Manager, Revenue Development

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About This Role:

The Revenue Development Manager oversees a team of five account development representatives (ADRs) who focus on identifying opportunities and securing initial appointments within our client base across North America. This role involves implementing a well-defined process to ensure a consistent and unified approach to building the pipeline within our premier user client base.

The ideal candidate is an exceptional people leader with at least one year of experience directly managing a sales development/business development (SDR/BDR) team, looking to advance their career in sales development leadership.

Job Description:

• Team management: Lead, mentor, and train the account development team, providing real-time, detailed guidance and feedback.
• Target achievement: Work toward quarterly targets, delivering a high-quality and consistent growth pipeline to the broader sales organization.
• Career development: Enable career development for individuals within the revenue development team.
• Process and operations: Take a disciplined approach to process and operations through high levels of direct observation, inspection, and analytics to meet key metrics and performance indicators.
• Leadership collaboration: Work with the broader revenue development leadership team to identify opportunities for better processes or structures to drive improved efficiency and work cross-functionally to implement them.
• Strategic partnership: Partner strategically with Forrester's local sales teams to develop strong pipelines consistent with overall Forrester sales processes and specific prospect strategies.
• Marketing collaboration: Partner with marketing to ensure all inbound SLAs are achieved and inbound processes are effective.
• Cross-departmental collaboration: Closely partner with the product and technology departments to maximize the team's effectiveness.
• Product knowledge: Maintain full fluency in Forrester's suite of products and services and understand how they are sold to deliver value in the marketplace.

Job Requirements:

• Proven first-line managerial experience.
• Proven experience managing and coaching to metrics and KPIs.
• In-depth understanding of the sales and business development landscape (latest techniques, tools, and measurements).
• Sales fluency - understands what drives new business sales organizations and how sales organizations are measured.
• Strong business acumen and professional demeanor.
• Ability to effectively manage a team across markets.
• Strong, high-level relationship skills. Able to thrive in a team environment, interact with peers, understand executive vision, and internal ecosystem.
• Exceptional attention to detail. Strong discipline to process and operations.
• Experience providing guidance, feedback, to build high performance culture.
• The ability to absorb and grasp new concepts quickly (such as rapid advancements in the business technology industry).

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FLSA Status:

Here at Forrester, we welcome people from all backgrounds and perspectives. Our aim is for all candidates to be able to fully participate in Forrester's recruitment process. If you would like to discuss a reasonable accommodation, please reach out to accommodationrequest@forrester.com.

Forrester Research, Inc. is an Equal Opportunity/Affirmative Action Employer that is committed to equal employment opportunity for all qualified individuals without regard to race, color, religion, national origin, ancestry, sex, age, disability, sexual orientation, gender identity and expression, marital status, genetic information, military service, veteran status, or any other status protected by applicable law. Minorities, Women, Individuals with Disabilities, and Veterans are especially encouraged to apply.

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