Expansion Sales Development Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the pipeline and quota across various product motions. You will be fully accountable for CQO and closed-won pipeline targets for TMS (4 reps) and Payments (3 reps), driving activity, conversion, and quota achievement.

• Become the coach that your team will remember for years. Foster a coaching culture based on personalized development plans, weekly one-on-ones, structured call reviews, and regular feedback loops. Guide your SDRs away from scripts towards authentic discovery, objection handling, and consultative outreach.

• Establish and uphold daily activity standards. Clearly communicate expectations and utilize data to identify gaps early, coaching for conversion and differentiating between activity issues and conversion challenges.

• Develop the Payments motion from its inception. With the Payments SDR team being just three months old, you will help define what excellence looks like, validate the model, and create the playbook prior to scaling.

• Recruit top talent and facilitate rapid onboarding. Oversee the entire talent lifecycle by hiring and onboarding SDRs who are coachable, competitive, and share our values. Create onboarding processes that accelerate reps to reach quota with each iteration.

• Ensure Salesforce data integrity and the accuracy of GTM reporting. Maintain clean, reliable data across both tracks so that leadership can always have a transparent view of pipeline health and representative performance.

• Collaborate cross-functionally across product lines. Work in alignment with Inbound, AEs, Product, and Marketing on TMS and Payments motions to guarantee proper lead routing, sharp messaging, and high-quality SDR handoffs to AEs.

• Innovate like a scientist and document like an operator. In a hypergrowth environment, playbooks can become outdated quickly. Consistently test new sequences, messaging strategies, and outreach methods, then transform successful approaches into structured, repeatable training that can be scaled across the team.

• Engage in the broader revenue leadership discussions. Share insights from your experiences—what's working, what’s failing, and what the data reveals—so that we become more intelligent as an organization, not just quicker.

⛳️ Requirements

• A minimum of 2 years managing outbound SDR or BDR teams within a B2B SaaS setting. You have achieved targets, understand what excellence entails because you’ve experienced it firsthand, and can replicate success through others.

• A coaching-first, question-based management style. You nurture representatives by asking rather than instructing. You provide direct, actionable feedback, follow up, and assess its impact.

• Strong data literacy and funnel analysis capabilities. You are proficient with spreadsheets, fluent in CRM reporting, and adept at building metrics frameworks to lead based on facts. You can analyze a funnel, identify leaks, and devise a plan to address them. Proficiency in Salesforce and Outreach is required.

• Extensive outbound expertise. You possess the knowledge to create sequences, test messaging, and develop playbooks that are effective in real-world scenarios.

• Experience managing multiple product motions or market segments simultaneously. You are capable of switching contexts between different buyer types and product lines without sacrificing accountability.

• High tolerance for ambiguity. As the Payments motion is still in its early stages, you will play a key role in defining success. You thrive in a fast-paced, ever-evolving environment.

• Experience in remote management, with the ability to foster connection, culture, and accountability among distributed teams.

• Strong cross-functional instincts. You excel at building trust with marketing, operations, and AE leadership, and know how to advocate for your team while minimizing friction.

• A proactive mindset. You don’t wait for problems to be pointed out. You identify issues, take ownership, resolve them, and document your learning process.

🏝️ Benefits

• Enjoy the flexibility of remote work.

• Competitive base salaries that reflect your value.

• Generous Paid Time Off, because we recognize that you perform best when well-rested.

• Support for every life stage, including paid maternity, parental bonding, and medical leave for you or your loved ones.

• Comprehensive health benefits, encompassing Medical, Dental, Vision, and Prescription coverage. For employees only, we provide plans that cover 100% of premiums, with 50% coverage for family costs.

• Prioritize your mental health with free, confidential counseling through our partnership with BetterHelp.

• 401(k) Retirement Savings Plan featuring a 100% employer match on contributions up to 6%—ensuring your future self is taken care of.

• Flexible Spending Accounts (FSA) and Health Savings Accounts (HSA) to maximize your financial resources.

• Life and Accidental Death & Dismemberment (AD&D) Insurance for added peace of mind.

• Wellness on your terms: receive up to $60/month for fitness, mental health, or virtually anything that helps you feel your best.

• After one year of employment, enjoy a $300 home office setup bonus to enhance your workspace.

• Continue to grow with support for ongoing education—we are committed to your development.