Apperio is a VC-backed, SaaS platform to intelligently monitor, measure and manage vital information, communication and activity between in-house legal teams and their Law Firms.

We are seeking a Manager to lead our growing Sales Development team within the EMEA and USA regions. This is a new role that was created based on the growth of our Sales Development organisation. We are looking to bring in a leader that will report into the Commercial Director, and work closely with Sales & Marketing leadership within the company.

In this role, you will lead a team of Sales Development Reps (SDRs) who are tasked with generating opportunities for the sales teams via inbound leads from Marketing as well as outbound prospecting. You will work in close partnership with cross-functional stakeholders in Marketing, Channel and Sales to build a predictable, repeatable pipeline generation engine for the sales team that scales with our business. You will train, coach and mentor SDRs with the goal of promoting SDRs internally based on defined career paths. The initial role will include player/coach functionality as we build the team.

Requirements

Lead a team of SDRs to meet or exceed their quotas on a monthly and quarterly basis.
Report out to executive leadership on performance, trends and insights on a regular cadence via pipeline reviews and forecast calls.
Build a predictable, repeatable pipeline generation engine for your territory in close partnership with our Sales, Marketing and Channel teams.
Develop a close partnership with Sales leadership to define outreach strategy for your territory and build targeted account lists; Ensure our Sales Development teams are delivering quality opportunities and maintain a tight feedback loop.
Design and execute upon a comprehensive onboarding and ongoing enablement program for our SDRs in your territory in partnership with Sales Enablement.
Mentor, coach and develop SDRs with the goal of retaining and promoting top talent based on defined career paths.
Utilise data to identify opportunities for improvement in process & execution within the Sales Development organisation; Design and implement solutions that drive greater operational rigour and efficiency.

We are looking for someone with

3+ years of experience in sales development or inside sales roles with a track record of overachieving versus target.
1+ years of experience managing Sales Development, Business Development or Inside Sales teams, ideally within a high growth tech company.
Demonstrated experience coaching both high performers and low performers within a sales development organisation.
Experience partnering closely with marketing, sales ops & sales leadership to define the overall GTM and demand generation strategy for a territory.
Strong problem solving abilities with experience utilising data to identify trends and opportunities for process improvement within a business.
Experience to build out reports, dashboards and forecasting methodologies and proficiency with critical software in our tech stack (ie. Salesforce).
Excellent internal and external communication skills with experience presenting to executive level leadership.
Experience in the legal sector is a bonus.

Benefits

Package is highly competitive with meaningful equity, plus:

25 days holiday plus bank holidays
Pension
Comprehensive private medical insurance with Vitality
Enhanced Maternity, Paternity, Adoption and Shared Parental Leave
Hybrid working
Regular social events, team lunches and nights out
Free snacks, drinks and breakfasts
Central office location in Chancery Lane
Only the best equipment - the latest MacBook Pro or MacBook and 27-inch 4K screens
Whatever books and learning material you need to learn and grow

Apperio

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SDR Manager