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Director, Global Sales Development ID-12056

About O’Reilly Media

O’Reilly’s mission is to change the world by sharing the knowledge of innovators. For over 40 years, we’ve inspired companies and individuals to do new things—and do things better—by providing them with the skills and understanding that’s necessary for success.

At the heart of our business is a unique network of experts and innovators who share their knowledge through us. O’Reilly Learning offers exclusive live training, interactive learning, a certification experience, books, videos, and more, making it easier for our customers to develop the expertise they need to get ahead. And our books have been heralded for decades as the definitive place to learn about the technologies that are shaping the future. Everything we do is to help professionals from a variety of fields learn best practices and discover emerging trends that will shape the future of the tech industry.

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Our customers are hungry to build the innovations that propel the world forward. And we help you do just that.

Learn more: https://www.oreilly.com/about/

Diversity

At O’Reilly, we believe that true innovation depends on hearing from, and listening to, people with a variety of perspectives. We want our whole organization to recognize, include, and encourage people of all races, ethnicities, genders, ages, abilities, religions, sexual orientations, and professional roles.

Learn more: https://www.oreilly.com/diversity

About the Team

Our Sales Development team plays a crucial role in driving new business growth within the O'Reilly sales funnel. Using innovative tools and strategies, individuals are responsible for generating qualified leads by actively prospecting and reaching out to potential customers through various channels like cold calling, email, and social media. As the first point of contact, our dynamic team helps spread the knowledge of innovators, creating meaningful connections along the way.

About the Role

As the Director of Global Sales Development for O’Reilly Media, you will build and manage a team of Sales Development Representatives. You will maximize the sales team’s potential by motivating and coaching the SDRs to hit sales goals, achieve career growth, and develop professionally. This is an opportunity to significantly impact the growth of our company and be responsible for executing key components of our revenue growth strategy.

Salary Range: $100,000 - $120,000

What You’ll Do
  • Sales Development Strategy
    • Develop and execute comprehensive outbound SDR strategy to drive enterprise and media pipeline growth, expanding market reach
    • Collaborate with sales and marketing teams to align BD efforts with overall company, and ABM goals and objectives
    • Partner with Marketing and Product to leverage data and better inform SDR team strategy, including segmentation and personalized outreach to support company-wide marketing campaigns with consistent and efficient customer information exchange
    • Partner with Sales and Marketing leadership to strategize and optimize entire sales pipeline activity while working to improve lead conversion rates and build pipeline
    • Monitor and analyze pipeline performance KPIs and health including but not limited to high-intent meetings, meeting-to-opportunity conversations, lead conversion rate, territory productivity, and revenue attribution
  • Process Optimization
    • Maintain thorough lead qualification and hand-off process
    • Own sales development technology stack health and ongoing adoption (SalesLoft, Nooks, Qualified, LeadIQ, Lusha, etc.)
    • Continuously evaluate and optimize lead generation processes, tools, and technologies to improve efficiency and effectiveness
    • Implement best practices and standard operating procedures to streamline workflows and maximize productivity
  • Team Leadership
    • Oversee a global organizational structure to provide coverage of three major regions, Americas, EMEA, and APAC
    • Manage SDR performance metrics reporting
    • Introduce a holistic system of ongoing coaching and feedback for skills improvement and development
    • Work directly with sales enablement to design and implement a comprehensive onboarding program for new sales development representatives
    • Work directly with the recruiting team to identify staffing needs, create job descriptions, conduct interviews, hire, and onboard top talent
    • Foster a collaborative and inclusive team that promotes accountability, innovation, and continuous improvement that is representative of the O’Reilly culture
What You’ll Have

Required:
  • 5+ years of experience in B2B SaaS Sales
  • 3+ years of management experience in B2B SaaS Sales
  • Proven track record establishing, achieving, or exceeding measurable goals
  • Experience with lead funnel management across multiple channels (inbound, outbound, marketing generated)
  • In-depth knowledge and experience in sales methodologies, with excellent closing and negotiating skills
  • Exceptional verbal and written communication skills and an ability to effectively communicate and influence others
  • Exceptional organizational, time-management, and prioritization skills
  • Experience using CRM and automation platforms (Salesforce, SalesLoft, 6Sense, Nooks, LeadIQ, etc.)
  • Strong sense of accountability and responsibility- you’re willing to go the extra mile with a strong work ethic
  • Tech-savvy, personable with natural problem-solving abilities, and demonstrated discretion and ability to work with confidential information
  • Ability to think critically, troubleshoot, and solve complex problems in a fast-paced, data-driven, metrics-oriented environment

Preferred:
  • Experience with Challenger sales methodology

Additional Information: At this time, O'Reilly Media Inc. is not able to provide visa sponsorship or provide any immigration support (i.e. H-1B, STEM, OPT, CPT, EAD and Permanent Residency process)
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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...