Develop and execute a comprehensive pipeline generation strategy aligned with the sales objectives of the Mid Market and Money teams
Lead, mentor, and manage a team of 100 BDRs to meet or exceed pipeline generation targets
Implement best practices for lead qualification processes to ensure the BDR team delivers high-quality, sales-ready leads to the sales teams
Oversee the selection, implementation, and optimization of tools and technologies that enhance pipeline generation, such as CRM systems, lead scoring models, and sales enablement platforms
Work closely with the Mid Market and Money sales leadership to ensure alignment on goals, priorities, and messaging. Collaborate on the development of go-to-market strategies and sales plays
Establish a feedback loop between the BDR and sales teams to continuously refine lead generation and qualification criteria based on real-time insights from the field
Partner with marketing teams to design and execute campaigns that drive lead generation
Provide input on messaging, content, and tactics to ensure marketing efforts support BDR objectives
Work with product management and marketing teams to ensure the BDRs are well-versed in product offerings and market trends, enabling them to engage effectively with prospects
Build strong relationships with leaders in other departments, such as Marketing, Product, and Customer Success, to ensure alignment and support for pipeline generation initiatives
Qualifications
BA/BS degree
10+ years of experience in sales, pre-sales, or business development, with at least 5 years in a leadership role overseeing large teams
Proven track record of leading and scaling large BDR or sales teams, with a focus on pipeline generation and lead strategy
Strong strategic planning skills, with the ability to develop and execute effective lead generation strategies
Proficient in using data and analytics to drive decisions and optimize performance
Excellent verbal and written communication skills, with the ability to influence and engage stakeholders at all levels
Demonstrated ability to work collaboratively across departments to achieve shared goals
Experience with CRM systems, sales enablement tools, and lead scoring models