Sales Development Manager

ECP; Chicago (IL); Remote; USD 90,000 - 130,000; Full time

Job summary

ECP, a market-leading SaaS for senior living, seeks a Sales Development Manager to lead outbound prospecting and build a high-performing SDR team. You will drive target attainment and collaborate with Marketing to optimize campaigns while coaching reps to advance to AE roles.

Remote-friendly across the U.S., you’ll analyze performance metrics, refine processes, and mentor staff to scale revenue growth and improve the overall go-to-market motion.

Qualifications

• Bachelor's degree required.
• Prior SDR and SDR leadership with a track record of meeting/exceeding targets.
• Experience building and scaling an SDR organization.
• Ability to communicate and influence at all levels of the organization.
• Strong business sense and industry knowledge of the senior living/healthcare tech space.
• Excellent mentoring, coaching and people-management skills.
• Knowledge of CRM software and Microsoft Office; HubSpot preferred.
• Analytical skills to interpret sales data and improve lead generation.
• Experience working cross-functionally to streamline onboarding and reporting.
• Willingness to travel as needed for conferences and team activities.

Responsibilities

• Lead, manage and coach the SDR team to hit lead generation targets.
• Own lead generation strategy, processes, documentation and outcomes.
• Partner with Sales leadership on recruiting, objectives, coaching and performance monitoring.
• Monitor performance metrics and implement improvements.
• Collaborate with Marketing on outbound campaigns and lead-gen strategies.
• Build a pipeline by coaching SDRs to become high performers.
• Identify emerging markets and product/competition insights.
• Be an industry expert and translate pain points into materials and training.
• Develop training and materials to scale SDR performance.
• Align SDR targets with overall business metrics and goals.
• Adopt tools and technology to enhance SDR efficiency.

Skills

Sales leadership

Coaching

CRM proficiency

HubSpot experience

Analytical thinking

Stakeholder communication

Travel readiness

Education

Bachelor's degree

Tools

HubSpot

CRM software

Microsoft Office

Job description

ECP is a market-leading SaaS solution that enables senior living communities to better care for their residents. ECP is used in over 8,000 communities around the world. We're looking to further expand by increasing the number of customers that use our software and increasing the scope of how we serve our customers by developing and releasing new products.

Senior living is deeply underpenetrated with software and ECP is one of the largest and fastest-growing software companies in the industry. We recently raised a growth round of equity to reinvest in our product, technology, and go-to-market. Our mission is to build world-class software that improves the quality of life for seniors and improves clinical, business, compliance, and operational performance for our customers.

We are looking for a high-performing Sales Development Manager to lead our outbound lead generation efforts, enabling us to meet our customer acquisition and revenue growth targets. You will be responsible for building and managing an organization of sales development representatives that are responsible for cold outbound outreach to prospective customers. This role will report to the VP & Head of sales, partnering closely with the Sales Enablement leader who has been managing this team.

Our headquarters are in Wisconsin, but we are open to remote candidates within the U.S.

• Achieve growth and hit lead generation targets by successfully leading, managing, and coaching the sales development team
• Manage lead generation strategy, process, documentation, and outcomes
• Partner with Sales leadership to own recruiting, objectives setting, coaching and performance monitoring of sales development team members
• Monitor and analyze performance metrics and implement improvements
• Liaise with Marketing to coordinate on outbound campaigns and lead generation strategies
• Build a pipeline of future account executives by coaching sales development representatives to become high performers
• Identify emerging markets and market shifts while being fully aware of new products and competition status
• Be an industry expert and incorporate knowledge of customer pain points into sales materials and training
• Develop training and materials to elevate and scale the performance of sales development representatives
• Understand ECP's business metrics and incorporate those targets into individual and team goals
• Adopt technology and tools to enhance, supplement, and create efficiencies within the SDR motion

Requirements

• Bachelor's degree
• Successful previous experience as a sales development representative and sales development leader, consistently meeting or exceeding targets
• Successful previous experience building and scaling a sales development organization
• Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization
• Strong business sense and willingness to become an industry expert
• Excellent mentoring, coaching and people management skills
• Knowledge of CRM software and Microsoft Office Suite, HubSpot experience preferred
• Analytical skills to interpret sales data to make suggestions on how to improve the lead generation process
• Experience working with different teams and departments to streamline onboarding and reporting
• Ability to travel as needed for conferences, events, and team purposes