: Manager, Sales Development Representatives

We help make the world a better place by helping companies understand how they can securely advance through Rapid7s products, solutions, research, and expertise. The North American Sales Development team sets the stage for the customer experience through our prospect-centric engagement with cybersecurity team members and leaders. We believe we have the best talent and are committed to Sales Development Representative (SDR) career development. Our SDRs are key contributors to Rapid7s growth as future exceptional Account Executives and through the creation of high-quality pipeline. The Sales Development team is one of the first interactions our prospective customers have with Rapid7 and is a key driver of our success.

The Opportunity:

If you have proven success in managing and developing people to achieve weekly, monthly, and quarterly goals as well as have a passion for coaching, mentoring, and inspiring people, this is the role for you!

Position Summary:

Rapid7 is seeking a highly motivated and talented Sales Development Manager to join our North American Sales Development team. As the Sales Development Manager, you will develop, coach, and train a highly-driven team of SDRs who are early in their careers and aspire to become world-class Rapid7 Account Executives. You will also lead the team in prospect-centered engagement to evangelize Rapid7 products, solutions, services and research to companies across North America.

What Success Looks Like:

  • Coach and manage a team of SDRs to master skills across sales development including cold calling, setting the stage for the customer experience, understanding security personas, leading discovery calls, and positioning Rapid7 solutions
  • Have a maniacal focus on outcomes and impact. Closely monitor metrics everything from dials per day, conversion rates to opportunities, hand-off to sales and close rates with the aim to increase SDR productivity and contribution to pipeline and bookings
  • Manage the day-to-day activities of SDR team including live coaching and mentoring, call statistics, conversions and pipeline build
  • Work closely with sales managers and account executives to ensure proper alignment on opportunity quality, follow-up on hand off, and Account Executive promotion eligibility
  • Partner and communicate effectively with various functional teams including Sales Enablement, Sales, Marketing, and Business Operations to maximize opportunities for growth and efficiencies
  • Identify and make recommendations for improvements around process, efficiency and productivity of the Sales Development team

To Be Successful In This Role, You Have:

  • Bachelors degree
  • 3+ years of management or coaching experience with proven track record of developing, coaching, and retaining individuals
  • 2+ years of success with achieving goals in a Sales function
  • Demonstrated success with goal achievement (as individual or manager) and managing KPIs
  • Proficiency with sales tools such as Salesforce.com, LinkedIn Navigator, Yesware. Experience with Gong and Outreach.io a plus.
  • Ability to analyze data to identify ways to improve productivity, efficiency and contribution to the business
  • You inspire others around you and build a highly motivated and successful team through your leadership skills
  • Goal-orientation and high-energy with a focus on team results and growth

Employee Testimonials

James Green
Senior Director, Software Engineering

"My favorite memory of being a 'Moose' is our first ever company-wide hackathon in Cambridge. After a fun–filled week for the company kick-off, we still managed to deliver, through the night, on some amazing ideas."

Brett Garofalo
Manager, Mid-Market Sales

"I am not a natural–born salesperson or leader. Rapid7 gave me the mentorship opportunities and leeway to develop those skillsets. Having the support of my management allowed me to take risks and learn from mistakes instead of being tentative and afraid to put myself out there."

Aniket Menon Rapid7
Aniket Menon
Director, Product Management

"I love the infectious energy and fast–paced nature of the job. Unrelenting progress towards becoming the #1 company in Cyber Security. The sheer number of Products and Services we have launched in the last two years is a staggering achievement."

Dennis Nahas Rapid7
Dennis Nahas
Manager of Engineering, IT Devops

"The most fulfilling moments are seeing our products name dropped in the security press, knowing we all contributed to that."

Chris Wallace Rapid7
Chris Wallace
Director, People Strategy

"It's pretty cool to look around the room and know that I played a part in making all of that happen, and that I hopefully helped those people move into a role that they find really rewarding and exciting. Especially in a company where they in turn can have a big impact and take their careers to the next level. The fact that they are all good people, and that we all manage to have a bit of fun in the process, helps too."

Roy Hodgman Rapid7
Roy Hodgman
Manager, Data Scientist

"I feel that [our core value for] continuous learning best represents me because it's been essential to my career here. There are no shortage of tools and techniques that can be applied to the projects I work on, and despite what I think I might know about the problem at hand, more often than not there are new and novel ways to approach it."