Manager, Sales Development

Human Interest is on a mission to ensure that people in all lines of work have access to retirement benefits.

Nearly half of all working Americans are not saving enough for their future. Too often it's because they are employed by a company that doesn't offer a retirement plan. Human Interest is changing that by making it affordable and accessible for small and medium-sized businesses to offer employees a path to financial independence through retirement savings.

We're a high-growth tech company changing the retirement industry. We've raised $500M and are backed by leading investors. Most recently, by funding from BlackRock as well as many other top investors: TPG (The Rise Fund) with SoftBank led our Series D, Glynn Capital, NewView Capital, USVP, Wing, Uncork, and others.

About the role

As the Manager of Sales Development at Human Interest, your primary responsibility will be to coach and develop a high-performing team of inbound and outbound SDRs. The inbound team is responsible for generating appointments for marketing qualified leads, whereas the outbound team is responsible for setting up appointments from other lead sources. Inbound SDRs are measured on appointments and bookings, while outbound SDRs are measured on appointments attended and bookings.

The team will look to your guidance and mentorship to help enable their success. You're the right fit for this role if you are passionate about accelerating revenue, comfortable rolling up your sleeves, and have a strong bias to insight-driven action. You should be naturally curious and have the "go deep" mindset. And as we go 24,791 mph, you should be comfortable with change.

What you get to do every day

• Have your finger on the pulse of the business - is the team performing?
• Identify and make recommendations for improvement in the areas of process, efficiency, and productivity, having ownership on building best practices for SDRs to follow.
• Collaborate with the larger sales organization to ensure smoother hand-offs to Account Executives and identify areas of improvement, including reducing disqualified appointments.
• Work with Growth Marketing on MQL targets and ensure that the SDRs have enough leads and quality leads.
• Motivate SDRs to exceed objectives through coaching, regular broadcast of results, and creative incentives and help continuously evolve their skillset.
• Monitor missed opportunities and prevent leads from falling through the cracks. Ensure there are no missed appointments.
• Provide weekly forecasts (commit/stretch) to VP by Friday each week and hold yourself accountable to this plan.
• Share weekly updates to the VP on observations, performance concerns and process improvements.
• Conduct weekly 1:1 for personal performance coaching and getting team members to hit/exceed quota.
• Aggressively manage SDR performance in a transparent way; ensure you and each SDR are aligned on strengths and opportunities, clearly documented.
• Proactive communication with the VP on any concerns related to the team, but also sharing wins and proud moments!
• Conduct weekly call reviews with both the inbound and outbound teams and ensure they are actionable, with takeaways. Then ensure this continues to be measured week over week.
• Continue to iterate on talk tracks to improve conversion rates.
• Monitor call and email activity of all reps and compare to benchmark (develop if one doesn't exist).
• Identify and make recommendations for outbound motions as this is still an experimental area. Outbound SDRs may be called to help out other parts of the businesses.

Key metrics include:

• Team consistently hitting quota (not missing more than two consecutive months)
• Lead and motivate a team of individuals
• Ensure minimal drop off for appointments attended
• Inbound metrics
• Maintain an 60%+ organic L2A and increase MoM
• Maintain a 25%+ paid L2A and increase MoM
• Outbound metrics
• Ensure team members can work towards bringing in 25+ appointments

What you bring to the role

• Bachelor's degree in Business, Marketing, or a related field preferred.
• Proven experience in a Sales Development Representative, role or a similar sales position.
• Minimum of 3 years of SDR team management experience
• Strong understanding of sales processes, lead generation, sales engagement tools (Outreach and Gong) and CRM tools (Salesforce)
• Technologically savvy; able to pick up new systems and technologies quickly
• Excellent communication, coaching, and interpersonal skills.
• A curious mindset and ability to dig into data and understand the reasons behind performance changes.
• Ability to analyze data, draw insights, and make data-driven decisions.
• Results-oriented with a track record of exceeding sales targets.
• Self-motivated and able to work in a fast-paced, dynamic environment.
• High level of mentorship ability for team members, demonstrated by consistent performance and promotion opportunities, maintaining a high level of professionalism and actionable feedback
• Stellar record of consistent month-over-month performance, able to meet and exceed monthly sales quotas and targets to help scale organizational success and transparency within team, able to pivot or adapt to new strategies to continue to outpace goals and sales expectations
• Strong interpersonal, organizational and stakeholder management skills able to present to leadership on results of sales performance; translating team performance into easy-to-understand goals, metrics, and benchmarks, aligning on overall sales leadership vision
• Experience leveraging data to measure, manage, and optimize activity and productivity, reporting on all aspects of pipeline performance and helping bring recommendations and a strong point-of-view to the marketing team

Why you will love working at Human Interest

Mission - Highly collaborative startup dedicated to supporting employee engagement and growth. It's an opportunity to help solve one of the biggest unsolved problems in America: saving for retirement.

Culture -Our operating principles define how we come together as a team to do our work. They reflect Human Interest's unique view on what's important and what's right. Documenting this core aspect of our culture helps employees make good decisions on their own. It also helps candidates considering career opportunities critically evaluate whether they will thrive at Human Interest.

• Customer obsession
• Long-term orientation
• Autonomous and accountable teams
• An escalating bar for talent and performance
• Fundamental optimism

Read more

Compensation - At Human Interest, there are a number of factors that are used to determine the appropriate pay range for each position. We take into account the cost of labor for each position in various markets across the US. The base salary for this position spans $90,000- $95,000. The salary that we offer to a new employee within this range is based on their relevant job-related skills and experience. At Human Interest, base salary is one component of the overall Total Rewards package. This position will also offer a variable target spanning $60,000 - $65,000. All of our employees are offered a robust suite of physical, financial, and mental wellness benefits.

Benefits -

• A great 401(k) plan: Our own! Our 401(k) includes a dollar-for-dollar employer match up to 4% of compensation (immediately vested) and $0 plan fees
• Top-of-the-line health plans, as well as dental and vision insurance
• Generous PTO and parental leave policies
• Addition Wealth - Unlimited access to digital tools, financial professionals, and a knowledge center to help you understand your equity and support your financial wellness
• Lyra - Enhanced Mental Health Support for Employees and dependents
• Carrot - Fertility healthcare and family forming benefits
• Candidly - Student loan resource to help you and your family plan, borrow, and repay student debt
• Monthly work-from-home stipend; quarterly lifestyle stipend
• Employee Resource Groups including Veterans, Lift Ev'ry Voice, Pride, LatinX, Families, and Women in Tech
• Fun online and regional events and celebrations and department and company offsites

We're a great place to work (but don't take our word for it)

Here's a list of our awards and accolades:

• Best Places to Work by Built In (2023-2024)
• Certified as a Great Place To Work® (2023)
• A Top Company by Y Combinator (2020-2023)
• America's Best Startup Employers by Forbes (2020-2022)
• Inc. Fastest Growing Companies (2021)

Human Interest is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran or military status, pregnancy, or any other characteristics protected under federal, state, or local laws.

Human Interest employees must adhere to the Company's security policies and Code of Ethics.

Please note Human Interest does not accept unsolicited resumes from any source other than directly from candidates. We will not consider resumes from vendors including and without limitation search firms, staffing agencies, fee-based referral services, and recruiting agencies.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider employment-qualified applicants with arrest and conviction records. We comply with CCPAguidelines. See more: https://humaninterest.com/disclosures