Manager, Mid-Market Sales

About this role

<div class="content-intro"><p>Armis, <strong>the cyber exposure management & security company</strong>, protects the entire attack surface and manages an organization’s cyber risk exposure in real time. In a rapidly evolving, perimeter-less world, Armis ensures that organizations continuously <strong>see</strong>, <strong>protect</strong> and <strong>manage</strong> all critical assets - from the<strong> ground to the cloud</strong>. Armis secures Fortune 100, 200 and 500 companies as well as national governments, state and local entities to help keep critical infrastructure, economies and society stay safe and secure 24/7.</p> <p>Armis is a privately held company headquartered in California.</p></div><div class="contentGroup richTextBlock ng-scope"> <div class="userDesignedContent addPadding allowSelect allowSelectChildren ng-binding ng-scope"> <h4><strong>The role:</strong></h4> <p><span style="font-weight: 400;">Our BDR Manager for the Americas Enterprise team is a creative and passionate sales leader who views challenges as opportunities and has extensive experience running cold outreach campaigns to build a qualified pipeline. In this role, you will be responsible for team execution and performance across inbound and outbound programs. We are looking for an experienced frontline manager to develop and manage our Americas Enterprise BDRs, ensuring each BDR team member is maximizing the qualified pipeline in their dedicated territory – and who is not afraid to step in when needed to ensure goals are met.</span></p> <p><span style="font-weight: 400;">The BDR Manager will assist in establishing team objectives, provide BDRs with opportunities to expand their knowledge of products and prospecting strategies, and focus on improving performance and processes. Exceptional communication, interpersonal and leadership skills are a must, as well as comprehensive knowledge of the IT and Security space.  </span></p> <p><span style="font-weight: 400;">You will monitor & coach daily activity inputs such as calls, social outreach, and emails, and work to ensure BDR meetings are successfully handed off to Sales. Your enthusiasm and entrepreneurship will be a valuable contribution to developing our BDR strategy, increasing the size and impact of the team, and establishing a culture of high-performance execution. This role reports directly to the Director of Growth Operations and works closely with our Enterprise Sales Leadership and Account Executives, Field Marketing Team, and RevOps Team.</span><span style="font-weight: 400;"> This is a high-impact role that is critical to Armis as we expand our pipeline engine and rapidly grow ARR.</span></p> <h4><strong>What you will do:</strong></h4> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">Remotely lead a team of Enterprise BDRs (inbound and outbound)</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Promote a team-based environment which delivers best-in-class pipeline generation results </span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Lead, motivate and direct the activities of team members in order to achieve objectives and team </span><span style="font-weight: 400;">performance for meetings held and pipeline generated</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Coach 1:1 and in team meetings to better understand call results and develop and maintain processes, best practices and expectations</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Work with the Global Growth Operations team to build, manage and track outbound campaigns</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Work with the Demand Generation team to create and optimize inbound marketing campaigns</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Ensure leads are qualified based on specific guidelines and criteria and properly managed in Salesforce.com</span></li> <li style="font-weight: 400;">Assist management team in identifying trends and establishing goals</li> <li style="font-weight: 400;">Develop short and long-term strategies to enhance performance, including tech stack optimization, workflow design, compensation/contests, training needs, professional development and overall quality of the program </li> </ul> <h4><strong>What we expect:</strong></h4> <ul> <li style="font-weight: 400;"><span style="font-weight: 400;">Creative and entrepreneurial mindset and track record of consistently meeting and exceeding meeting and pipeline goals</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Experience as a team lead or sales manager</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">2+ years of B2B technology sales experience in inside sales or lead generation</span></li> <li style="font-weight: 400;"><span style="font-weight: 400;">Understanding of the the cybersecurity…