Sales Development Representatives

hace 3 meses

Barcelona, España Qualifyze GmbH A tiempo completo

**About Qualifyze**

Founded in September 2017, Qualifyze is the fastest-growing GxP supplier audit provider in Europe. It counts with the first online platform that connects pharma companies, suppliers, and auditors and works with industry leaders worldwide. Its goal is to become the biggest audit marketplace in the world while making audit processes more transparent and sustainable. The company is made up of an experienced, dynamic and highly optimistic multicultural team that strives towards greatness together.

**Main responsibilities**

As the Team Lead of Sales Development Representatives (SDRs) at Qualifyze, you will play a crucial role in driving the sales team's success. You will be responsible for ensuring that each SDR on your team is equipped with the necessary tools and skills, and is empowered to exceed performance expectations in their respective markets. Your leadership will guide them through prospecting, and setting the foundation for successful customer relationships. Additionally, you will oversee the entire onboarding process for new SDRs, ensuring they are fully prepared to contribute to the team’s success.

Furthermore, you have your own target.
- You own the complete onboarding process of every single person who joins your team including SDR training, platform and CRM training, Sales Navigator, Aircall, industry overviews, etc.
- The success of a new joiner depends on the quality of the onboarding process and how well the shadowing sessions have been coordinated. This is why a smooth onboarding is crucial and should be one of the top priorities
- Act as the go-to person for the team when they encounter challenges, need assistance in creating opportunities, or face objections.
- Run regular pipeline meetings to review activities, booked meetings, and monthly quotas to support the team in hitting their targets.
- Assist in the strategic planning of outreach, and cadences and work closely with the marketing team to ensure the conversion from MQLs to SQLs SDRs.
- Ensure that all potential opportunities are accurately logged in HubSpot to facilitate forecasting and performance tracking
- Collaborate with the Head of Sales to set up performance improvement plans for underperforming SDRs.
- Conduct performance and salary review meetings, after discussing the details with the Head of Sales.
- Oversee the complete Sales Qualification Lead cycle, with a focus on driving the team to meet annual targets.
- Detect lacks when it comes to pipeline building to be able to support team members when they are not achieving their quota

**KPIs**
- The SDR Team lead/manager has a target of 10 SQLs per SDR in the team per month with the commission being paid out quarterly.
- Accurate team forecasting is required: The SDR Team lead/manager is responsible for the team’s pipeline and opportunity forecast and should always submit a summed-up forecast at the end of each month for the following month
- Make sure that the team always inserts all their ongoing opportunities and have their SQL’s and correspondent information updated into HubSpot

**Criteria for SQL**

Once the meeting is booked, the SDR must update the Company owner field to the correspondent AE

For a lead to become an SQL it needs to fulfill the following:

- The customer joins the call/arrives at the on-site meeting
- The person joining is from the quality or purchasing/procurement department
- Imminent need for audits within the next 6 months

**SQL Confirmation**
- The correspondent AE will be the one considering if the prospect should be considered an SQL or not by following the mentioned criteria. If the meeting is considered an SQL, the AE will update the SQL field in Hubspot.

**Job requirements**:

- Minimum 3 years of experience as an SDR Manager/Team Lead overseeing an outbound SDR team, preferably within a hyper-growth SaaS startup environment
- Proficiency in English is mandatory; fluency in multiple languages is nice to have.
- Experience in managing a team and supporting them with opportunity creation in previous roles, with the ability to effectively support and guide your team in navigating through it.
- Experience collaborating with cross-functional teams, as well as familiarity with working alongside Account Executives and Sales Managers.
- Experience in the pharmaceutical/healthcare startup sector is a plus
- Demonstrated success in leadership, including a proven track record of effectively leading teams and consistently surpassing targets

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