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Role Description
As a critical leader on the Integrated Marketing team, the SDR Lead will partner with stakeholders across Dropboxs marketing, sales, operations, & analytics teams to build a world-class top of funnel operations & SDR team to power our B2B business. The ideal candidate will have a strong understanding of B2B marketing, sales, & sales development. This role will closely collaborate with marketing, sales, vendor teams, product, and IT teams to align lead management strategies & best practices across the organization.
Responsibilities
- Manage direct reports & the relationship between Integrated Marketing & SDR teams
- Coordinate with all teams involved in generating & working MQLs & S1 opportunities including (but not limited to) Integrated Marketing, Commercial Strategy & Ops, & Sales to ensure the following:
- MQL conversions to S1 & S2 opportunities continue to increase.
- SDRs & sales reps have context on the MQLs & S1s they receive in order to facilitate exceptional prospect/customer experiences.
- Conversion rate reporting is accurate & sufficiently granular to allow Marketing & Sales teams to consistently improve conversion rates.
- Partnering with Sales Strategy & MOPs to establish & implement rules of engagement & clear lead routing requirements.
- Partner with MOPS as a key stakeholder in lead & account scoring programs in order to continually improve the accuracy of our scoring & better align the definition of MQL with sales readiness.
Requirements
- 5+ years of experience in B2B SaaS sales
- 2+ years leading a B2B SaaS sales development program
- Salesforce CRM experience as a power user
- Experience using Outreach.io or equivalent (Salesloft, Groove, MixMax, Etc)
- Experience using Gong or equivalent call recording & coaching tools
- Strong passion for top of funnel B2B operations, consistently seeking to improve handoffs & conversion rates
- Ability to provide detailed, constructive feedback to direct reports as well as strategic partners
- Detail-oriented, operationally disciplined, & highly analytical
- Excellent collaboration skills, adept at managing stakeholders & working effectively within cross-functional teams
- Able to communicate effectively & precisely across a wide spectrum of technical & non-technical stakeholders in varying levels & functions
Preferred Qualifications
- In-depth knowledge of lead generation, lead funnel strategy & sales acceleration best practices
- Certifications in Salesforce, Outreach, Gong or other sales systems is a plus
- Experience in launching & implementing AI tools & agents to transform workflows & analytics preferred
Compensation
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