Manager, B2B Lead Development Team

The Manager, B2B Lead Development Team is responsible for overseeing the lead development initiatives of M86 Security. M86 Security's B2B Lead Development team members are known as Business Development Representatives (BDR). BDRs make outbound calls to gather information and identify business opportunities for M86 Security.

Success of the BDR team is measured by the amount of high-revenue business that is generated. The Manager, B2B Lead Development measures outbound call activity, lead conversions and revenue produced. In addition, he/she is responsible for the distribution of inbound leads via CRM and conducts BDR team trainings.

Responsibilities:

• Lead BDR team to high opportunity lead conversion rates on high yield accounts
• Identify lead conversion and revenue requirements and communicate expected outcomes
• Monitor individual and team performance to ensure revenue goals are being met
• Manage lead generation staffing
• Train BDRs on best practices for information gathering and solution selling
• Coordinate technical training for BDR team
• Measure effectiveness of BDR team members; includes outbound call activity rates, quality of calls, number of lead conversions and revenue generated by each BDR
• Provide formal and informal performance feedback on an ongoing basis.
• Report on success levels to management
• Make decisions related to CRM application effectiveness

Desired Qualifications:

• Bachelor degree in Business Administration preferred
• 3+ years experience managing a high-performance B2B inside sales team
• Demonstrated aptitude for change management; apply new ways to develop the business through improved management of people and processes
• Ability to make decisions that increase team effectiveness
• Ability to think strategically and identify critical success factors for assigned area of responsibility
• Excellent oral and written communication skills; ability to communicate in a clear and concise manner
• Strong organizational skills and ability to manage competing priorities
• Expert knowledge of salesforce.com
• Proven leadership skills

The Manager, B2B Lead Development is based at the M86 Security corporate headquarters in Orange County, CA.

Submit resume to careersUS@m86security.com