Manager, Sales Development Representatives

About Delinea: Delinea is a pioneer in securing identities through centralized authorization, making organizations more secure by seamlessly governing their interactions across the modern enterprise. Delinea allows organizations to apply context and intelligence throughout the identity lifecycle across cloud and traditional infrastructure, data, and SaaS applications to eliminate identity-related threats. With intelligent authorization, Delinea provides the only platform that enables you to discover all identities, assign appropriate access levels, detect irregularities, and immediately respond to identity threats in real-time. Delinea accelerates your teams’ adoption by deploying in weeks, not months, and makes them more productive by requiring 90% fewer resources to manage than the nearest competitor. With a guaranteed 99.99% uptime, the Delinea Platform is the most reliable identity security solution available. Learn more about Delinea on Delinea.com, LinkedIn,  X, and YouTube. 

Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.  

Apply today to help us achieve our mission.

Manager, Sales Development Representatives Position Summary

The Manager, Sales Development Representatives will work collaboratively with our Quota Carrying Reps (QCRs) while acting as a player / coach to the Sales Development (SDR) Team. He or she will establish best practices, playbooks and KPIs to increase efficiencies and improve lead generation processes and systems. This role is expected to contribute significantly to our pipeline generation efforts. The successful candidate must be a self-starter, have at least 8 months of SDR seat experience and demonstrated quota attainment.

In addition, they are comfortable wearing multiple hats in a highly dynamic environment. This is an excellent opportunity for a motivated individual to take on new responsibility and continue to hone their skill set. While not expected, the successful Manager will maintain the opportunity to progress to the Account Executive role within the company.

What You’ll Do

• Provide on-boarding and on-the-job coaching (including call monitoring as required) 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

• Motivate and aid the SDR team to achieve collective and individual goals

• Partner with Vice President of Sales Development and HR in SDR recruitment activities

• Coordinate cross-functionally with Sales Enablement and Learning on continued development of certifications, e-learning modules, and quarterly instruction sessions on direct sales activities including discovery, demo, pricing, compete, and closing techniques

Location

• This position is hybrid, three days a week in-office and based at Delinea's Boston office located at 100 Summer Street. Remote work or telecommuting is not available for this role.

What You’ll Bring

• Bachelor’s degree from an accredited university OR entry level to 2 years work experience in related field (Prior SDR experience in IT, SaaS space is a plus)

• Demonstrated ability to communicate effectively and persuasively via phone and email.

• Comfort level with heavy phone work to pitch the Delinea solutions.

• Organized, and goal oriented. You like to roll up your sleeves

• Technologically savvy and quick to learn new concepts.

• A high-energy go-getter with a "can do" attitude who can collaborate with colleagues

Delinea Culture & Benefits

Why work at Delinea?

• We’re passionate problem-solvers doing our part to make the world a safer place.

• We invest in people who are smart, self-motivated, and collaborative.

• What we offer in return is meaningful work, a culture of innovation and great career progression.

At Delinea, our core values are STRONG—Spirited – Trust – Respect – Ownership – Nimble – Global – and guide our behaviors and success. We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.

We take care of our employees. We offer competitive salaries, a meaningful equity and bonus program, and excellent benefits, including a full suite of medical, dental, and vision insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, generous discretionary time off (DTO), and paid company holidays. We support all families with paid leave for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers.

Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.