Manager, Sales Development Representatives (SDRs) Interview Guide for Blend

If you’re preparing for an interview for the Manager, Sales Development Representatives (SDRs) position at Blend, here’s a detailed guide based on feedback and real-world experiences from candidates who have gone through the interview process. This guide includes insights into each stage of the interview, what types of questions to expect, and practical tips to help you succeed.

Role Overview

The Manager, Sales Development Representatives (SDRs) at Blend is responsible for leading a team of SDRs who are responsible for generating qualified sales leads and initiating contact with potential enterprise clients. You’ll oversee the SDR team’s performance, coaching, and growth, ensuring that they effectively contribute to the company’s sales pipeline. The role also involves collaborating closely with sales, marketing, and other internal teams to ensure alignment and maximize lead generation.

Key Responsibilities:

• Team Leadership and Development: Manage, coach, and mentor a team of SDRs to improve performance, achieve quotas, and grow professionally.
• Sales Strategy Execution: Work closely with the sales team to implement lead generation strategies and ensure SDRs are targeting the right accounts and verticals.
• Performance Monitoring: Track SDR metrics such as lead volume, conversion rates, and meeting setting, ensuring the team hits its KPIs.
• Collaboration with Marketing: Collaborate with the marketing team to refine messaging, identify high-potential leads, and optimize SDR outreach efforts.
• Reporting and Forecasting: Provide regular reports on team performance, lead generation progress, and identify areas for improvement.

Interview Process

The interview process for the Manager, SDRs position at Blend generally follows a multi-step structure to assess your leadership capabilities, sales expertise, and cultural fit. Here’s a breakdown of each stage:

1. Initial Screening (Phone Interview with Recruiter)

The first step is typically a phone interview with a recruiter. They will assess your interest in the role, your background in sales, and your leadership experience.

Common Questions:

• “Tell me about your experience managing or mentoring sales development teams.”
• “Why are you interested in working for Blend?”
• “How do you approach coaching SDRs to improve performance?”
• “What has been your experience with setting SDR goals and tracking their progress?”
• “Can you share an example of a time when you helped a sales team improve their performance?”

The recruiter will also provide a high-level overview of the role, compensation, and Blend’s culture.

2. Sales Leadership Interview

This round typically involves an interview with a sales leader or hiring manager. You’ll be asked about your leadership style, your experience managing SDR teams, and how you approach lead generation strategies.

Common Questions:

• “How do you develop and implement sales development strategies for your team?”
• “What steps do you take when an SDR isn’t meeting their performance goals?”
• “Can you describe your experience with aligning SDR efforts with broader sales and marketing goals?”
• “Tell me about a time when you had to turn around underperformance in your SDR team. What actions did you take?”
• “How do you motivate your SDR team to maintain enthusiasm, especially in a high-pressure environment?”

What to Prepare:

• Be ready to discuss specific examples of how you’ve led SDR teams in the past, including your methods for motivating the team and overcoming challenges.
• Have examples of how you’ve worked cross-functionally with sales, marketing, or other teams to drive success in lead generation.
• Demonstrate your ability to develop strategies that align with the company’s goals while ensuring the team remains focused and high-performing.

3. Case Study or Role-Playing Exercise

In this round, you may be asked to participate in a case study or role-playing exercise designed to assess your ability to manage SDR operations. You might be asked to walk through a scenario where you need to provide a strategy or solution to a team challenge.

Example Scenarios:

• “Your SDR team is underperforming in terms of meetings set with qualified leads. What changes would you implement to turn things around?”
• “You notice that your SDRs are struggling to engage prospects from a particular vertical. How would you adjust your approach to improve results?”
• “Imagine you have to present a new sales strategy to your SDR team. How would you communicate it to get buy-in from your team?”

What to Focus On:

• Think about how you would identify the root causes of an SDR team’s performance issues and how to address them (e.g., training, tools, motivation).
• Showcase your ability to communicate complex ideas in simple terms and ensure your team understands the rationale behind any changes.
• Emphasize how you would leverage data and analytics to improve team performance, such as tracking KPIs and adjusting outreach strategies based on performance.

4. Behavioral Interview (Cultural Fit and Problem-Solving)

This interview focuses on your ability to fit into Blend’s culture and work collaboratively with other departments. Expect questions that assess your problem-solving, leadership, and communication skills.

Common Questions:

• “Tell me about a time when you had to manage conflict within your sales development team. How did you handle it?”
• “Describe a situation where you worked closely with other teams (e.g., Marketing, Sales, Customer Success) to improve the lead generation process.”
• “How do you handle the pressure of meeting monthly or quarterly sales goals while maintaining team morale?”
• “Tell me about a time when you had to deal with a difficult employee on your team. How did you address the situation?”

What to Focus On:

• Blend values collaboration, transparency, and innovation, so emphasize your ability to work effectively with various teams and navigate challenges.
• Provide examples of how you’ve dealt with conflicts, managed difficult situations, and fostered a positive, productive environment for your team.

5. Final Interview with Senior Leadership

The final round often involves a conversation with senior leadership, such as the VP of Sales or the Head of Sales Development. This interview assesses your strategic vision, leadership potential, and alignment with Blend’s long-term goals.

Common Questions:

• “How would you scale the SDR team to support Blend’s growth as the company expands?”
• “What do you see as the biggest challenges in sales development for the fintech industry, and how would you address them?”
• “How do you measure success in an SDR team, and what KPIs do you focus on?”
• “What excites you about Blend’s mission, and how do you see yourself contributing to that vision?”

What to Focus On:

• Discuss your vision for scaling the SDR team and aligning their goals with Blend’s growth trajectory.
• Highlight how you plan to adapt SDR strategies in response to industry trends or changes in the sales landscape.
• Make sure to align your answers with Blend’s mission of transforming the financial services industry with innovative technology.

What to Expect in the Role

As the Manager, Sales Development Representatives, you will be responsible for:

• Managing SDR Team Performance: Overseeing the day-to-day activities of the SDR team, ensuring they are meeting their goals for lead generation, qualification, and meeting set-ups.
• Coaching and Mentoring: Providing regular coaching and feedback to SDRs to improve their skills and drive performance.
• Collaborating with Sales and Marketing: Working closely with sales leadership and marketing teams to ensure the SDR team is targeting the right accounts and generating high-quality leads.
• Reporting and Analytics: Tracking team performance, generating reports on key metrics, and providing insights to leadership about how to optimize the lead generation process.
• Driving Revenue Growth: Ensuring the SDR team’s efforts directly contribute to the pipeline and revenue growth by generating qualified leads for the sales team.

Tips for Success

• Focus on Leadership and Coaching: Blend places a strong emphasis on team development. Be prepared to discuss specific coaching strategies you’ve used to help SDRs improve their performance.
• Understand the Sales Development Lifecycle: Be familiar with the SDR process—from lead generation and qualification to passing off leads to Account Executives. Know how to optimize each step of the sales funnel.
• Leverage Data and Metrics: Showcase your ability to use data to drive decision-making. Understand key SDR metrics (e.g., calls made, emails sent, meetings booked) and how to optimize these KPIs.
• Emphasize Collaboration: Blend values collaboration across teams. Be prepared to discuss your experience working cross-functionally with sales, marketing, and customer success.
• Prepare for Role-Play and Case Studies: Practice answering role-play questions where you must address team challenges or optimize lead generation strategies.