Director, Sales Development

Emma Inc., Nashville, TN

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The Director of Sales Development will play an essential role in driving sales pipeline. This person will manage a global team of Sales Development Representatives who are responsible for developing and qualifying sales pipeline. The Director will work cross functionally with the Marketing Operations and Sales Operations Teams to develop and refine the systems, processes and marketing content to continue to consistently fill the marketing and sales funnels.  This person will work with the team of Sales Development Representatives to manage processes to ensure that leads are routed properly and engaged with a high quality of touch to optimize conversion. You will play a key role as you lead this highly visible and motivated team that achieves individual, team and organizational quotas. You’ll be a valuable contributor to our overall sales strategy, and help to paint a clear vision on generating a high volume of well-qualified prospects.


  • Recruit, hire, develop, retain and mentor inside sales and sales development top talent
  • Report on sales activity and forecast to senior sales management and maintain a consistent command of the numbers that drive the business
  • Operate as a hands-in-the-dirt manager - listen to calls, iterate cadences, tweak talk-tracks, etc.
  • Cultivate and maintain a culture of constant improvement and routine enablement
  • Set and communicate clear objectives for the team and individual team members - and hold the team to them
  • Motivate individuals and team to exceed objectives through coaching, regular broadcast of results and creative incentives
  • Identify and make recommendations for improvement in the areas of process, efficiency, and productivity
  • Lead the team in pursuing existing and innovative revenue opportunities including:
  • - Contact, identify and qualify key decision makers within target organizations
    - Respond promptly to inbound leads and qualify accurately
    - Properly position our products and solutions across all vertical markets

Required Skills:

  • 5+ years of experience managing a Sales Development team in SaaS or Enterprise Applications, preferably Marketing SaaS.
  • Experience in building and managing SDR operations for a high volume transaction business
  • A history of consistently performing above team quota with the ability to forecast accurately on a monthly, quarterly, annual basis
  • Outstanding ability to analyze data, and identify operational root cause issues and develop scalable solutions across departments
  • Proven experience of successfully managing people to achieve performance goals and coaching them to improve.

About Emma Inc.

Emma's powerful digital marketing platform makes it easy for teams of all sizes to create beautifully designed email campaigns that drive results. Identify who to target, automate your marketing programs and integrate with the technologies you use most to deliver more timely, personalized and effective communications. With award-winning thought leadership, friendly expert services and thoughtful product design, Emma helps marketers worldwide do their very best work.

Emma Inc.

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