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? 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 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 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 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 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 o…