About the role
Who you are
- Experience: 2-3 years of experience in B2B sales or sales development, with at least 1 year managing SDR teams and/or agencies
- Industry Knowledge: Preferred background in network infrastructure or security software
- Leadership Skills: Proven track record of building, coaching, and scaling high-performing SDR teams
- Hustle-and-determination: a drive to constantly improve both yourself and your peers. We are seeking a go-getter. Able to prioritize competing tasks, self-directed, a bias for action
- A can-do attitude: nothing is impossible with some creativity and flexibility
- Analytical Skills: Strong understanding of funnel metrics, reporting, and sales development KPIs
- Collaboration: Excellent cross-functional communication and stakeholder management skills
- Tools: Proficiency with Salesforce, sales engagement tools (e.g., Outreach, Gong.io), and marketing automation platforms (e.g., Marketo)
What the job involves
- Lead, coach, onboard, and mentor a team of internal SDRs
- Manage relationships and performance of external SDR agency partners
- Establish clear performance metrics, career development paths, and a culture of accountability
- Help develop training materials in the form of documentation and training videos for onboarding and development
- Organize and conduct SDR Quarterly Business Reviews
- Actively participate in portion of inbound lead qualification to exemplify meeting-booking tactics and improve processes and messaging frameworks
- Drive efficiency and consistency in qualifying inbound marketing-generated leads
- Document SDR call scripts and email sequences in Confluence for transparency with other internal teams
- Optimize lead scoring, routing, and follow-up processes in collaboration with Marketing Operations
- Ensure seamless handoff of qualified opportunities to the Sales team
- Collect, analyze and present on recordings of key conversation on a monthly basis and present findings to the sales and marketing organizations
- Partner closely with Marketing to align on campaign follow-up and lead qualification criteria
- Support the Channel team by ensuring that partner-generated leads are captured, nurtured, and properly routed
- Provide regular feedback loops to sales and marketing stakeholders on lead quality and conversion outcomes
- Reporting & Performance Tracking
- Own SDR performance reporting, including KPIs such as lead-to-opportunity conversion, SLA adherence, and pipeline contribution
- Analyze data to identify process gaps, areas for improvement, and opportunities to increase pipeline efficiency
- Outbound Strategy (Minimal Focus)
- Provide oversight for targeted outbound efforts to supplement inbound demand, particularly in alignment with channel initiatives
About BlueCat
BlueCat provides core services and solutions that help our customers and their teams deliver change-ready networks. With BlueCat, organizations can build reliable, secure, and agile mission-critical networks that can support transformation initiatives such as cloud adoption and automation. BlueCat’s growing portfolio includes services and solutions for automated and unified DDI management, network security, multicloud management, and network observability and health. BlueCat’s DDI management platform was recognized as a market leader and outperformer in GigaOm’s 2022 and 2023 Radar reports. The company is headquartered in Toronto and New York and has additional offices in Germany, Iceland, Japan, Singapore, Serbia, and the United Kingdom.
About the role
Who you are
- Experience: 2-3 years of experience in B2B sales or sales development, with at least 1 year managing SDR teams and/or agencies
- Industry Knowledge: Preferred background in network infrastructure or security software
- Leadership Skills: Proven track record of building, coaching, and scaling high-performing SDR teams
- Hustle-and-determination: a drive to constantly improve both yourself and your peers. We are seeking a go-getter. Able to prioritize competing tasks, self-directed, a bias for action
- A can-do attitude: nothing is impossible with some creativity and flexibility
- Analytical Skills: Strong understanding of funnel metrics, reporting, and sales development KPIs
- Collaboration: Excellent cross-functional communication and stakeholder management skills
- Tools: Proficiency with Salesforce, sales engagement tools (e.g., Outreach, Gong.io), and marketing automation platforms (e.g., Marketo)
What the job involves
- Lead, coach, onboard, and mentor a team of internal SDRs
- Manage relationships and performance of external SDR agency partners
- Establish clear performance metrics, career development paths, and a culture of accountability
- Help develop training materials in the form of documentation and training videos for onboarding and development
- Organize and conduct SDR Quarterly Business Reviews
- Actively participate in portion of inbound lead qualification to exemplify meeting-booking tactics and improve processes and messaging frameworks
- Drive efficiency and consistency in qualifying inbound marketing-generated leads
- Document SDR call scripts and email sequences in Confluence for transparency with other internal teams
- Optimize lead scoring, routing, and follow-up processes in collaboration with Marketing Operations
- Ensure seamless handoff of qualified opportunities to the Sales team
- Collect, analyze and present on recordings of key conversation on a monthly basis and present findings to the sales and marketing organizations
- Partner closely with Marketing to align on campaign follow-up and lead qualification criteria
- Support the Channel team by ensuring that partner-generated leads are captured, nurtured, and properly routed
- Provide regular feedback loops to sales and marketing stakeholders on lead quality and conversion outcomes
- Reporting & Performance Tracking
- Own SDR performance reporting, including KPIs such as lead-to-opportunity conversion, SLA adherence, and pipeline contribution
- Analyze data to identify process gaps, areas for improvement, and opportunities to increase pipeline efficiency
- Outbound Strategy (Minimal Focus)
- Provide oversight for targeted outbound efforts to supplement inbound demand, particularly in alignment with channel initiatives
About BlueCat
BlueCat provides core services and solutions that help our customers and their teams deliver change-ready networks. With BlueCat, organizations can build reliable, secure, and agile mission-critical networks that can support transformation initiatives such as cloud adoption and automation. BlueCat’s growing portfolio includes services and solutions for automated and unified DDI management, network security, multicloud management, and network observability and health. BlueCat’s DDI management platform was recognized as a market leader and outperformer in GigaOm’s 2022 and 2023 Radar reports. The company is headquartered in Toronto and New York and has additional offices in Germany, Iceland, Japan, Singapore, Serbia, and the United Kingdom.