Manager, Sales Development EMEA

2 months ago

London, UK, United Kingdom PROS Full time

PROS, Holdings, Inc. (NYSE: PRO) provides AI-powered solutions that optimize selling in the digital economy. PROS solutions make it possible for companies to price, configure and sell their products and services in an omnichannel environment with speed, precision and consistency. Our customers, who are leaders in their markets, benefit from decades of data science expertise infused into our industry solutions.


A Day in the Life of the Manager, Sales Development EMEA - About the role:


The EMEA Manager, Sales Development is reporting to the Director, Global Sales Development; is a pivotal role within the PROS organization, supporting and setting up our EMEA Sales Teams for success through the discovery, development and nurturing of new pipeline in the SaaS space, ensuring that the wider business delivers on an ambitious growth strategy.


You will lead a team of highly focused Sales Development Representatives (SDRs) dedicated solely on driving pipeline development and meeting sales pipeline targets in targeted countries and industries in the EMEA region, whilst establishing close working relationships with stakeholders across the PROS organization.


You will be constantly developing and guiding your team to meet sales pipeline generation goals and helping team members improve the skills they’ll need in both their day-to-day work and in the process of growing their careers. You’ll need the spirit, positivity, and personality to enjoy the challenge of a key operational role in driving the growth of our business, with regular reporting and updates on your teams performance to a broader Senior Leadership team.


Hands-on team management, combined with strong motivational skills, stakeholder management and resourcefulness are also important if you’re to drive a team to overachieve their targets.


Responsibilities

  • Lead and inspire a high-performing SDR team to achieve and exceed sales targets.
  • Set clear performance expectations, provide coaching and mentorship to team members, and conduct regular performance reviews.
  • Effectively and efficiently, lead, coach, and guide the EMEA SDR team to qualify Inbound leads in conjunction with opportunity scoring criteria.
  • Coach and guide SDR team to identify and target outbound prospects in line with the EMEA GTM strategy.
  • Creation, writing and enhancement of Outreach cadences and calling scripts.
  • Develop and implement innovative reporting and data-driven strategies to drive sales growth.
  • Use team performance data to identify knowledge or skill gaps across the SDR team and
  • Implement effective training programs to enhance the team's skills and capabilities. through regular coaching and mentoring, including calling techniques and objection handling.
  • Develop and regularly report KPI’s to all internal stakeholders.
  • Work with sales leadership to align SDR resources to meet objectives and continue to grow the team by hiring and developing great talent.
  • Collaboration with Sales and Marketing Teams to ensure pipeline growth.
  • Collaboration with Marketing Operation to ensure a relevant CRM database is maintained.


Required Experience

  • You are goal oriented and highly self-motivated for success, with a proven track record of achieving individual and team set goals.
  • Proven track record of delivering B2B SaaS technology sales pipelines.
  • In depth experience with Salesforce and prospecting tools like SalesLoft, Outreach, DemandBase, LinkedIn Sales Navigator and ability to produce insightful reports.
  • Proven background in creating and maintaining lead generation processes, methodologies, coaching and enablement.
  • Implement effective training programs to enhance the team's skills and capabilities.
  • Experience of working with channel partners as well as a direct sales team
  • Ability to successfully partner with marketing teams to build ABM programs including messaging, content, events etc.
  • Ability to manage strong relationships and create a partnership with sales leadership.
  • Ability to help define target markets and accounts by collaborating with other stakeholders based on propensity data.
  • Ability to mentor, retain, and motivate exceptional SDR teams.
  • Language Skills: Fluent in English, French and/or German is a strong plus.


Skills & Personal Characteristics

  • Open - True team player who works well across the business and supports colleagues; communicates with customers and team members in a clear and open way; doesn’t use jargon; uses words to clearly explain ideas.
  • Driven - strives for great and not ‘good enough’ in everything and creates an environment in which the SDR team does the same.
  • Curious - have an insatiable urge to learn and improve; always questioning the status quo, is there a better way? What can we learn from others? Instill curiosity in the team. The best salespeople are always asking questions to understand customers and their businesses better.
  • Smart - data-driven, decision maker; efficient with time and effort; can identify what needs to be done and isn’t a busy fool. Knows how to delegate and align a team to reach a common goal.
  • Responsible - for delivering ambitious goals and for building an inclusive and sustainable high-performance culture; believes in personal accountability and will build a team that does too.


Why PROS?


PROS culture and the truly extraordinary people who work here are at the very core of our success. We have a passion for what we do, and we won’t stop until we’ve delivered on our promises. We’re committed to the success of our customers. That’s why we think harder and dream bigger – so our customers can go even further than they ever imagined possible.


This is a unique opportunity to join a company that has 30+ years of proven success with a long runway of more success.


Our people make PROS stand out from the rest. If you want to be a part of something truly extraordinary, come help us shape the future of how companies compete and win in their markets.

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