Juniper Square - Manager - Inbound Sales Development Representative Team (5-7 yrs)

About Juniper Square:

Our mission is to unlock the full potential of private markets. Privately owned assets like commercial real estate, private equity, and venture capital make up half of our financial ecosystem yet remain inaccessible to most people. We are digitizing these markets, and as a result, bringing efficiency, transparency, and access to one of the most productive corners of our financial ecosystem. If you care about making the world a better place by making markets work better through technology - all while contributing as a member of a values-driven organization - we want to hear from you.

Juniper Square offers employees a variety of ways to work, ranging from a fully remote experience to working full-time in one of our physical offices. We invest heavily in digital-first operations, allowing our teams to collaborate effectively across 27 U.S. states, 2 Canadian Provinces, India, Luxembourg, and England. We also have a physical office in San Francisco, New York City, and Bangalore for employees who prefer to work in an office some or all of the time.

About Your Role:

- The Manager of Sales Development oversees the Sales Development Representative (SDR) team. SDRs play a critical role in identifying, qualifying, and coordinating opportunities for our Strategic Account Executive team.

- Being on the front lines with our prospects is a big responsibility and the SDR team is instrumental in driving the cadence of the revenue org and setting expectations with our prospective customers.

- As the manager of one of our most strategic revenue teams, you bring experience and a demonstrable record of successfully building and scaling high-performance SDR teams.

- Your past experiences have helped you anticipate what the next scenario may be, yet you continue to approach your work with a beginner's mind. Your exceptional analytical skills enable you to make informed decisions and identify trends and patterns before others.

- You understand that to scale, you must partner with key stakeholders to create a repeatable process.

- As such, you will have the opportunity to assist with re-writing the playbook and will partner with the Director of Sales Development to drive operational excellence across our teams.

- As a leader, you are humble, approachable, and appreciate diverse thoughts. You aspire to build the world's greatest team and you enjoy working with others who will continually challenge you to be your best.

- For this position, we are looking to hire candidates based in Bangalore or those open to relocating there. Additionally, the shift for this position is from 7:30 PM to 4:30 AM IST. Only applicants who can work these hours will be considered.

What You'll Do?

- Recruit, train, and optimize a team of SDRs responsible for generating the sales pipeline for Juniper Square's inbound and outbound sales engagements

- Assist in establishing and then iterating on the GTM playbook for the SDR organization

- Optimize our current team of top-performing SDRs by identifying areas to drive more efficiency in our business process

- Manage and coach the team using insights derived from data

- Oversee usage of team systems including Salesforce, Outreach, Zoominfo, LinkedIn, and other tools

- Push the team and the revenue org to think outside the box, innovate, and iterate to find new ways to lead the market in our approach to business development.

- Be the authority on insights and metrics for how your team is performing and share those with the sales leadership and marketing teams.

- Manage the inbound lead flow and track the efficiency of sales and marketing programs

- Motivate the team to outperform by creating a high-energy environment (cloud and in-office) where people love coming to work

- Help set monthly performance metrics and create incentives that align with outcomes

- Partner with Revenue Operations to build reporting that helps drive efficiency and improvements to the process

- Serve as the SME and source of truth for pipeline and pipeline optimization to company leadership, including finance, marketing, and operations.

- Develop team into sales-ready candidates for future Strategic Account Executive positions

- Conducts daily team huddles and weekly 1 to 1s.

Qualifications:

- 5-7 minimum years of B2B outbound sales management experience in a SaaS or software context

- Experience using Salesforce, Outreach.io, ZoomInfo

- Configuring and generating reports with a strong analytical mindset, attention to detail, and excellent organizational skills.

- Experience in building an SDR team from the ground up.

- Self-starter with proven success as a sales leader

- Experience selling into the Mid Market and Enterprise market is strongly preferred

- Excellent written and verbal communication skills

- Upbeat, positive, inclusive attitude

- Has an eye for detail, but also an ability to refer back to the big picture

- Strong experience successfully coaching and managing people to achieve performance goals

- Technically adept

Benefits:

- Health, dental, and vision care for you and your family

- Life insurance

- Mental wellness programs

- Meal vouchers

- Industry-leading vacation package in addition to national holidays

- Paid family leave, medical leave, and bereavement leave policies

- Retirement saving plans

- Monthly internet reimbursement