Sales Development Manager
Almabase, India

Our mission is to make education affordable by helping institutions increase alumni giving. The idea started from our founders’ own struggle with lack of scholarships when they were students. Watch this TEDx talk from Kalyan to learn more.

We are a bootstrapped company that has grown to be a leader in the alumni software space in the US. We’re slated for even faster growth on the path to become market leaders through a unique strategic partnership with Blackbaud (read more here amp; here)

Our customers are universities and high schools and in most cases we’re working with staff in the alumni relations and fundraising office at these institutions. The value prop for them at a high level is simple - Engage more alumni and raise more money from them. 90%+ of our customers are from the US currently but we’re starting sales in UK and Canada this year so we’ll start to see some more customer regions this year. Our team is based in India and USA. The India team is based in Bangalore and the US team is fully remote.

The Opportunity:

Almabase is looking to hire a Sales Development Manager to join their growing sales team. As an integral instrument of the Outreach Team, the SDM will have to lead a team of SDRs that are tasked with uncovering intent and opportunities from the K12 Segment in the US.

What’s worked for us in this segment is relevant and personalized multi-channel campaigns executed with diligence and timely follow-ups. The SDM should have the necessary experience and skills to enable and empower SDRs to hit their goals of initiating quality conversations and building value-driven relationships with relevant stakeholders within target accounts.

Compensation

As per the industry standards plus commissions.

During appraisal we have a practice of granting ESOPs based on performance with no-cliff period.

Working Hours

You are expected to work during US hours - 4 PM to 2:30 AM IST (approx.) focusing on US Markets. It's hybrid role based out of Bangalore.

KPIs - Number of conversations created (MQLs and SQLs) and Pipeline created - for the team and yourself

Hats you’ll need to wear:

• Coach: The SDM has two primary responsibilities when it comes to coaching the team:
  1. Training new SDRs and getting them ramped up.
  2. Help SDRs continuously improve their skills. This happens in a number of ways:
     1. Regular feedback based on the daily call/email review and during weekly catchups
     2. Enlist the help of other teams i.e. AEs/Marketing/Product to provide relevant insight and support
     3. Share tactical info and learnings from LinkedIn, webinars, podcasts etc.
• Foreman: The idea here is to make sure that SDRs have clear directives (in terms of campaigns they need to run) and are carrying those out.
• CRM Overseer: The SDM should ensure HubSpot is updated regularly. Drawing insights, identifying trends and figuring out commissions depends on the accuracy of the reports.
• SDR: A limited amount of outreach is needed to keep your sales skills fresh, understand the situation on the ground and provide relevant feedback to your team.

You will be supported by:

• A dedicated research team creates a database of potential customers, so a majority of your time will be focused on building and executing campaigns for outreach and engagement, not on researching and finding contacts to reach out to.
• A marketing team that is constantly creating case studies, educational content, and newsletters to support your team’s outreach.

What will a typical day look like?

• A daily stand-up to set/reiterate priorities, understand how the team is performing with respect to their goals, review meetings booked the previous day and meetings coming up.
• A 1:1 with an SDR to review goal achievement, conversations that can move down the funnel, constructive feedback, and actionable insights. The catchups are to ensure the reps are enabled at all levels to be able to meet their KPIs as well as overall wellbeing.
• Some amount of outreach - enrollments, making calls, and sending emails so that you understand the ground reality and are able to be relevant.
• Work on miscellaneous tasks related to campaign building, list identification, systems thinking

Roadmap for Year 1 at Almabase:

0-2 Months:

• Onboarding Get familiar with Company Culture, Processes, and People
• Training Learn about the Problems we solve, the Product, People we sell to, and the Processes that enable outreach.
• Ramp-Up You’ll be handed accounts for o

Job Rewards and Benefits