Manager, Sales Development (APJ)

Description:

Sumo Logic is seeking an experienced Leader for our SDRs covering the APJ region. In this critical role, you will manage the day-to-day operations of the SDR team by building a culture of empowerment and self-motivation that holds individual SDRs accountable for attaining their quarterly quotas.

In this role, being passionate about the growth of your team and their continued success is a must. You will also collaborate closely with sales leadership and marketing to drive alignment and build qualified pipeline.

About Us

Sumo Logic, Inc. empowers the people who power modern, digital business. Sumo Logic enables customers to deliver reliable and secure cloud-native applications through its Sumo Logic SaaS Analytics Log Platform, which helps practitioners and developers ensure application reliability, secure and protect against modern security threats, and gain insights into their cloud infrastructures. Customers worldwide rely on Sumo Logic to get powerful real-time analytics and insights across observability and security solutions for their cloud-native applications. For more information, visit www.sumologic.com.

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Responsibilities:

Team Leadership & Development

• Manage a high-performing team of remote SDRs across the APJ region
• Foster a positive, motivating team culture focused on continuous improvement
• Conduct regular 1:1 meetings, performance reviews, and feedback sessions
• Assist with both initial and ongoing SDR enablement
• Review and provide feedback on SDR calls and meeting qualification notes every week 

Sales Strategy & Execution

• Align the SDR team’s activities with broader marketing and sales priorities
• Develop and implement effective outbound prospecting strategies
• Analyze team performance metrics and optimize processes for maximum efficiency
• Collaborate with marketing to ensure seamless lead generation and nurturing
• Ensure the output of the SDR team is in line with expectations, closely monitoring both quantity and quality

Cross-Functional Collaboration

• Partner closely with sales leadership to ensure a smooth lead handoff process
• Work with marketing teams to align messaging, campaigns, and content strategies
• Identify and communicate recommendations for improvement in the areas of efficiency and productivity
• Build and provide weekly and quarterly SDR performance reports to multiple stakeholders

Qualifications:

• 2+ years experience leading SDR/BDR teams with direct responsibility for recruitment, retention, and performance management
• Experience communicating and presenting at an executive level
• Passion for coaching and developing early-career sales talent
• Deep understanding of leading through data analysis and metrics.
• A desire for operational rigor and excellence that fosters growth and evolves processes to accelerate success
• A knack for quickly deconstructing challenges and then prioritizing steps to tackle them.
• Comfort with SDR prospecting tech stack and metrics: Including Salesforce.com lead management, opportunity management, reporting, dashboards, marketing & outreach automation systems