Develop Sales Talent and Support Innovative SaaS Products in a Key Leadership Role with Strong Advancement Potential

If you combine a love of coaching and developing salespeople and experience in the B2B SaaS software industry with an analytical, data-driven approach to success, the role of Sales Development Manager offers you some very compelling opportunities. You will:

• Make an impact by building, developing and leading a growing team of Sales Development Representatives (SDRs) -- an inside sales team responsible for delivering qualified opportunities and growing QLess revenue.
• Enhance operations now and going forward as you build future leaders and drive improvements through strong data analytics / business intelligence.
• Take advantage of great timing. For years QLess solutions have been eliminating waiting lines around the world, making them tailor-made to facilitate social distancing. In fact, our sales have skyrocketed during the pandemic. Add to that our recent merger, strong financial stability and an exciting upcoming product release and you have all the elements of a highly successful venture. 
• Support a great SaaS product at the world's #1 customer experience platform. We've received Stevie® awards for sales and service eleven years in a row, among other honors.
• Showcase your potential and build a progressive career at a company that values innovation, integrity and work/life balance. From this role, you could step up to a Director or VP of sales and have an even wider impact.

QLess is a young, rapidly expanding company headquartered in Pasadena, CA, with clients on six continents. Our product is the world's first and only mobile queuing solution. So far, we've given back over 6,000 years of otherwise wasted time to millions of users by allowing them to hold their spot in a virtual line using their mobile phone. We are dedicated to hiring the best and brightest talent, and treating them very well. With a 99.5% average monthly employee retention rate, it's clear to see people enjoy working here.

Video: In addition to education, QLess supports industries including retail, government, healthcare and more. 

To meet the basic qualification for this role, you will have legal authorization to work permanently in the United States for any employer without requiring a visa transfer or visa sponsorship. In addition, to be a good fit for the Sales Development Manager opportunity, you will have:

• 2+ years of sales leadership experience in the enterprise B2B software space, supporting SaaS products  Quick question for you - click here
• Experience coaching, training, and mentoring new inside sales representatives
• Strong, detailed knowledge of sales processes, technology and coaching   
• Experience with SalesLoft, Salesforce.com or Hubspot CRM, LinkedIn Navigator, Outreach.io, LeadIQ software or similar sales and prospecting tools  Quick question for you - click here
• Experience with data analytics (ETL, CDW, BI)
• Bachelor’s degree from an accredited university or college preferred

Pictured: For customers in the logistics industry, QLess delivers cloud-based solutions that expedite operations, reduce costs, and save millions annually.

As Sales Development Manager, you will grow, lead and develop a team of SDRs to deliver qualified opportunities that are primarily closed by outside sales executives. Initially, the majority of the team's time will be spent focusing on two key markets, Education and Government. You'll start by building teams of four SDRs for each market and each team will work in partnership with two account executives. Over time, you'll continue to build out other teams. While we currently have some remote SDRs, you will work to build the teams in-house at our Denver-based tech center.  Quick question for you - click here

Please see the More Insights tab for additional details.

Compelling value proposition
We've helped DMVs get 5-star Yelp reviews -- those kinds of results speak for themselves. A lot of companies claim to be competitors of QLess, but they really don't offer the end-to-end package that we do. Our technology makes everything easier to:

• Eliminate long lines and significantly reduce complaints.
• Efficiently schedule and manage appointments.
• Boost staff productivity and morale.
• Improve customer service flow and increase satisfaction.

Don't just take our word for it . . .
QLess has been featured in The Wall Street Journal, Time, The New York Times, CNNMoney and other media. In addition, we've won a number of awards, including our sixth Golden Stevie for being America's Best Computer Services (also see the graphic), Company. In fact, we've won more than 15 Stevies. We also earned an Exhibitor Innovation Award for Institutional Transformation from the American Association of Community Colleges in 2016, among others.

Great environment
You'll find a high-energy, entrepreneurial culture at QLess, and we'll look to you to embrace and promote it. The culture has played a strong role in our growth by encouraging and motivating innovation and a customer focus. We also value work/life balance. For example, the vacation policy is simple: take paid time when you need it.

Excellent benefits
In addition to competitive compensation (base + commission and bonus), we also offer comprehensive benefits, including medical and dental, stock options, a 401(k) plan, an open vacation policy and more. Perks include office lunches, snacks galore and happy hours. Additionally, you'll be free to be creative in your offered incentives, such as giving team members who have hit their quota by Thursday, Friday off. 

Pictured: QLess has satisfied clients in a variety of industries, including retail, government, educations, healthcare and others. Our customers include Fortune 500 retail stores, colleges, restaurants, DMVs, government offices, urgent care clinics, hotels, auto dealerships, call centers, and animal shelters.

More About the Requirements
In addition to the qualifications described under The Requirements tab, you will need the following core competencies and characteristics:

• Ability to work effectively in a complex, innovative, high speed and changing environment and interact with multiple stakeholders
• Strong ability to represent concepts and summarize complex ideas into a program or curriculum with a sense of how SDRs think, operate and absorb training
• Strong, detailed knowledge of sales processes, technology and coaching
• Excellent interpersonal, organizational, and time-management skills with keen attention to detail
• Strong verbal and written communication and listening skills

More About the Role
In addition to the responsibilities described under The Role tab, in the following areas, your specific tasks will include:

• Leading the SDR team
  • Ongoing hiring, mentoring and development of the SDR team which includes recruiting, hiring, and training new members
  • Driving quota achievement by focusing on quality and meeting the primary strategic goal of qualifying mid-market and Enterprise clients and identifying the final decision maker
  • Developing the sales, product and industry skills of each team member
  • Providing daily, weekly and monthly reporting on KPIs, lead pipeline, the conversation of qualified opportunities and overall effectiveness
  • Identifying and recommending improvements in key areas of sales process and efficiency
  • Partnering with sales management, demand generation and other business partners to develop a successful GTM strategy
  • Refining and iterating scalable, measurable, and predictable processes for managing and growing the team
  • Regularly reporting on all KPIs and team metrics
• Sales Process and Strategy
  • Iterating and improving outbound strategy for target accounts  Quick question for you - click here
  • Keeping up with industry trends and best practices; leveraging peer network for benchmarking and delivering world-class SDR performance
  • Educating and maintaining the importance of systems data quality
  • Ensuring correct sales processes are being followed by both SDR and AE teams in all related systems
  • Using data for decision making around innovation and sales strategy
  • Ensuring all relevant leads are followed up
  • Developing, iterating, and A/B test messaging and outbound methodology to increase MQL conversion rates to gain meetings that generate qualified opportunities
  • Working closely with Marketing to build materials and content to effectively enable the SDRs
  • Providing feedback and recommendations on marketing efforts from real-world interactions with prospects and customers

About Your Success
While we've been in business for 14 years, we're still a smaller company and we maintain an entrepreneurial spirit. That means you'll need to be flexible as priorities change and the company evolves. Those who thrive at QLess are aggressive in achieving goals while also being easy to work with. The team works well together, whether tenured staff or fresh additions, and we'll look to promote our culture, ensuring it stays intact even through strong growth. In addition, to be an outstanding Sales Development Manager, you will:

• Be an expert in developing raw talent, with a keen eye to cultural values and staff retention
• Build strong working relationships with all QLess teams including Sales Operations, Field Sales, Marketing and Solution Architecture
• Always remain focused on operational metrics and outbound effectiveness
• Bring a strategic goal orientation and lead your team in clearly understanding and meeting those goals
• Actively identify and mentor future leaders 
• Be a positive and energetic team player
• Share best practices, and collaborate with other members of the sales organization to maximize productivity

This description is intended to give you a general overview of the position and is not an exhaustive listing of duties and responsibilities.