Director Revenue Development

Dayforce is a global human capital management (HCM) company headquartered in Toronto, Ontario, and Minneapolis, Minnesota, with operations across North America, Europe, Middle East, Africa (EMEA), and the Asia Pacific Japan (APJ) region. Our award-winning Cloud HCM platform offers a unified solution database and continuous calculation engine, driving efficiency, productivity and compliance for the global workforce. Our brand promise - Makes Work Life BetterTM- Reflects our commitment to employees, customers, partners and communities globally.

Location: Work is what you do, not where you go. For this role, we are open to remote work and can hire anywhere in the United States or Canada

About the opportunity

The Director of Revenue Development for Mid-market (Majors and Emerging) is responsible for building, developing, and leading the revenue development team driving Inbound/Outbound activities to research, identify, engage and qualify new opportunities for sales teams to pursue, across all Dayforce products in the Majors and Emerging segments.

Reporting to the VP of Revenue Development and collaborating close with the GVP of Mid-market Sales, Sales DVPs, GTM and Marketing leaders, this role is central to our efforts to drive pipeline and ACV goals for the company in the Mid-market space. It requires the ability to understand, align to and support the company strategy and priorities, drive executive level alignment, communication and trust, and ultimately build the organization, strategy and execution plan to consistently achieve and exceed the business growth objectives.

The responsibility of the role includes designing the optimal Inbound-Outbound organizational model; hiring, training, and motivating the RDR team and second line managers as well as building processes, designing role and hiring profiles, enablement strategies, and reports that support the business's growth goals and establish a best-in-class revenue development team.

The Director of Revenue Development for Mid-market works closely with sales and marketing leadership to streamline demand management processes while creating all the elements necessary for the success of Inbound and Outbound Revenue Development Representatives (RDRs). This includes driving a data first, best practice and innovation focused approach to business and team management.

This role ensures that the Inbound and Outbound RDRs and managers have the required process, knowledge, content, skills and behaviors to optimize every interaction with potential buyers and maximize performance

Like any high-performing team leader, the Director of Revenue Development for Mid-market is measured by team's opportunity identification, validation, and qualification as well as by overall organization performance, retention and career development.

What you'll get to do

• Build a high performing Revenue Development team that enables Dayforce to capitalize on market opportunities and drive sustained growth in the Mid-market segments
• Develop a Revenue Development strategy for Mid-market in conjunction with the Sales and Marketing leadership team, and key cross-functional partners including Sales Operations, GTM, IT, and Demand Center
• Manage, enable, and develop the team's managers
• Foster a culture of performance, innovation, transparency, collaboration and excellence
• Drive consistency in operating model, enablement, hiring, tools, data and communication
• Provide input for and implement RDR team performance model that sets clear performance expectations, monitors, and manages the performance of the RDR organization
• Implement data-driven strategies to identify areas or improvement and drive meaningful changes and regularly report on the RDR Mid-market managers and team's performance
• Support development of and implement the processes, playbooks, and tooling needed to support a successful and robust operations of the RDR Mid-market team
• Drive consistent performance and accountability, and ensure that our pipeline revenue targets are met with greater efficiency in Mid-market segments
• Consistently measure the effectiveness of RDRs' opportunity identification, validation, and qualification efforts and help RDRs improve by understanding and addressing their performance on a regular basis
• Develop and implement comprehensive training, coaching and development programs to advance the abilities of the RDR team, including 30-, 60-, and 90-day onboarding plans for new RDRs
• Adopt and enhance the RDR playbook with processes and best practices such as sales sequence, sales pitches, and qualification tactics to ensure RDR efficiency in Mid-market segments
• Drive improvements and optimize lead generation, MQL-to-SQL-to-Opportunity conversion in partnership with the Marketing, Sales and GTM team
• Design and execute initiatives to accelerate lead generation through improved conversion rates encompassing enhanced data-driven insights, processes, and tooling
• Hire, develop and retain exceptional RDR managers and individual contributors staying focused on future progression and internal mobility
• Create an ongoing feedback loop with marketing, sales, and product leadership teams
• Manage to all demand management-related service-level agreements (SLAs) or collaborate with marketing and sales leadership to establish

Skills and experience we value

• Bachelor's degree (MBA preferred)
• 5-10 years of B2B sales, revenue development, or inside sales experience with progression and expanded management accountability
• Proven experience of building and managing high performance B2B sales, revenue development or inside sales teams with strong record of target attainment
• Experience selling and managing teams selling software and SaaS product/solutions to B2B companies.
• Experience with inbound and outbound prospecting, understanding both proven and emerging tactics for each type
• Experience managing Account Development representatives, focused on strategic accounts
• Experience in HCM/HRIS space preferred
• Strong knowledge of sales methodology
• Strong process orientation and data analysis experience
• Knowledge of the marketing and sales technology stack, especially applications used by revenue development team
• Experience setting up successful operating models across Marketing, Sales and RDRs
• Experience implementing and driving the adoption of technology to increase the productivity of RDRs
• Deep understanding of go-to-market process and the handoffs from marketing to RDRs to sales
• Track record of success meeting monthly/quarterly targets, and a high drive for achievement
• Experience building best practices and operational guidelines for business development, inside sales, or field sales groups.
• Expertise in data analysis to derive insights from metrics and identify areas for improvement.
• Exceptional leadership and team-building abilities.
• Strong analytical skills with the ability to interpret complex data sets both quantitatively and qualitatively.
• Excellent communication skills for effective collaboration across departments and teams.
• Proficient in developing training programs and playbooks to enhance team capabilities and standard operations.

What's in it for you

Dayforce is fueled by the diversity of our talented employees. We are an equal opportunity employer and consider and embrace ALL individuals and what makes them unique. We believe our employees should be happy and healthy, with peace of mind and a sense of fulfillment.

We encourage individuals to apply based on their passions.

Dayforce encourages personal and professional growth. We offer excellent time away from work programs, comprehensive wellness initiatives and recognition through competitive pay and benefits.

With a commitment to community impact, including volunteer days and our charity, Dayforce Cares we provide opportunities for you to thrive both in your career and personal life. Our focus is not just on your job but on supporting you to be the best version of yourself.

About the Salary Ranges

Please note that the salary range mentioned in this job description should serve simply as a guide. The final compensation offered may vary based on a variety of factors, including bonuses and/or incentives, or a candidate's experience, skills, budget and location. Our company is committed to providing a fair, equitable, and competitive package that reflects the value an individual brings to the organization.

Fraudulent Recruiting

Beware of fraudulent recruiting. Legitimate Dayforce contacts will use an @dayforce.com or @Ceridian.com email address. We do not request money, checks, equipment orders, or sensitive personal data during the recruitment process. If you have been asked for any of the above, or believe you have been contacted by someone posing as a Dayforce employee, please refer to our fraudulent recruiting statement found here: https://www.dayforce.com/be-aware-of-recruiting-fraud