Sales Development Manager

ECP is a market-leading SaaS solution enabling senior living communities to better care for their residents. Used in over 8,000 communities worldwide, ECP is one of the largest and fastest-growing software companies in the industry. The mission is to build world-class software that improves the quality of life for seniors and enhances clinical, business, compliance, and operational performance for customers.

We are seeking a high-performing Sales Development Manager to lead outbound lead generation efforts, driving customer acquisition and revenue growth. This role will oversee a team of sales development representatives responsible for cold outbound outreach to prospective customers. The position reports to the VP & Head of Sales and partners closely with the Sales Enablement leader.

Key responsibilities include:

• Achieve growth and hit lead generation targets by leading, managing, and coaching the sales development team
• Manage lead generation strategy, process, documentation, and outcomes
• Partner with Sales leadership to oversee recruiting, objective setting, coaching, and performance monitoring of sales development team members
• Monitor and analyze performance metrics, implementing improvements as needed
• Collaborate with Marketing to coordinate outbound campaigns and lead generation strategies
• Build a pipeline of future account executives by coaching sales development representatives to become high performers
• Identify emerging markets and market shifts while staying informed about new products and competition
• Act as an industry expert, incorporating knowledge of customer pain points into sales materials and training
• Develop training and materials to elevate and scale the performance of sales development representatives
• Understand ECP’s business metrics and align individual and team goals with these targets
• Adopt technology and tools to enhance, supplement, and create efficiencies within the SDR motion

Requirements

• Bachelor’s degree
• Successful previous experience as a sales development representative and sales development leader, consistently meeting or exceeding targets
• Successful previous experience building and scaling a sales development organization
• Demonstrated ability to communicate, present, and influence credibly and effectively at all levels
• Strong business sense and willingness to become an industry expert
• Excellent mentoring, coaching, and people management skills
• Knowledge of CRM software and Microsoft Office Suite, with HubSpot experience preferred
• Analytical skills to interpret sales data and suggest improvements to the lead generation process
• Experience working with different teams and departments to streamline onboarding and reporting
• Ability to travel as needed for conferences, events, and team purposes