Job type:
Austin, TX
Date posted:

SDR Manager

Supercharge sales to help our partners digitize the industry

About Makini

Products of our customers solve real problems:

🤕 save workers on power plants from losing fingers.

🛢 prevent oil spills.

🏭 reduce fuel consumption on facilities to reduce emissions.

We exist to multiply their impact.

Before our customers can do business, their products need to interface with internal systems of their customers, most commonly EAMs - Enterprise AssetManagement systems. Building EAM integrations is hard: one will cost $30k -$500k and take up to 18 months to complete. As integrations are a part of onboarding, they make sales process slow and products expensive, ultimately limiting number of companies that can benefit from them.

Makini builds infrastructure that eliminates the need for individual EAM integrations altogether, and enables connections across systems –all via one, simple API. We make onboardings low-touch and entry price-points low, helping our customers get their products into hands of a much larger number of companies, and do it fast.

We exist to multiply the impact of our customers and take pride in solving complex infrastructure problems to free them up and concentrate on creating value, not building integrations.

About the role

You'll be the one helping us achieve this mission. As our SDR Manager, you will be on the forefront of scaling the customer base for Makini. You will manage a growing team of SDRs, and put in building blocks of our sales mechanism as our sales function continues to grow. We've grown from 5 people to 60 over 2022 while growing >100% MoM. Now is a magical time to join, as we have product market fit, but we are still somewhat small, and everyone makes a foundational difference.

You will

  • Create a high performance and accountable culture to achieve and exceed sales targets
  • Manage the SDR team from hiring, through onboarding and ongoing development
  • Provide strong coaching and mentoring through coaching on how to build rapport, best practices on how to reach a targeted audience (phone, email, and social), inbound lead follow-up and outbound prospecting techniques, qualification, and how to set the right scene for high-quality opportunity generation and lead nurture
  • Support your team by participating in prospect qualification and discovery calls/meetings (including shadowing calls to customize your mentoring for each of the Sales Development Representatives, as well as supporting a deeper level of qualification of opportunities identified)
  • Provide weekly team performance summary; timely and accurate forecast based on a deep understanding of historical trends; each representative’s performance
  • Develop and maintain a strong understanding of Makini’s offerings and the industry as a whole
  • Identify opportunities to improve funnel efficiency
  • Support SDRs to build an effective outbound process, including prospect list building, outbound campaigns, sales training, and hand-off process from SDR to Solution Consultants
  • Collaborate with the other internal stakeholders on campaign planning and SDR prospecting activity sequencing-based on intent behaviors, CTAs, and target markets

We are looking for

  • 2+ years experience developing teams of SDRs, often in the early stages of their career looking for direction, mentoring and motivation, with a track record in hiring, developing and promoting; ideally at a SaaS company
  • Excellent verbal, written, listening, and presentation skills. You must be credible with direct reports, customers, recruitment candidates, and internally across the organization
  • Top performer, results oriented, with a track record of overachievement (President’s Club, Rep of the Year, etc.)
  • A head for numbers – you are comfortable diving into the metrics and identifying insights to improve the individual, team and overall revenue contribution

Benefits and Perks

  • Your work will have a visible impact on the success of the company
  • You will join a diverse and passionate team of professionals in a truly innovative tech startup
  • Unlimited leave policy

Doubt if you have a good fit? Contact us anyway. We may still have an available opportunity for you.
Thank you for your interest! We'll be in touch shortly
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Is Makini for you?

There are 100 things fighting for our time every day. We always keep the main thing main and optimize for impact.
We move fast, like to be scrappy and hack our way through unless we really have/want to be otherwise.
Builders at heart
We often do things we've never done before. Expect to find yourself in a disorganized environment. We expect you to operationalize things once you see a pattern.
Courage for challenge
Things worth doing are rarely simple. We act out of ambition to build great products, not out of fear of facing challenges while building them.
Demonstrating integrity
We are unafraid to be wrong, back proposals we initially opposed, and like to support decisions with numbers and narrative.
Striving for excellence
Mediocre is not a viable compromise for us and are willing to work hard for it.
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