Sales Development Team Lead (EMEA)

Sales Tel Aviv, Israel


Description

About Semperis 
Semperis is the pioneer of identity-driven cyber resilience for cross-cloud and hybrid environments. We provide cyber preparedness, incident response, and disaster recovery solutions for enterprise directory services – the keys to the kingdom. Our patented technology for Microsoft Active Directory (AD) protects over 40 million identities from cyberattacks, data breaches, and operational errors. We are headquartered in New York City and operate internationally, with our research and development team distributed between San Francisco and Tel Aviv. 

Semperis has received the highest level of industry accolades—most recently being named Best Business Continuity / Disaster Recovery Solution by SC Magazine’s 2020 Trust Awards. We are a Microsoft Partner, and our solutions are recognized by Gartner. 


Role Summary
 

Semperis is seeking a talented and entrepreneurial individual to help build our Sales Development function in EMEA from the ground up and guide it to success in addition to remaining hands-on in the role. Sales Development is a function within the Marketing organization, playing a critical role in driving sales by generating leads and qualified pipeline from both inbound and outbound sources, profiling clients and providing valuable feedback on the effectiveness of our sales and marketing campaigns. The SDR (Team Lead) will be the senior member of the Sales Development team, who will be responsible for enabling other SDRs in the team to be successful in their roles by leading by example, in addition to crushing his/her personal lead generation targets. 

The SDR (Team Lead) will work closely with the Sales team (AEs), collaborate heavily with the Vice President of Marketing, and partner with various functional groups to establish best practices, playbooks and KPIs to increase efficiencies and improve lead generation processes and systems; all while helping to guide a strong, cohesive, and collaborative team. This role is expected to contribute significantly to our pipeline generation efforts.

This role does not come with a defined playbook for success. The successful candidate must be a self-starter and comfortable wearing multiple hats in a highly dynamic environment. This is an excellent opportunity for a motivated individual to get in on the ground floor of a fast-growing and ambitious start-up.
 

 

Leadership Responsibilities  

  • Provide on-boarding and on-the-job coaching to new and existing Sales Development Representatives (SDRs) responsible for inbound and outbound lead generation engagements. 
  • Develop and maintain a sales development playbook with processes and best practices such as sales sequence, sales pitches, call scripts, email templates and qualification tactics to ensure SDR efficiency and consistent conveyance of our current messaging 
  • Establish KPI metrics to measure the effectiveness of SDRs’ lead generation and qualification efforts and help SDRs improve by understanding their performance on a regular basis 
  • Motivate and provide assistance to the SDR team to achieve collective and individual goals 
  • Partner with the Sales & Marketing management to continually experiment and optimize elements such as messaging, marketing segments, prospect lists via insights gathered from lead generation efforts. 
  • Partner with the Vice President of Marketing and HR in SDR recruitment activities 

Sales Development Responsibilities 

  • Develop and cold call targeted list of prospects as well as qualify inbound leads according to the established lead qualification framework 
  • Conduct lead generation activities following best practices and processes provided in the sales development playbook, and provide feedback for process improvement based on insights gathered from the field 
  • Interact with prospects via cold calls, emails and platforms such as LinkedIn to develop interest in Semperis’s offerings 
  • Effectively communicate Semperis’s value proposition and both functional and technical attributes of Semperis’s offerings to Technical PractitionersCorporate Directors, and C-Level Executives. 
  • Map key stakeholders, understand prospects’ pain points, gather technical requirements, correlate business value to prospect needs and determine the likelihood of the prospect being a good fit for Semperis’s offerings 
  • Partner with assigned Account Executives to develop go-to-market strategy in your territory 
  • Consistently achieve assigned lead generation quotas and performance goals 
  • Continually seek knowledge on industry best practices, Semperis’s product offerings, competitive landscape, client use cases and compelling events to help perform your duties 
  • Update and maintain prospect information and sales activities on systems such as Pardot, SalesLoft, and Salesforce.com 
  • Provide Account Executives with detailed notes on prospect interaction and deal insights to ensure the opportunity is understood, and next steps are clearly defined during Sales Qualified Lead handover 

Requirements 

  • 3+ years of B2B technology Sales, Sales Development or Inside Sales experience 
  • Self-starter with proven success in outbound (cold calling experience is required) and inbound lead generation in competitive and results-driven environments 
  • Excellent interpersonal skills and ability to lead and influence others by example 
  • Excellent working knowledge of inbound & outbound technologies and tools 
  • Demonstrated ability to articulate value propositions of the product to senior and director level executives 
  • Excellent verbal and written communication skills 
  • Experience in growing and scaling a successful sales development team in a fast growth environment is preferred 
  • Proficient with sales technology tools including CRM (Salesforce.com experience is strongly preferred), sales engagement platforms and Microsoft Office 
  • Ability to collaborate effectively with all levels of the organization including sales, marketing, product, and engineering 
  • Cybersecurity start-up experience preferred 

Benefits and Perks
We offer a competitive salary, rewarding bonus 
structure, generous paid holidays, 5-day work week, a start-up working culture, an inclusive and supportive work environment and opportunities for career advancement. 

Semperis is proud to be an Equal Opportunity Employer. Semperis provides equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, pregnancy, sexual orientation, or any other characteristic protected by law.
We do not accept resumes from agencies, headhunters, or other suppliers who have not signed a formal agreement with us.