As the leading AI-powered cloud communications platform, Dialpad is on a mission to prove that employees don’t need to be in the office, stuck at a desk, or wearing pants to be 110% effective at their job. Our patented Voice Intelligence is embedded in every call to capture action items, provide coaching, take notes, analyze sentiment, and more in real time—setting us apart from the competition.

Essentially, our products make it easy to have productive business communication over calls, video conferencing, and chat from anywhere and on any device. With 90% of businesses still using desk phones for their contact centers, sales teams, and internal communication, we have a massive opportunity to grow and shape the future of work.

Who we are

At Dialpad, work isn’t a place you go, it's a thing you do. We don’t just build products for everywhere workers, we are everywhere workers. With offices in the Bay Area, Austin, Raleigh, Vancouver, Waterloo, Tokyo, London, Sydney, and Bangalore, along with remote workers around the world, we are committed to building a diverse workforce, where each person is welcomed and valued for their personhood and contribution.

With a $1.2 billion valuation and over $250 million in funding from Google Ventures, Andreessen Horowitz, OMERS Growth Equity, ICONIQ Capital, Felicis Ventures, Work-Bench, Scale Ventures, and other top VCs, Dialpad attracts top talent from leading tech companies, and every member of our team plays an essential role in creating dynamic products that enable workers to collaborate and be productive from anywhere.

The team

You will contribute to our global Sales team by acquiring new customers, uncovering market opportunities, and getting the market talking about Dialpad! The global Sales team is made up of Sales Development, Channel, Enablement, SMB, MidMarket, and Enterprise teams—all teeming with unbridled passion and grit. Our reps help businesses solve complex, communications problems felt by everyone around the world.

Our Mid-Market Sales managers are the top people in the company in this function. As your Director I will serve as a mentor that can 1) give you transparency into my role if you plan to advance your career in leadership, 2) change your role to help increase the scope of responsibility/influence if you are performing and that is your goal, 3) create an environment where you can perform and be fulfilled. 

What you will achieve

You will become a strong vocal advocate for your reps’ success,  resource your team, empower your team to make an impact without friction, remove any blockers to team success, lead and foster collaboration amongst the team to align on a strategy that maximizes our impact in the market.

In your first 90 days: 

  • Expectation setting
    • Help reps understand their role and responsibilities
    • Deliver our Performance Guidelines
  • Meeting Engagement and Contribution
    • Shadow Team Meetings, Deal Strategy Sessions, Coaching Sessions
    • Weekly Sales Leadership meetings: 
      • Be engaged, keep up with the pace of the discussion, work to grasp the nuances, and participate actively 
      • Proactively identify new opportunities that propel the business forward - this is time for you to own the overall company strategy  It’s not enough to just wear your functional hat in strategy discussions. This is a time for you to take off your functional hat and own the overall company strategy
    • Biweekly Sales Team Coaching: 
      • Embrace a coaching/teaching mindset aka ‘an enjoyment for teaching and coaching improvement”, comprehending performance levels and shortfalls without the ability to coach improvement isn’t a huge help in a direct manager. 
      • Deliver feedback candidly and frequently to your team 
      • Convey conveying nuanced and complex concepts in simple ways
  • Methodology Training
  • Forecasting: Pipeline Inspection
    • Review opportunities: Where would you focus on this deal? What questions would you ask the rep?
      • Where would you focus on this deal? What questions would you ask the rep?
  • Metricality 
    • AE success is largely about metrics and analytics. It helps management “see the future”, the manager is better equipped to scale and identify areas where reps need more coaching.

  • Process Building 
    • Ensure the team recognizes the difference between metricality and actually building a process to capture the metrics, and can demonstrate both 
    • Help your team become more structured, considering ways to accomplish things at scale
    • Begin supporting your AEs in the field (in front of customers) once you’ve learned the product/space, your team, resources (SFDC, Highspot, Clari, and Domo), and the processes for success 
  • Interviewing and Onboarding New Reps
    • Interviewing
      • Assessing if candidates possess/add value to our team in regards to:
        • Our culture & values
        • Relevant Experience
        • Ability to elevate our talent level
        • Coachability
        • Consistent Performer
        • Career Pathing

Typical work week for Managers and Account Executives: 

Manager Work Week: 

Focus Areas

Activities

Hrs/week 

1on1s / team meetings

1 hr session with each AE + 30 min of prep each
1 hr weekly team sync

10

Call Assistance

Getting on live calls with your AEs and helping them win deals

2-3 calls per day

8 

Coaching

Providing team and individual coaching environments: 

Mock pitches, batting cages, written call feedback, etc

5

Pipeline Management

Researching your business, optimizing sales process/strategy,    AE performance analysis, identifying opportunities/risks

4

Personal Development

Working with your director and other stakeholders on ways to develop and uplevel your skills as a leader

2

Admin

Expense reports, internal dept meetings (HR, marketing, ops, etc)

3

Personal

Lunch, breaks, bio breaks, texting the SO

8
   

40

 

Who you are:

You bring your authentic self to work each day and embrace your unique qualities, traits, and skills that make you who you are. You lead from confident humility and extend patience and empathy to others. You are excited to utilize metrics and methodology to manage your team effectively and achieve success as a collective. You appreciate structure and operate in accordance with standard processes and procedures to streamline workflows and increase productivity. You communicate with transparency and believe in honest communication.

  • You’re human: 
    • You help others get to know you on a personal level 
    • You demonstrate to others that you care about them and their individual success and development 
  • You’re team-oriented:
    • You ask questions to comprehend other’s human side - including their personal motivators and goals
    • You ask questions, uncover problems, devise plans, and enlist support
    • You get buy-in from others, building trust using constructive techniques 
  • You’re an effective communicator:
    • You communicate frequently and consistently
    • You do not shy away from difficult topics
    • You value direct candor and respect 
    • You provide context to help others grasp the logic behind your ideas

Benefits

Culture

We’ve been named a Top Workplace seven times because we truly live and breathe our culture. In alignment with one of our core values, “Skill & Will,” we strive to bring on only the most passionate and talented people to our team. Collectively, Dialers work together to solve problems that help the everyday worker. We foster a collaborative environment where people are elevated, wins are celebrated, and development is encouraged. 

Compensation and Equity

Teamwork makes the dream work. Recognizing that our talented and committed team members drive our success, Dialpad offers competitive salaries in addition to stock options because each Dialer participates in our success.

Healthcare and Wellness

An apple a day keeps the doctor away—and it doesn’t hurt that we offer great options for  medical, dental, and vision plans for all employees. In addition, we offer resources for you through our Employee Assistance Program. We even offer a monthly stipend to help cover your gym membership costs and offer a variety of wellness events to attend. Who wants to join a fitness class, a zen session, or a cooking class? That and more are available to all Dialpad employees!

Equity, Balance, and Belonging

At Dialpad, we value the humanity that makes each of us unique. We strive to ensure everyone is supported equitably, and Dialers are free to bring their full selves to work each day, and celebrate others doing the same. We champion the intersectionality that exists between gender identity, ethnicity, age, disability status, and the many other aspects of our greater humanity.

Flexible Work Accommodations  

These days, it’s business as unusual. That’s why we offer a monthly stipend to help cover your cell phone and home internet. We also cover costs for home office equipment and encourage employees to take advantage of our generous time off and vacation policy. 

Education

We believe in your future as much as you do! That's why we offer a yearly stipend for continued learning and education expenses.

Dialpad is an equal opportunity employer. We are dedicated to creating a community of inclusion and an environment free from discrimination or harassment.

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