Manager, Sales Development

 

About us

At Auctane, we are united by a passion to help businesses deliver — whatever their size, wherever they are, and however they operate. We make it possible for businesses to meet the ever-changing requirements of their industry and customer expectations. Auctane products enable hundreds of thousands of businesses to annually mail and ship billions of items — over $200 billion worth — to recipients around the globe.

The Auctane family of mailing and shipping software products includes ShipStation, Stamps.com, ShipStation API, Metapack, GlobalPost, and Packlink. Our partners include Amazon, UPS, USPS, eBay, BigCommerce, Shopify, WooCommerce, and Walmart.

Our values

Win as One. Delight Customers. Deliver Great Outcomes. 

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