What are the responsibilities and job description for the Manager, Sales Development Representative position at Onit?
About Onit
Onit is a global leader in enterprise workflow solutions for legal, compliance, sales, IT, HR, and finance departments. With Onit, companies can transform best practices into smarter workflows, better processes, and operational efficiencies. Onit focuses on enterprise legal management, matter management, spend management, contract lifecycle management, and legal holds, transforming how global Fortune 500 companies and corporate legal departments bridge the gap between systems of record and systems of engagement.
Position Summary
As a Manager, Sales Development, you'll continuously develop and train a highly driven and enthusiastic team. The Sales Development team is the first interaction with prospective Onit customers and is key to the success of Onit’s growth. You'll be responsible for a team of SDRs across North America and Europe.
Key Responsibilities
Qualifications and Skills
Onit is a global leader in enterprise workflow solutions for legal, compliance, sales, IT, HR, and finance departments. With Onit, companies can transform best practices into smarter workflows, better processes, and operational efficiencies. Onit focuses on enterprise legal management, matter management, spend management, contract lifecycle management, and legal holds, transforming how global Fortune 500 companies and corporate legal departments bridge the gap between systems of record and systems of engagement.
Position Summary
As a Manager, Sales Development, you'll continuously develop and train a highly driven and enthusiastic team. The Sales Development team is the first interaction with prospective Onit customers and is key to the success of Onit’s growth. You'll be responsible for a team of SDRs across North America and Europe.
Key Responsibilities
- Team Leadership and Management:
- Recruit, train, and coach a team of global SDRs to ensure they achieve and exceed individual and team targets
- Conduct regular 1:1s and coaching sessions to enhance the skills and effectiveness of the SDR team
- Foster a positive and competitive team environment, motivating team members through recognition, creative incentives, and team building.
- Pipeline Development
- Develop and implement strategies to improve lead generation, prospecting, and appointment setting.
- Monitor and optimize SDR outreach activities to ensure a high conversion rate of leads to qualified opportunities.
- Collaborate with Sales and Marketing leadership teams to align on strategy, providing feedback on MQL performance, pipeline production, trends, etc.
- Performance Tracking and reporting
- Set key performance indicators (KPIs) for the SDR team and track performance against these metrics.
- Prepare and present regular reports on SDR activities and pipeline dev, providing regular feedback to the sales leadership and providing corrective action as needed.
- Process Improvement:
- Identify and make recommendations for improvement in process, efficiency, and productivity.
Qualifications and Skills
- 3 years of experience in SDR and/or Sales, with at least 1-2 years in a leadership/managerial role
- Results-driven individual skilled at motivating and inspiring SDRs to high performance.
- Fluent in designing and implementing outbound sales development playbooks, cadences, and best practices.
- Analytical mindset with the ability to leverage data to drive your decision-making process, identify areas for improvement, and track progress.
- Proficient with CRM software (e.g., Salesforce) and sales engagement tools (e.g., Outreach, Salesloft, etc.
- Ability to thrive in a fast-paced and dynamic environment
