Sales Development Manager

At Hobsons, education is more than just our business; it's our passion. Since 1974, we have been helping educators, administrators, students, and families maximize success through every stage of the learning lifecycle. Hobsons' personalized learning, academic planning, post-secondary enrollment, and student support solutions serve millions of students across more than 12,000 schools, colleges, and universities around the globe.
Manager, Sales Development
Job Summary
We are seeking a Manager of Sales Development to create, hire, coach and manage a high performing inside sales team to increase qualified pipeline in K-12 and Higher Education accounts. Reporting to the VP's of Sales, this is a vital role for our new inside sales function. This individual will be responsible for building a team of five sales development representatives from the ground up. They will work closely with the business unit VP's to deliver high impact, outbound campaigns that drive opportunities in target accounts for our sales executives. Resources to call on include inbound leads, existing contacts database, conference attendees and purchased lists where needed. Team members will perform research and prospecting activities to set qualified face-to-face, phone or web appointments with their field sales counterparts.
This position will be located in: Arlington, VA (Clarendon metro)
Essential Functions/Responsibilities
Exceed quota and related KPI's for a number of qualified meetings per month in target accounts (4000+ targets identified with multiple buyers at each target)
Follow-up on inbound leads
Proactively handle a high volume of outbound calls and efforts in a metrics-driven environment in target accounts in territory
Utilize to track activity and update lead and opportunity information -
Provide feedback and recommendations on marketing efforts from real world interactions with prospects and customers
Manage 3rd party telemarketing firms (when applicable), SDR team and work with Field Reps to develop and conduct proactive outbound calling strategies to penetrate target accounts.
Research accounts, identify key decision makers, generate interest, and successfully manage and overcome prospects objections in order to secure qualified meetings
Ensure SDRs develop and maintain effective territory plans to maximize and leverage phone time, including pre-call planning, adhering to territory hours and metrics, and customizing scripts to market segments and prospect type
Manage a lead prospecting pipeline and maintain accurate information about suspects, prospects, and their companies
Keep up with industry trends and best practices, including utilization of new technology and web resources
Work to recruit and on board new top talent and improve ramp up time for full productivity
Help to create a team environment with creative incentives and rewards for achievement for individuals and team
Minimum Qualifications
2+ years experience as an SDR/BDR (business development rep) or inside sales
3+ years of SDR management experience or working at an outsourced telesales group
Experience calling on Education markets, including K12 and Higher Ed
Experience with multi-stakeholder sales
Must work in Hobsons Arlington office
Data Driven ? uses facts and math to manage the team to success
Self-motivated with ability to work effectively in a highly automated and distributed sales environment
Proven ability to execute outbound prospecting strategies including:
Hobsons recognizes the importance of taking care of our most valuable assets ? our employees. That's why we not only offer a comprehensive total rewards package but also continuously evaluate our offerings to meet the evolving needs of our workforce.
Benefits Include (but may vary depending on global location):
Affordable and Competitive Medical, Dental and Vision Insurance Plans
401(k) Plan with Match
Substantial Paid Time-Off
Education/Tuition Reimbursement
Life, AD&D, Short-term and Long-term Disability Insurance
Flexible Spending Accounts (FSA)
Voluntary Employee Programs: Legal Services, ID Theft & Credit Monitoring
Work-Life Balance & Culture
Company Closes December 24th through January 1st as a Paid Holiday
Generous Holiday Schedule with Floating Holidays
Premium Days for Volunteering, Personal Wellness, and/or School Conferences/Visits
Employee Referral Bonus Program
Casual Dress Environment
Flexible Work Arrangement Opportunities
Global Fitness Program Membership Discounts
H'Oscars Annual Awards Event
Employee Funded International Charity Programs
Adopt A Class - Local Community Involvement
Work Perks Discount Program
To view our comprehensive list of total rewards benefits, please visit To learn more about Hobsons, and our products: Naviance, Radius, Naviance Active Match, Starfish and PAR Framework, visit our corporate web site at and follow us on LinkedIn, Facebook and Twitter.
Ability to document identity and employment eligibility within three (3) days of original appointment as a condition of employment in compliance with Immigration Reform and Control Act requirements.
Note: U.S. Citizens and those authorized to work in the U.S. are encouraged to apply. We are unable to sponsor at this time.
Hobsons is an Equal Employment Opportunity (EEO) employer and welcomes all qualified applicants. Applicants will receive fair and impartial consideration without regard to race, sex, sexual orientation, gender identity, color, religion, national origin, age, disability, veteran status, or other legally protected status.

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