Manager, Sales Development

Who we are

Rilla’s the leading virtual ridealong software for outside sales. Think home improvement, home builders, property managers, and other sales people who talk to customers face to face.

Sales reps talk, our mobile app records their conversations, and our AI automatically transcribes and analyzes their conversations to help them improve their sales.

Our vision is to bring the power of conversation intelligence from the Zoom meeting and the call center to the more than 10M sales people who work offline.

We’re growing 20% MoM, have dozens of customers including Fortune 500 companies, Net Revenue Retention above 150%, an NPS higher than the iPhone’s, and we are cash flow positive!

We are one of the fastest growing startups in the world right now and in history.

We’re backed by Crystal Huang of Google Ventures, and Byron Deeter (one of the best investors of all time) from Bessemer Venture Partners, the top Cloud investor in the world.

And we’re a Cloud 100 Rising Star company.

Who you are

• An infinite learner. You are always looking to learn more and learn faster. You feel uneasy when you get complacent, and you’re constantly seeking discomfort.

• A natural leader. You take pride in giving and receiving feedback, and learning and growing as a leader of your team.

• Unafraid of failure. You take risks. You see failure as an opportunity to learn, grow, and be better the next time. You’re not afraid of trying out unconventional ideas. You’re excited by the unconventional.

• Extremely focused. You practice extreme focus in everything you do. You’re always looking to prioritize your time and resources to maximum efficiency.

Our operating principle is that we try to run Rilla like a high speed reinforcement learner: a machine learning algorithm that plays a game a million times over and becomes invincible in a short amount of time.

The role

“Startup equals growth” - Paul Graham.

In our case, growth equals sales.

We started Rilla in 2019 and have since grown to help over 3,500 customers, analyzed tens of millions of conversations, and raised a round from GV valuing Rilla at $800M after crossing eight figures in annual recurring revenue.

We are growing insanely fast.

But still, we’re not growing quickly enough.

One of the main reasons is we’ve only had one person directing our entire sales team.

With the number of fully ramped SDRs now dialing, having only one person running the team has started to become counterproductive.

Your job will be to help us grow faster and become a force multiplier. You will work alongside our Sales Leadership to help us grow our outbound revenue.

You will hire, onboard, and train new reps consistently.

You will get your hands dirty.

You will listen in on cold calls, run team meetings, and help the team increase hold rate, booking rate, and qualification rate.

Along with assisting your team by building running reports, keeping forecasts clean, and maintaining data integrity.

You will lead with experience.

You will do whatever it takes to maximize the rate at which we spread the gospel of conversation intelligence for the physical world.

Day to day

• Manage a high-performing sales development team (10+ people) with a focus on coaching, mentoring, and skills development

• Implement and maintain a data-driven outbound sales strategy focused on prospecting and pipeline generation

• Design performance management plans, QA cadence through call and email reviews, and provide cross-collaboration with our growth team to drive new business revenue

• Establish and manage clear outbound sales goals and quotas for the team

• Track and forecast sales performance and pipeline health

• Provide out of the box thinking to follow the untravelled path and reach Rilla’s name to every corner of our ICP

Outcomes

1. Develop net new revenue to support Rilla’s continued growth

   1. Own and evolve our demo-booking strategy to continue the growth of qualified, held demos entering the sales pipeline

   2. Build and refine outbound sales cadences to properly qualify and fit-check prospects at different stages of the Rilla customer journey

   3. Drive new business revenue by leading the sales development team and unlocking growth from new and untapped accounts

2. Maintain a high expectation bar expected of a top-tier sales team

   1. Motivate, coach, and develop a diverse and talented team

   2. Be comfortable with performance management of SDRs missing quota

   3. Scale your sales team and strategy to meet our ambitious revenue goals

Skills & Requirements

• Experience in sales team leadership and growth; ability to hire and retain top talent

• Proven track record in evolving sales teams within a hyper-growth company

• Expert in pipeline management: including forecasting, setting quotas, and optimizing the sales process for efficiency

• Strong entrepreneurial mindset: drive high pace of execution in an ambiguous context

• Hyper competitive, low-ego with a strong drive to learn

• Excellent communication and presentation skills with high attention to detail

• Deep familiarity with modern SDR tooling like Hubspot, Orum, SalesLoft, and Zoominfo (Rocket Reach is a plus)

• Strong empathy for customers and passion for revenue and growth

Nice to haves

• You were an early hire at a fast growing startup.

• You have experience managing sales teams for software companies that sell to non-tech industries. Companies like Flexport or Veeva for instance.

Compensation

• For candidates located in NYC, the pay range for this role is $167,000 - $230,000 annually.

Benefits

• Medical, dental, and vision insurance

• Breakfast, lunch, dinner, and supplementary food and drink — 6x a week

• Gym membership

• Commuter benefits

• Relocation assistance

• Take what you need paid time off, not accrual-based

• $1,000 stipend for learning and personal growth

• Tech equipment