Manager, Sales Development

About the role

As a Manager, Sales Development (SDR/BDR), you will drive revenue for the company by building, leading, and developing a team of sales development professionals (SDRs and BDRs) to ensure successful pipeline attainment, relationship development, and the delivery of superior product knowledge. The Sales Development team engages daily with prospective Users to identify the value of ShipStation for their business and convert interest into Sales Accepted Leads (SALs) and Sales Qualified Opportunities (SQOs) for the Account Executive team.

This position is hybrid (3 days per week in office) and is located in Austin, Texas.

Travel: 5 – 10% travel required annually — estimated at approximately one field trip per quarter.

Sales Perks: 

• 🌴 Fully Paid Annual International President's Club Trip (Auctane Employee Plus One)
• 🌐 Fun Annual Global Revenue Kick Off Week at HQ in Austin, TX 
• 🤝 Auctane Roof Top Happy Hours

About the team

The Sales Development (SDR/BDR) team is responsible for building the pipeline that drives new User account acquisition, shipment volumes, and subscription revenue for ShipStation through both inbound and outbound prospecting.

What will you be doing?

1. Staff Management of the Sales Development Team
• Directs the daily activities and direction of the Sales Development Team of 4 or more individuals (SDRs, BDRs, and Team Leads)
• Conducts weekly 1 on 1 meetings with all employees on the team
• Ensures strong collaborative team work across the sales development organization
2. Achieving Pipeline Growth and hitting sales development targets
• Designs and executes a strategic outbound and inbound sales development plan
• Sets and manages quotas for Sales Accepted Leads (SALs) and Sales Qualified Opportunities (SQOs)
• Directs the team to hit monthly SAL and SQO targets and pipeline sourced
• Tracks and delivers accurate forecasting on a weekly, quarterly, and annual basis
• Assists in the recruiting of sales development team members
3. Coaching of staff
• Ensures the staff continues to learn and develop their prospecting, discovery, and objection-handling skills
• Provides weekly 1:1 training and builds coaching plans focused on pipeline attainment, relationship development, and the delivery of superior product knowledge
• Continues to give and receive feedback and improve on team sales development processes
• Analyzes team call activity to identify opportunities for improvement
• Assists in the designing of sales trainings, including sales methodology such as MEDDPICC
4. Maintains Knowledge of ShipStation
• Serves as a daily point of contact for technical questions
• Maintains expert-level knowledge on the features and business application of the company's product line, including upgrades, new functions, and new partner integrations
5. Cross-Functional Partnerships
• Partner with Marketing and Product Marketing to align lead flow, campaign strategy, and consistent value messaging
• Collaborate with Revenue Operations (Rev Ops) on reporting, forecasting, tooling, and data hygiene
• Align with Sales / Account Executive leadership on lead handoff, SLAs, and feedback loops between the SDR/BDR and AE teams
• Work with People / Talent on hiring, compensation design, and career-path communication
• Coordinate with Customer Success and Finance on capacity planning and go-to-market strategy
• Develop cross-functional relationships and drive sales needs within other departments
• Manage Sales team relationships and strategy with key channel partners such as the USPS
6. Additional Management Responsibilities
• Performance Management: setting and managing goals, on-going coaching, corrective action, annual reviews, rewards/recognition, and team/individual development
• Governance: ensuring compliance to company policy/practice (e.g. attendance, behavior, workplace attire) and employment law (e.g. time keeping, anti-harassment and diversity)
• Culture Ambassador: proactively demonstrate and cultivate a culture of cooperative collaboration, strong work ethic, solutions-orientation, quality focus, results-orientation, relaxed/enjoyable atmosphere, team- and individual-celebration, and company/product pride
• Build and maintain a positive culture that inspires a sense of urgency, continuous learning, and a strong sense of individual and team accountability
• Perform other related duties as requested

How Success is Measured:

• Sales Accepted Leads (SALs) and Sales Qualified Opportunities (SQOs) vs. goal
• Qualified meetings booked and pipeline sourced by the SDR/BDR team
• Pipeline and subscription revenue influenced by the team
• SDR/BDR quota attainment and ramp time for new hires
• Team retention, internal promotion rate, and time-to-promotion into Account Executive roles
• Lead response time, activity volume, and funnel conversion rates by stage

What are we looking for?

• Bachelor's degree or equivalent work experience
• At least Five (5) years' sales development or sales experience preferred
• A minimum of Two (2) years' sales team management/supervising experience
• Two or more (2+) years' experience in a client-facing role
• Results-driven with experience influencing people across functions and managing teams within a large organization
• Sales development expertise and knowledge of fulfillment processes
• Excellent written & verbal communication and presentation skills among a variety of audiences
• Strong negotiation and closing skills
• Strong ability to build valued business relationships
• Strong leadership, conflict management, and composure
• Proven ability to collect and analyze call analytics and recommend solutions based on identified trends
• Organized, detail oriented, and ability to manage multiple priorities
• Familiarity with sales methodology and coaching frameworks such as MEDDPICC
• Planning & organization; self-starting and self-motivating; capable of motivating others; able to deliver results under pressure and tight deadlines
• Creativity and delivering actionable results; ability to succeed in a collaborative, fast-paced environment

 

Team Member Success Factors — To succeed at the company, each team member must demonstrate the following:

• Communication - Speaks clearly and persuasively; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings; Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.
• Solution-Focused - Views a problem or challenge as an opportunity for learning; actively searches for solutions using all available resources.
• Teamwork - Balances team and individual responsibilities; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed.

What will make you stand out?

• Experience in eCommerce, logistics/shipping, or SaaS
• Experience building or scaling a sales development (SDR/BDR) function
• Familiarity with sales methodology such as MEDDPICC
• Experience with sales engagement platforms (e.g., Outreach, Salesloft)

The Tech

• Salesforce.com and CRM proficiency (required)
• Sales engagement platforms (e.g., Outreach, Salesloft)
• ShipStation software a plus

What do we offer?

• 🏠 We are a hybrid company. All team members at Auctane in Austin come into the office Tuesdays, Wednesdays and Thursdays.
• 🛬Take the reins of your time off with our Flex Time Off policy – because work-life balance should always be in your hands!
• 🌅 We offer 12 paid holidays for all of our US employees!
• 💰401k employer matching program – because your future deserves a friendly boost!
• ⭐️We conduct annual merit reviews to recognize and reward your hard work and achievements.
• 🏟️ Company events, we work hard, play hard! We do our best every day, even at our regular team-building events.
• 🏢 Attractive office space in the heart of central Austin, Texas (free drinks, snacks…).
• 🍽Indulge in weekly catered lunches at our office – a delicious perk to fuel your work.
• 🏐 Health and Wellness: The well-being of our team is super important to us. Choose from different options that include medical, dental, and vision plans. 
• 🏋🏾‍♀️Fitness center in the office with Tonal Mirrors, Pelotons, free weights, etc.
• 🧠Employee Assistance Program. We offer up to 8 free mental health sessions. 
• 💪🏽We offer gym discounts to help you stay fit and healthy!
• 📚We offer education reimbursement to all employees, ensuring that you can pursue your educational goals while excelling in your career with us. Invest in your future and let us support your growth every step of the way. 
• 🔗 Employee Referral Program! We reward employees helping us find top talent!
• 💜 An inclusive, casual and upbeat work environment. The personality and opinions of each of our team members are important and valid; we aim to offer all employees a safe environment where they can be themselves and thrive.

Additional Position Duties: (The following is a list of what all employees, except those with medical accommodation, may be regularly required to do.)

• Sit for prolonged periods of time
• Utilize wrist and hands for a prolonged period of time
• Walk short distances
• Stand for short periods
• Speaking and conversing with others
• Lift up to 25lbs without assistance up to chest height

Equal Opportunity Employer/Veterans/Disabled

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