Senior Director of Sales Development - Philadelphia - ref. o4862219
Company Overview:
FullBloom is the nation’s leading child development services platform providing academic, behavioral, and emotional intervention and support. We create better life outcomes for children and their families, regardless of the learning obstacles and other challenges they face.The company achieves measurable and sustained academic, behavioral, and emotional gains through evidence-based programs that include specialized education, Applied Behavior Analysis (ABA) therapies, intervention services, professional development, mental health programming and more.
Founded in 1976, FullBloom supports more than 190,000 students and families, 1,250 school districts, and 25,000 educators annually. Come explore FullBloom and its three operating divisions – Catapult Learning, Specialized Education Services, Inc (SESI), and Little Leaves Behavioral Services.
The 12,000 educators and healthcare professionals employed by FullBloom are driven by a common purpose: to positively impact the educational, behavioral, and emotional welfare of every child with whom we engage, no matter the child’s individual circumstance.Our purpose drives our performance, and we dedicate our careers to improving outcomes for at-risk and struggling youth, including those with learning and emotional disabilities. In doing so, we play a truly crucial role in the lives of children, their families, and their communities.
We directly serve tens of thousands of children and families every year helping them overcome a range of academic and non-academic learning barriers.
Overview:
The Opportunity/Role:
FullBloom is seeking a dynamic Senior Director for Sales Development to lead our Sales Development Team and be the training lead for the sales organization across all divisions. The sales development team are the front-line representatives responsible for engaging with prospects and customers to understand their needs and drive sales opportunities.
Position Overview:
The Senior Director of Sales Development will be responsible for leading and developing a team of Sales Development representatives who play a critical role in prospecting, lead qualification, and pipeline generation for our field sales team.This leader will ensure the team is effectively communicating our value proposition, asking the right discovery questions, and setting up qualified sales opportunities. A key part of this role is training and coaching the broader sales team on FullBloom’s solutions and services aligned to the sales pipeline development framework to improve messaging and positioning for increased conversion rates.
Additionally, this leader will leverage AI-driven tools to analyze sales conversations, extract key insights, and refine sales and marketing strategies. Success in this role will be measured by key performance indicators (KPIs) such as call volume, lead conversion rates, appointment setting, and influenced revenue.
Responsibilities:
Key Responsibilities:
Competitive candidates will have strong prior experience with sales training and team leadership in the K-12 education industry. Responsibilities and expectations include but not limited to:
Sales Team Leadership & Development:
- Develop a structured training for all the sales organization around the sales framework, services positioning and product understanding to build relevancy with customers at all stages of opportunities.
- Recruit, train, and coach a team of Inside Sales Representatives (Sales Development Reps) to effectively engage with K-12 school administrators and educators.
- Build a scalable approach for SDR’s to engage customers across multiple communications channel with appropriate scripts, talk tracks, and objection-handling strategies to improve conversion rates.
- Provide regular feedback and coaching through call reviews, role-playing, and performance evaluations.
- Foster a high-energy, results-driven culture focused on collaboration, learning, and continuous improvement.
Sales Process Optimization & Lead Qualification:
- Ensure the team is asking the right questions to understand customer challenges and qualify leads for the field sales team.
- Develop and refine lead qualification criteria to improve conversion rates and sales pipeline efficiency.
- Work closely with marketing to align messaging and incorporate key customer pain points into outreach materials.
- Leverage AI-driven tools to analyze sales conversations and identify trends, objections, and winning messaging strategies.
Performance Management & Metrics:
- Track and report on key performance indicators (KPIs), including call volume, appointment setting, and influenced revenue.
- Use data analytics and CRM tools (e.g., Dynamics, Salesforce, HubSpot) to monitor performance and make data-driven decisions.
- Implement incentive structures and recognition programs to drive motivation and accountability.
- Collaborate with field sales leadership to ensure a seamless handoff of qualified leads.
Qualifications:
Qualifications:
- 7+ years of experience in inside sales, sales training and development, or sales leadership, preferably in K-12 education, EdTech, or service-based industries.
- Proven track record of coaching and developing sales teams to exceed performance goals.
- Strong understanding of K-12 school decision-making processes and customer pain points.
- Experience implementing and optimizing sales processes, including lead qualification and CRM utilization.
- Familiarity with AI-driven sales analytics tools (e.g., Gong, Chorus, or similar platforms) is a plus.
- Excellent communication, leadership, and problem-solving skills.
- Data-driven mindset with the ability to interpret performance metrics and optimize strategies accordingly.
Posted Min Pay Rate: USD $127,000.00/Yr.