The SDR Program Manager will enhance B2B lead generation processes and training, collaborating across sales and marketing teams to optimize operations and performance.
Role Description
As a key member of the Funnel Operations team, the Funnel Operations Analyst will partner with stakeholders across Dropbox’s marketing, sales, and operations teams to build world-class top of funnel operations to power our B2B business. The ideal candidate will have a strong understanding of both marketing and sales operations. This role will closely collaborate with marketing, sales, sales operations, product, and IT teams to align lead management strategies and best practices across the organization.
Responsibilities
- Ensure that client-facing reps are briefed on all marketing initiatives that generate MQLs. This requires close collaboration with each function within Integrated Marketing, including MOPs.
- Provide quantitative updates and qualitative feedback to Integrated Marketing and Product Marketing teams to make sure all teams understand what the market is telling us about Dash.
- Work with the Funnel Operations lead and the Marketing Data Science team to build a scorecard for weekly metrics reviews across SDR and AR teams within marketing.
- Create a process for generating copy for SDRs and ARs to leverage that is narrowly specific to each campaign that generates MQLs. This should result in hyper-relevant messaging being delivered to every prospect.
- Develop a first call framework in partnership with the Dash and Core sales teams to train and grade reps’ calls to ensure consistent quality and excellent prospect/customer experience.
- Review and score at least 12 calls per week
- Communicate findings to Funnel Operations Lead
Requirements
- 5+ years of experience in B2B Sales Development, Business Development, or Sales Operations
- Salesforce CRM experience as a power user or administrator
- Experience using Outreach.io or equivalent (Salesloft, Groove, MixMax, Etc)
- Experience using Gong or equivalent call recording and coaching tools
- Strong passion for top of funnel B2B operations, consistently seeking to improve handoffs and conversion rates
- Ability to provide detailed, constructive feedback on sales skills
- Detail-oriented and highly analytical
- Excellent collaboration skills, adept at managing stakeholders and working effectively within cross-functional teams
- Able to communicate effectively and precisely across a wide spectrum of technical and non-technical stakeholders in varying levels and functions
- Ability to work independently
Preferred Qualifications
- In-depth knowledge of lead generation, lead funnel strategy and sales acceleration best practices
- Certifications in Salesforce, Outreach, Gong or other sales systems is a plus
Compensation
US Zone 1
This role is not available in Zone 1
US Zone 2
$114,000—$154,200 USD
US Zone 3
$101,300—$137,100 USD
Top Skills
Gong
Groove
Mixmax
Outreach.Io
Salesforce CRM
Salesloft
Dropbox Singapore Office
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