Senior Director, Sales Development

Job Overview The Sr. Director, Sales Development, will be responsible for development, implementation and execution of the Sales Development strategy that builds opportunity pipeline in our Commercial, Enterprise, and Strategic segments. This role oversees several Outbound Sales Development team(s) which prospects and conducts high-level conversations with executives about their talent acquisition issues and their business priorities leading to sales qualified opportunities.The position will report to the VP, Sales Development and cross-functionally align with the sales leaders of our segments, to own EMEA pipeline numbers, communicate the sales activities, and own the weekly/monthly/quarterly cadences to the business with regards to forecasting and executive-level awareness of current and future results, as well as risk. About Us When you join iCIMS, you join the team helping global companies transform business and the world through the power of talent. Our customers do amazing things: design rocket ships, create vaccines, deliver consumer goods globally, overnight, with a smile. As the Talent Cloud company, we empower these organizations to attract, engage, hire, and advance the right talent. We’re passionate about helping companies build a diverse, winning workforce and about building our home team. We're dedicated to fostering an inclusive, purpose-driven, and innovative work environment where everyone belongs. Responsibilities Leads and inspires the Sales Development managers and staff (Sales Development Representatives), modeling team and leadership behaviors, to achieve goals and to advocate for our customers through open, honest, and transparent communication. Drives and enables the execution of the Sales Development functions in conjunction with the Marketing & Sales vision, strategies, processes, and metrics necessary to hit and exceed departmental targets and objectives within each segment in alignment with the iCIMS’ strategic plans. Effectively communicates segment sales strategy inter-departmentally and contributes to the annual strategic planning process. Communicates sales plans and quotas, processes, and forecasting/performance metrics across all levels of the organization. Partners with Account Executives to identify high-potential prospects across the entire iCIMS product portfolio: Recruitment Marketing Suite, Hiring Suite, and Advanced Communications suite. Drives execution both short and long-term sales plans and programs to ensure the profitability and growth of the iCIMS’ product line. Evaluates and advises direct reports on the impact of account planning to execute and drive on growth and retention processes, providing accurate, short and long-range forecasts; planning of new programs & strategies by account and consistently exceeding teams quota and metrics. Collaborates with executives across the business to build buy-in and engagement while maintaining highly effective and collaborative cross-departmental relationships/with other senior leaders (Sales, Marketing, Product Management, Customer Success, Account Mgmt) to achieve companywide goals and to maximize opportunity creation, close rates, average deal size, sales cycle by segment and continued growth for account development. Partners with Marketing Operations, Sales Operations, and Finance to analyze Sales performance metrics that inform the success of the segment strategies Maintains a working knowledge of talent acquisition/HR tech software best practices, industry trends and competitive intelligence and ensures team understanding of such to enable informed discussions with key customer stakeholders. Conveys the Voice of the prospect and customer to internal stakeholders to appropriately influence product road map, product/market fit, and marketing messaging & programs. Champions the Sales curriculum framework (iCIMS Value Selling System) and partners with Talent Development to implement sales training to support on-boarding and development of the sales team. Reports on team metrics and results to department leadership and stakeholders. Qualifications Minimum 10 years of related work experience, preferably in sales and/or account management. Minimum 5 years of managerial experience required in managing and coaching telesales teams and seasoned sales managers across geographically dispersed footprint. Consistent record of individual and team quota achievement. Proven experience with systems in a metrics-driven business, software or technology business a plus. Experience with Salesforce, SalesLoft. Proven leadership skills with experience building and growing high performing teams. Demonstrated expertise in sales strategies, techniques, processes and measurements. Strong aptitude in organizational skills including project management and time management. Strong desire to learn, teach, and motivate. Takes pride in individual growth and has the ability to prepare the team’s skills to address the next phase of the company’s development. Excellent interpersonal and communication skills. Preferred EEO Statement iCIMS is a place where everyone belongs. We celebrate diversity and are committed to creating an inclusive environment for all employees. Our approach helps us to build a winning team that represents a variety of backgrounds, perspectives, and abilities. So, regardless of how your diversity expresses itself, you can find a home here at iCIMS. We are proud to be an equal opportunity and affirmative action employer. We prohibit discrimination and harassment of any kind based on race, color, religion, national origin, sex (including pregnancy), sexual orientation, gender identity, gender expression, age, veteran status, genetic information, disability, or other applicable legally protected characteristics. If you would like to request an accommodation due to a disability, please contact us at [email protected]. Compensation and Benefits iCIMS offers the following benefits: medical, dental, vision, 401(k), an open vacation policy, sick days, short-term disability, long-term disability, maternity/bonding and parental leave, tuition reimbursement, flexible savings accounts, paid holidays, life and AD&D insurance.