Expansion Sales Development Manager (SaaS)

TL;DR

Expansion Sales Development Manager (SaaS): Leading outbound expansion teams for TMS and Payments products with an accent on pipeline growth and SDR coaching. Focus on building the Payments outbound motion from the ground up, optimizing conversion funnels, and establishing a high-accountability coaching culture.

Location: US Remote. Travel is an expected part of the role for team and company-wide offsites.

Company

An all-in-one, cloud-based platform designed to help auto repair shops optimize their operations and grow sustainably.

What you will do

• Own CQO and closed-won pipeline targets for TMS and Payments outbound teams.
• Build a coaching culture through individualized development plans, weekly 1:1s, and structured call reviews.
• Develop the Payments outbound motion and playbook from the ground up.
• Manage the full talent lifecycle, including hiring and onboarding coachable and competitive SDRs.
• Maintain Salesforce hygiene and collaborate cross-functionally with Product, Marketing, and AE leadership.
• Experiment with and document new outreach sequences and messaging angles to scale repeatable training.

Requirements

• 2+ years of experience managing outbound SDR or BDR teams in a B2B SaaS environment.
• Proven track record of owning and hitting a quota, with the ability to replicate success through others.
• Proficiency in Salesforce and Outreach is required.
• Experience managing multiple product motions or segments simultaneously.
• Ability to manage distributed remote teams and build connection and accountability.
• Strong data fluency and funnel analysis skills to identify and fix conversion leaks.

Nice to have

• Experience managing reps selling into SMB or independent business owners.
• History of building a coaching cadence from scratch rather than inheriting one.
• Experience working within a high-growth SaaS company where playbooks are still being written.

Culture & Benefits

• Remote work flexibility and a culture of ownership and transparency.
• Comprehensive health benefits, including 100% premium coverage for employees.
• 401(k) retirement plan with 100% employer match up to 6%.
• Generous Paid Time Off and paid maternity/parental bonding leave.
• Wellness stipend of up to $60/month and a $300 home office setup bonus after one year.
• Free confidential counseling through BetterHelp and support for continuing education.