Manager, Sales Development

About the role

Back Office, a Buyers Edge Platform SaaS solution, dismantles siloed restaurant technology systems, offering Accounting & Bookkeeping, Payroll, Food Cost Management, and AP Automation as a unified tech stack. Developed by restaurant owners for restaurant owners, Back Office goes beyond traditional software; it's backed by industry experts who guide operators to make faster, more informed business decisions surrounding revenue, cost of goods, labor, and compliance. Through a combination of continued education and user-friendly software, independent, multi-location, franchise, and enterprise restaurant groups gain actionable insights into their performance, empowering them to make data-based operational decisions! We are unable to offer work sponsorship for this role.

Responsibilities

• Team Leadership & Coaching
• Recruit, onboard, mentor, and retain a team of 4-6 high-performing Sales Development Representatives to hit and exceed pipeline targets.
• Provide high-impact 1:1 coaching, regular team training, role-playing sessions, and development conversations.
• Be a source of energy and accountability, fostering a culture of excellence, continuous improvement, and collaboration.
• Serve as a hands-on, scrappy mentor who enthusiastically looks forward to coaching and developing the team.
• Sales Development Strategy & Execution
• Design and execute sales development programs aligned with company GTM priorities and enterprise/SMB motions, working closely with Sales, Marketing, and Revenue Operations.
• Collaborate directly with the Marketing team to ensure alignment on goals and strategies, fostering synergies and working in tandem with broader outbound and/or account-based marketing (ABM) campaigns to maximize impact and lead generation.
• Plan and deliver creative, multi-channel lead generation tactics (email, phone, LinkedIn, account-based tactics) to meet and exceed team goals, balancing inbound lead follow-up with proactive outbound prospecting.
• Create, experiment, and implement new ways of engaging prospects to increase win rates and provide an exceptional customer experience.
• Partner with internal teams to execute sales strategy as we introduce enhancements to existing solutions and/or release new products.
• Pipeline & Performance Management
• Own team pipeline creation targets, including meetings booked, opportunities created, pipeline value, and conversion metrics.
• Oversee pipeline health, lead distribution, and sales processes to ensure consistent, qualified opportunity generation across the team.
• Track and manage performance against key metrics, including meetings booked, opportunities created, and pipeline generated. Analyze metrics, prioritize high-value opportunities, and course-correct quickly.
• Forecast and report on SDR-driven pipeline and activity; partner with Sales leadership to ensure alignment on goals and quota models.
• Process Optimization & Messaging
• Continuously improve processes, including lead follow-up, prospecting workflows, outreach effectiveness, qualification criteria, lead routing rules, and outreach cadences to maximize conversion rates and speed-to-contact.
• Help build and refine outbound messaging that resonates with our ICP. Develop and maintain best practices, pitches, and objection handling frameworks.
• Implement and enforce best practices for activity tracking, CRM hygiene, and use of sales engagement tools. Identify patterns in high-performing outreach and winning tactics to drive better conversion rates across the team.
• Increase the effectiveness of sales development tools and evaluate new tools, integrations, and AI use cases to improve efficiency.
• Cross-Functional Partnership
• Foster

Benefits

Additional Information

We are seeking a dynamic and results-oriented Manager of Sales Development to lead a high-performing team of 4-6 Sales Development Representatives responsible for generating qualified pipeline for our Sales organization in the Buyers Edge Platform Software Division. The Buyers Edge Platform Software Division maintains a purpose-built software suite that helps foodservice operators track spend, manage inventory, verify pricing, control food costs and optimize profitability. This leader will play a pivotal role in driving revenue growth for this division by partnering closely with Sales, Marketing, and GTM Strategy leadership. Your expertise will be crucial in converting inbound leads, executing targeted outbound prospecting programs, and building a scalable, high-performing SDR function. As a Manager of Sales Development, you will report directly to the Director of Growth Marketing for the Buyers Edge Platform Software Division. You will mentor, coach, and empower your SDRs to excel, fostering their professional development and growth. You'll take charge of day-to-day operations, focusing on performance management, training, coaching, and skill development-ensuring your team consistently generates high-quality opportunities that fuel the sales pipeline and drive revenue growth.

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