Manager of Business Development Representatives (BDRs)
Altus Assessments, Canada
Job Description
Our purpose:
We are here to create a world served by exceptional professionals. Our products (Casper, Snapshot, and Duet) help higher education institutions to look beyond book smarts, seeing a clearer, more holistic view of applicants. It’s used by 360+ academic partners in Canada, US, Australia (and growing!) with 150,000+ applicants taking the test each year, and covers 90% of all US medical school applicants. We also host the Admissions Summit, an annual 2-day conference, and power the Alo Grant, an annual $100,000 research fund.
Your role:
As the Manager of BDRs, you are responsible for our overall pipeline building strategy through outbound prospecting and execution. First and foremost, you are an inspiring coach and leader who can elevate the team’s performance to the next level by applying your personal experience as a successful seller and instilling into the team the consultative selling techniques through coaching and persistence. You will work closely with Marketing and Sales leadership to devise the best tactics to increase demand generation and set weekly and monthly KPIs. This is a key leadership role within Sales where you have influence over business decisions for the most important aspect of Altus’ inbound and outbound prospecting pipeline build.
This is a full-time role reporting to the Director of Sales, ideally located in Ontario but open to other parts of Canada. We are a remote-first company but will return to a limited office presence in Toronto post-Covid to accommodate employees that want/need an office.
In 6-months:
- Through regular coaching and skills development, elevate the team’s ability and fluency in articulating our value proposition and ‘why change’ to our prospects
- Ensure that KPIs are being hit on a weekly and monthly basis by conducting regular assessment of progress by individual team members
- Manage the execution of the overall strategy for generating inbound and outbound prospecting pipeline for our various markets
- Align with marketing and sales leaders to strategically and predictably fill pipeline with qualified prospects
- Create career development plans for individual BDRs to ensure that goals and expectations are aligned with career development
- Foster and sustain a fun, high energy team-spirited work environment where people love their work and celebrate one-another’s success
In 12-months:
- Under your guidance, 80% of the BDR team is achieving their quota
- You have built a deep BDR talent pool to sustain our high annual growth rate for the next 3+ years
- You are instrumental in promoting high performers on the team to progress their careers in other senior sales roles
- You have upgraded our current sales methodology to the Challenger model so that every BDR is seen as a trusted advisor who, with confidence, is able to offer our prospects unique insights into their business
- You work strategically with Marketing to create prospecting and ABM campaigns that are tailored to our target growth markets
- You’re on track to have doubled the size of the BDR team
Requirements
What will help you to be successful in your role:
- 3+ years of Sales Management experience in a high growth company managing pipelines, forecasting and sales KPIs
- A minimum of 2 years’ experience in a SDR or BDR role responsible for outbound prospecting, cold calling and creating pipeline
- Proven coaching skills with a passion for nurturing and developing individuals to realise their full potential
- Strategic thinking with excellent analytical skills
- An engaging and active listener who uses their interpersonal influence to build consensus and communicate effectively across all management levels
- Self motivated, adaptable to change and thrives in a fast-paced environment
- Ownership and relentless drive to achieve results, and takes initiative with minimal direction
- Familiarity with Challenger Sale methodology is an asset
- Hands on experience with CRM software (preferably Salesforce) and MS Excel
What we expect from a Mission, Values, amp; Culture perspective:
- Able to live our core values of Caring, Curious, and Driven to help us attain our goal of creating a world full of exceptional professionals
- We need someone who is a self-starter, highly curious about how the business works, and able to help us focus where it counts
- Has loosely held, strong opinions - knows why they want what they want, but is also abundantly humble, can be wrong, and wants to seek out the best solution, no matter the source
- Interested in being part of an amazing, caring team, and wants to build a sustainable, high growth busi