Manager, Sales Development

Manager, Sales Development at Auctane leads a hybrid Austin team responsible for building pipeline through qualified lead handoff into Sales Accepted Leads (SALs) and Sales Qualified Opportunities (SQOs).

Responsibilities

• Direct daily activities and provide direction for the Sales Development Team of 4+ individuals (SDRs, BDRs, and Team Leads)
• Run weekly 1:1 meetings with team members
• Ensure strong cross-organization collaboration across Sales Development
• Design and execute a strategic outbound and inbound sales development plan
• Set and manage quotas for SALs and SQOs
• Lead the team to achieve monthly SAL and SQO targets and pipeline sourced
• Track and deliver accurate forecasting on weekly, quarterly, and annual timelines
• Support recruiting efforts for sales development team members
• Develop skills across prospecting, discovery, and objection handling through coaching and training
• Provide weekly 1:1 training and create coaching plans focused on:
  • Pipeline attainment
  • Relationship development
  • Superior product knowledge delivery
• Give and receive feedback to improve sales development processes
• Analyze team call activity and identify opportunities for improvement
• Help design sales trainings, including sales methodology such as MEDDPICC
• Serve as a daily point of contact for technical questions
• Maintain expert-level product knowledge across features, business application, upgrades, new functions, and new partner integrations
• Partner with Marketing and Product Marketing to align lead flow, campaign strategy, and value messaging
• Collaborate with Revenue Operations (Rev Ops) on reporting, forecasting, tooling, and data hygiene
• Coordinate with Sales / Account Executive leadership on lead handoff, SLAs, and feedback loops between 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
• Build cross-functional relationships and drive sales needs across other departments
• Manage relationships and strategy with key channel partners (example provided: USPS)
• Lead performance management: goal setting, ongoing coaching, corrective action, annual reviews, rewards/recognition, and development planning
• Support governance/compliance to company policy/practice (attendance, behavior, workplace attire) and employment law (time keeping, anti-harassment and diversity)
• Act as a Culture Ambassador by modeling and strengthening cooperative collaboration, solutions-orientation, quality and results focus, relaxed/enjoyable atmosphere, celebrations, and company/product pride
• Perform other related duties as requested

Requirements

• Bachelor’s degree or equivalent work experience
• 5+ years sales development or sales experience preferred
• 2+ years sales team management/supervising experience
• 2+ years 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 and verbal communication and presentation skills across different audiences
• Strong negotiation and closing skills
• 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 able to manage multiple priorities
• Familiarity with sales methodology and coaching frameworks such as MEDDPICC
• Planning and organization skills; self-starting and self-motivating; able to motivate others; able to deliver results under pressure and tight deadlines
• Creativity and delivery of actionable results; ability to succeed in a collaborative, fast-paced environment

Travel

• 5–10% travel required annually (estimated at approximately one field trip per quarter)

Technologies

• Salesforce.com (required)
• CRM (required)
• Outreach
• Salesloft
• ShipStation (plus)
• MEDDPICC

Benefits

• 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
• Flex Time Off policy
• 12 paid holidays for US employees
• 401k employer matching program
• Annual merit reviews
• Company events
• Attractive office space in central Austin, TX (free drinks, snacks)
• Weekly catered lunches
• Health and Wellness options: medical, dental, and vision plans
• Fitness center in the office (Tonal Mirrors, Pelotons, free weights, etc.)
• Employee Assistance Program (up to 8 free mental health sessions)
• Gym discounts
• Education reimbursement to all employees
• Employee Referral Program

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 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)

Work Location / Schedule

• Hybrid role in Austin, TX
• In-office days: Tuesdays, Wednesdays, and Thursdays

Physical Requirements

• Sitting 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 25 lbs without assistance up to chest height

Company Values

• Win as One
• Delight Customers
• Deliver Great Outcomes