The role

We’re looking for an experienced Sales Development Manager to lead one of our Mid-Market SDR teams! Reporting into the Head of Sales Development [Under Marketing], you bring 3+ years experience managing a high performing outbound SDR team, in a B2B SaaS org, you shouldn’t be afraid to pick up the phone and have experience building outbound messaging through all prospecting channels - phone, email + linkedin. Working closely with marketing + sales leadership, you’re experienced with hiring, coaching and motivating an outbound focused team to hit and exceed pipe gen targets, in a fast paced startup environment.

Responsibilities

• Hire top talent to the team as we continue to grow
• Onboard and train new reps to the team within a one week onboarding program
• Run effective 1:1’s weekly with reps to provide analysis, coaching, performance management and career growth support
• Work closely with the Head of Sales Development + VP of Marketing to ensure messaging + talk tracks are aligned and effective
• Provide product feedback and ideas to our product/engineering team on an ongoing basis to help contribute to the vision and value of Nooks for our customers
• Work directly with sales leadership to ensure SDR + AE alignment in processes, messaging + strategy
• Build and consistently iterate on outbound sequences and templates within Outreach
• Identify and resolve process bottlenecks, data issues and inconsistencies in process, systems and strategy
• Assist with list building + target account gathering for the team
• Utilize analytics and data to uncover and follow patterns to guide the team

Requirements

• 3+ years of sales development management experience leading an outbound team, ideally in B2B SaaS
• Experience selling to GTM leaders
• Experience and ability to thrive in a rapidly changing early stage, start up environment and enjoys getting their hands dirty – This means leading by example and not being afraid of picking up the phone to show new SDRs how to get the job done
• Proven experience growing high performing SDR teams
• Passion to hire well, coach, and hold team members to high standards
• Strong analytic skills and the ability to leverage data to determine how we should prioritize improvements
• Deep familiarity with systems like Outreach, Hubspot, ZoomInfo, and Sales Nav

What is Nooks?

Nooks is a platform transforming sales reps from manual laborers to scientists. With today’s technology, sales reps shouldn’t need to manually write hundreds of emails, research hundreds of websites/linkedins, and make hundreds of calls. They should instead focus on the parts of their job that actually require people - talking to customers, being creative, and problem-solving. With a combination of AI tools, automation and real-time collaboration, Nooks can do the rest.

The problem

Sales pipeline is critical for growing companies. Many, especially B2B companies, have teams of sales/business development representatives (SDR/BDRs) or full-cycle account executives whose responsibility is to identify, contact, and qualify new potential customers. There are ~750,000 SDR/BDR’s in the US alone (e.g. Airtable, Brex, Databricks and many other tech companies have sizable SDR/BDR teams)

In their day-to-day, SDR/BDRs spend time on 3 main activities:

1. Prospecting & research - identify a list of potential customers using signals like industry, size, fundraising, headcount growth, new hires, job descriptions, etc.
2. Email & LinkedIn messaging - write messages to those contacts to convey the problem and pitch your product. The goal is for them to book a demo
3. Calling - Live phone conversations often have higher conversion than emails because they’re more personal, but there’s a lot more manual work involved

Most of the sales rep’s job can be automated with today’s technology: large language models, web scraping, automation, integrations, etc.