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Job Description

Scout RFP, a Workday company, is a leading provider in cloud-based strategic sourcing solutions that help organizations source faster and achieve better business outcomes. Scout RFP has a direct impact on Workday’s ability to deliver a comprehensive source-to-pay strategic sourcing offering, elevating the office of procurement in strategic importance and transforming the procurement function.

Scout is growing - we are looking for a proven sales development leader to further drive outbound pipeline growth by directing and coaching our BDR Team at our San Francisco office. The Business Development Manager will deliver a comprehensive training program, provide ongoing sales coaching, and monitor sales prospecting activity levels while maintaining a team-oriented, performance-minded culture. Additionally, this role will work with Sales and Marketing leaders to ensure the BDR Team is properly positioning our service and qualifying leads across vertical markets while unburdening sales executives from having to engage in prospecting.

Responsibilities:
• Responsible for the overall effectiveness of the BDR Team
• Oversee the daily activities and quota performance management of individual BDRs
• Quickly ramp new BDRs with training, including product knowledge, buyer personas, competition, tools training, and plenty of role-plays
• Provide BDRs with a coaching cadence of time management, objection handling, prospecting tactics, and active listening skills
• Establish a library of prospecting resources for the BDR team
• Maintain a high-performance BDR Team culture
• Drive operational excellence through constant innovation
• Review and maintain metrics to ensure accurate management reports
• Conduct selling efforts as needed

Requirements:
• 4+ years of B2B enterprise sales experience (SaaS preferred)
• 2+ years of experience in B2B SaaS sales leadership (Team Lead and/or Manager)
• A history of consistently performing above quota in an outbound sales environment
• Strong collaboration and influencing skills demonstrated through superior communication and presentation skills
• Salesforce power user, and familiarity with email and call automation platforms