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 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
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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