of leads into sales
- Provide feedback to marketing teams regarding active campaigns, making required adjustments promptly
- Ability and passion to develop and mentor others. Ability to foster teamwork
Business Development Planning and Reporting
- Review current lead generation processes and offer suggestions for improvement
- Create and align SDRs with territory breakdowns, territory alignment, and career progression to achieve expected performance.
- Create and align SDRs with territory breakdowns, territory alignment, and career progression to achieve expected performance
- Develop tools and provide training to enable the business development team to be effective in qualification, pipeline, and sales processes
- Review daily activity reporting and forecasting to provide weekly visibility of the team’s performance to goal
- Analyze reports and statistics related to the progress of call/business development programs and implement initiatives for improvement
- Report your team’s metrics to the sales leadership team
Team Engagement
- Collaborate internally across departments and cross-functionally with give and take to move the company performance forward
- Responsibility for the overall direction of performance management processes and professional goal alignment for the team and territory
What you bring to the role:
- Minimum of 7+ years of sales, marketing and/or business development management experience; preferably within a SaaS model.
- Experience within K-12 or Higher Education markets is preferred, but not required.
- Bachelor's degree in business administration or related field, or equivalent work experience.
- Proficiency utilizing CRM and marketing communication systems to manage activity, preferably NetSuite or Salesforce.
- Proven experience managing both business development and sales representatives to achieve team goals.
- Strong selling, negotiating, and influencing skills and the ability to coach and train positively and effectively.
- Excellent written and verbal communication skills.
- Excellent organizational skills, strategic thinker, strong analytical skills, detailed oriented.
- Dedication and demonstrated leadership in high quality customer service delivery and integrity through proven client and customer relationships
- Demonstrated positive attitude; team first mindset
- Team player with outstanding communication and interpersonal skills
Who we are:
Frontline Education is a pioneer of school administration software purpose-built for K-12 districts. We provide innovative, connected solutions for student and special programs, business operations, and human capital management with powerful data and analytics to empower educators and administrators. We earn the trust of K-12 leaders across the U.S. by serving as a consistently high-performing, forthright partner of school districts through every dimension of the company.
We're a group of unique and talented individuals that love what we do. We've been lucky enough to land jobs with a rapidly growing tech company that supports an appreciative and friendly customer base. We work hard to make our customers happy, but we like to have a good time in the process. We are a company that strives to think in terms of “we” instead of “me.” We believe in the philosophy of servant leadership and that it’s all about putting others first. We also value the balance between family and work.
Frontline embraces diversity, equity, and inclusivity. We are intentionally building a workplace that respects, supports, and values the identities of all our employees. We believe this to be foundational in developing a strong community in our company. Frontline Education is an equal opportunity employer and 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 perks of being a Frontliner:
Frontline offers a competitive compensation package including a base salary, rewarding bonus structure, 401k match, and unlimited PTO! Our company growth has created a promising environment for career advancement and rewarding challenges. We offer a tuition reimbursement program for eligible college credit coursework available to employees depending on their status and length of employment.