Job Description

Manager, Sales Development

It's fun to work in a company where people truly BELIEVE in what they're doing!

Fullsteam is a leading provider of vertical software and embedded payments technology dedicated to helping businesses flourish by providing their customers with seamless experiences. With a dynamic and growing team of over 1,900 employees, we are committed to driving innovation and delivering best-in-class software and payment solutions that empower small and medium-sized businesses across numerous industries. Our purpose is to help our customers grow their businesses and delight their customers. Join us and be a part of a forward-thinking company that values growth, excellence, and the success of our clients.

This is a hybrid role: 3 days a week in our Buckhead, GA office, 2 days remote.

Business Unit Overview

The Fullsteam Centralized SDR Program is a corporate-led initiative designed to provide best-in-class outbound sales development support to the diverse portfolio of SaaS businesses under the Fullsteam umbrella. By centralizing resources, processes, and technology, the program delivers scalable, high-performing SDR teams that drive qualified pipeline growth across multiple business units and market segments. The program leverages industry-leading sales enablement tools, standardized best practices, and data-driven coaching to accelerate revenue generation and ensure consistent quality in lead conversion.

Job Summary

The Manager, Sales Development will lead and manage a team of SDRs dedicated to driving outbound lead generation and top-of-funnel pipeline creation for Fullsteam's Commerce business units. This role is accountable for strategy, execution, performance management, and team development, ensuring SDRs meet or exceed SAO (Sales Accepted Opportunity) targets while maintaining high-quality lead standards. Reporting to the VP of Sales for the Commerce Portfolio, the SDR Manager will collaborate closely with BU sales leaders, implement strategic outreach programs, and foster a culture of continuous improvement and professional growth. This is a hybrid position (3 days per week in our Buckhead, GA office).

Primary Responsibilities

• Lead, mentor, and coach a team of SDRs to achieve and exceed individual and team SAO, pipeline, and revenue targets.
• Develop and implement strategic initiatives to optimize SDR performance, including process improvements, training programs, and performance metrics.
• Partner with BU sales leaders to ensure alignment between SDR and AE teams, focusing on lead quality, pipeline development, and revenue goals.
• Recruit, onboard, and train new SDR team members, ensuring they are equipped with the necessary tools and knowledge to succeed.
• Monitor KPIs, analyze performance data, and provide actionable insights to improve conversion rates and pipeline impact.
• Maintain a consistent cadence of coaching and feedback sessions to drive skill development and quota attainment.
• Collaborate cross-functionally to standardize cadences, messaging, and outreach strategies across Commerce BUs.

Skills & Competencies

• Proven ability to lead, mentor, and develop a high-performing SDR/BDR team.
• Strong communication and interpersonal skills, with the ability to influence and collaborate across departments.
• Proficiency with Salesforce CRM, Salesloft (or Outreach), LinkedIn Sales Navigator, ZoomInfo, and related sales/marketing technology.
• Analytical mindset with the ability to interpret sales data, identify trends, and implement improvement strategies.
• Experience delivering performance reports to executive leadership and articulating business impact.
• In-depth understanding of SDR best practices, outbound prospecting strategies, and SaaS sales cycles.
• High energy, results-oriented leadership style with a focus on accountability and coaching.

Minimum Qualifications

• Bachelor's degree in Business Administration, Marketing, or a related field (preferred but not required).
• 13 years of SDR management experience in a SaaS sales development environment.
• Track record of consistently achieving or exceeding SDR team performance metrics.

On-Target Earnings (OTE): $100,00 to $135,000 USD Includes base salary plus commission.

Fullsteam supports an inclusive workplace that values diversity of thought, experience, and background. Fullsteam is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, ancestry, age, physical or mental disability, sex, sexual orientation, gender identity/expression, pregnancy, veteran status, marital status, creed, status with regard to public assistance, genetic status or any other status protected by federal, state, or local law.

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