Sprout Social, Inc.

SDR Manager

Marco Santa Maria | Sales & Consulting

I have been a Mentor for several TALENTED and HUNGRY sales professionals, helping them to develop the right mindset to achieve both their personal and professional goals.  My Mentorship is unpaid but intensive, and focus on the areas of skill development, career advice, problem-solving, and mental health management.

Sales Mentor

I coach SDRs who are brand new to the game, and help them understand the expectations getting into the role.  Whether you are a fresh grad, or transitioning careers, let's chat about how to land your first SDR role, then level you up to become a top performer at your company!

SDR Career Advisor & Interview Coach

I work with organizations looking to build and improve their outbound sales development function.  If you are struggling to see the growth you need from your sales development team, or looking to start building out the function domestically or internationally, contact me to schedule a discussion.

Sales Development Leadership Consultant & SDR Coach

TerraCycle

Sales Representative

Varonis

Having been promoted from an Inside Sales Development Team Leader position, I now oversee the Sales & Business Development activities for the entire UK and Ireland.

Inside Sales Development Manager

Having worked my way up from a Sales Development position, I now currently oversee the numerous activities and metrics of a team of 14 Inside Sales Development Reps supporting the West Coast of North America.  My goal is to ensure the quality of their delivery as well as taking on all of the necessary behaviors for them to meet and exceed their business quotas and personal goals.  I pride myself on leading by example and providing new members with the correct tools and support structure to succeed in the position.

Inside Sales Development Team Leader

Varonis is the foremost innovator and solution provider of comprehensive, actionable data governance solutions for unstructured and semi-structured data with over 4500 installations spanning leading firms in financial services, government, healthcare, energy, media, education, manufacturing and technology worldwide. Based on patented technology, Varonis' solutions give organizations total visibility and control over their data, ensuring that only the right users have access to the right data at all times.

Here at Varonis, I help organizations manage and protect their unstructured and semi structured data—the documents, spreadsheets, presentations, media files and other business data in file servers, NAS devices, SharePoint and Exchange.

Territory Sales Development Representative

SThree

Coming from Real Staffing, the Pharmaceutical recruiting division of SThree, I helped to start the new aggressive initiative of supporting recruitment for Bloomberg within the Banking & Finance division.  As a recruiter, I was responsible for identifying top talent in Software & Application Development for employment at Bloomberg.  The various professionals I worked with were specialists in the areas of C++, C# .Net, Java, RoR, Python, etc.

Recruitment Consultant (Huxley) - Financial Software & Application Development

I am a specialist recruiter in our Pharmaceutical Division, specializing in the placement of Bioinformatics professionals.

Real Staffing is an international recruitment company, operating across the UK, mainland Europe and North America.

Recognizing talent, and identifying opportunity, we offer our clients and candidates:
-The best local and international talent for senior positions 
-Exceptional job opportunities for talented professionals 
-A quality service in each and every placement 
-Specialist sector knowledge and market expertise from our global teams of consultants 
-Access to our exclusive networks
-Online recruitment services available at your convenience.

Recruitment Consultant (Real Staffing) - Bioinformatics & Genomics

JPMorgan Chase

Personal Banker holding Series 6, 63, and Life Insurance licenses.

Open, manage, and service personal banking accounts.
Financial advising on retirement and investment goals.
Help clients find opportunities for mortgage and refinance options

Licensed Personal Banker

PARS International

Worked as third-party reprint management firm for top publications including:
The New York Times
The Boston Globe
Washington Post
Newsweek
Etc

Help clients with marketing and investor relations services focused on positive press from various media sources

NewsGroup Sales

At 16 years old, I was the guy calling your house while you were having dinner, asking if you needed a quote on a new roof or new windows.

Today, I lead a team of rockstar SDRs helping to develop and adapt processes that work for them and make them successful.

Hit that 'FOLLOW' button for regular content around sales, humor, and general daily life.

Want to do a coffee chat?  Hit me up!

As a millennial leader, I didn't realize that working with Gen Z reps was going to be a daily language exam ... that I didn't study for 😅 

When I celebrate a win or give positive feedback on Slack, I get a response of "SLAYYYYY"

5 ys!
oozing  with confidence

Do I "slay" back?
Add an emoji?
How many ys is enough? Or too little?

So what do I do? 

I "SLAY" right back at 'em ‼️ with sparkle emojis ✨ ... (ok maybe not the sparkles)

With no shame, and no regret.

And they love it. Which means I have to keep doing it.

But it's taught me a few things about Gen Z.

They don't want perfect.
They want REAL.
They want me in the mix even if I'm slightly embarrassed in the process.

So yeah, I might be a millennial trying to keep up, but if tossing a quick "slayyyyy" into our team channel keeps the room light and connected?

Then slay it is ....
Ys and all 🤷‍♂️

Marco Santa Maria

I have spent the last decade of my 18-year Sales career in the B2B Tech industry.  I started in the trenches as a Sales Development Rep, building up my foundational skills of prospecting, relationship building, and discovery.  

I worked my way up to a Sales Development Leadership position where I built, scaled, managed, and coached SDR Team Leads and SDR teams across the USA, UK, and Ireland. 

As a Sales Development Leadership Consultant, my aim is to help your B2B company achieve wider brand recognition through the use of Sales Development teams. 

Areas I can help with:
- Fractional Sales Leadership
- Recruitment/Interviewing/Hiring Strategy
- SDR team Training and Development
- SDR Management Coaching 

If you are looking to build or overhaul your B2B outbound function, or if you’re thinking of expanding your sales development operations globally, get in touch to discuss. 

Get your Sales Development function the focus it deserves.  

Contact me to learn more. 
contact@marcosantamaria.info

*I no longer offer monthly 1:1 SDR coaching, but still have availability for one-off sessions.

Sales Development Leader, Coach, & Mentor ⚡️ Mental Health + Mindset in Sales ⚡️ BDR Manager @ Sprout Social🌱

Lately it feels like life keeps throwing curveballs. 

And keeping my head in the game at work gets difficult when something outside always feels like it pulls me away. 

I show up to meetings, answer all the messages, but deep down I’m really just trying to hold it together. 

The personal stuff never waits for work to calm down. 

And work stufff never waits for the personal stuff to clear away. 

And that’s when leadership feels the heaviest. 

Because my team still needs my energy. My calm. My clarity. 

But luckily I work with awesome people that don’t need me to pretend everything’s fine to lead well. 

Over the years I’ve learned that I just have to stay real. 

Continue owning what’s hard. 

Keep moving through it. 

And lean on the people who remind me that we’re human before anything else. 

The balance isn’t perfect. And it never will be. 

But maybe it’s not supposed to be. 

Life, work, and all the mess in between are all part of the same story. 

And we’re all still learning how to write. ✍️

I have a weird 'ritual' at the end of the month.

While BDRs are usually sprinting to get to the finish line, I look for ways to slow them down.

But I don't mean slow them down to get in their way.

I mean slow them down to ground them.  To center them.

Because they're not looking for motivation, or hype.  (And especially not looking for the pressure)

They're looking for a calm and collected way to finish the month.

Over the years, I've learned that a centered team performs better than a stressed one.

On your next 1:1 instead of pushing to find out where the next opp is coming from, invite them to do a very quick and controlled breathing exercise with you.

In 20 mins they'll be performing at an optimal pace.

They don't need a hero in the sprint.  

They need someone who will keep them calm to run their best race.

If you're a manager, try it.

Slow down with your team for 10 secs.

Watch them run. 🏃‍♂️‍➡️

The Knicks shot 54% from the free throw line last night 🤮 

Luckily, they still won 😅 

I swear every missed free throw felt like a personal attack.

While I was sitting on the couch trying to relax after a long day, they were treating these shots like optional homework assignments.

Even Yoda (my pup) looked at me like he could make these shots (and he can't even hold a basketball).

BUT, if the Knicks can shoot a horrendous 54% from the line and still find a way to win ...

Then you and I can survive whatever chaos comes at us today.

Missed shots, missed opportunities, tough calls, rejection emails, WHATEVER

Just reset, breathe, and take your next shot.

But preferably with a slightly better percentage 😜

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