Expansion Sales Development Manager

As the Expansion Sales Development Manager at Tekmetric, youll own the full performance and development of our expansion outbound teams, TMS and Payments. This is a player-coach leadership role sitting at the intersection of two distinct and growing product motions. This isnt a role for someone who wants to manage a steady-state team; its for a people-first leader who builds coaching cultures, drives accountability to the number, and thrives at the intersection of ambiguity and execution.

Youll report directly to the Head of Sales Development and be the primary driver of CQO and closed-won pipeline across both tracks. You wont inherit a finished system youll help build one.

In this role, you will:

• Own pipeline and quota across multiple product motions. Take full accountability for CQO and closed-won pipeline targets for TMS (4 reps) and Payments (3 reps) activity, conversion, and quota attainment are yours to drive.
• Be the coach your team talks about years from now. Build a coaching culture grounded in individualized development plans, weekly 1:1s, structured call reviews, and consistent feedback loops. Move your SDRs beyond scripts and toward genuine discovery, objection fluency, and consultative outreach.
• Set and hold daily activity standards. Maintain clear expectations and use data to identify gaps early, coach to conversion, and distinguish activity problems from conversion problems.
• Build the Payments motion from the ground up. The Payments SDR team is three months old. Youll help define what good looks like, prove the model, and create the playbook before we scale it.
• Hire exceptionally well and ramp fast. Own the full talent lifecycle hiring and onboarding SDRs who are coachable, competitive, and aligned with our values. Build onboarding infrastructure that gets reps to quota faster with every iteration.
• Maintain Salesforce hygiene and GTM reporting accuracy. Ensure clean, reliable data across both tracks so leadership always has a clear view of pipeline health and rep performance.
• Coordinate cross-functionally across product lines. Align with Inbound, AEs, Product, and Marketing on TMS and Payments motions ensure leads are properly routed, messaging stays sharp, and SDR handoffs to AEs are high quality.
• Experiment like a scientist, document like an operator. In a hypergrowth environment, playbooks go stale fast. Continuously test new sequences, messaging angles, and outreach approaches then turn what works into structured, repeatable training that scales across the team.
• Contribute to the broader revenue leadership conversation. Share what youre learning whats working, whats breaking, what the data is telling you so we grow smarter as an organization, not just faster.

What Youll Bring

• 2+ years managing outbound SDR or BDR teams in a B2B SaaS environment. Youve owned a number, hit it, and know what great looks like because youve done it and proven you can replicate it through others.
• A coaching-first, question-based management philosophy. You develop reps by asking, not telling. You give direct, actionable feedback, follow up, and measure whether it landed.
• Strong data fluency and funnel analysis skills. Youre comfortable in a spreadsheet, fluent in CRM reporting, and confident building the metrics frameworks that help you lead with facts. You can read a funnel, identify the leak, and build a plan around it. Salesforce and Outreach proficiency required.
• Deep outbound expertise. You know how to build sequences, pressure-test messaging, and develop playbooks that hold up in the field.
• Experience managing multiple product motions or segments simultaneously. You can context-switch across distinct buyer types and product lines without losing accountability on either side.
• High comfort with ambiguity. The Payments motion is early-stage and youll be helping define what good looks like. Youre energized, not paralyzed, by a fast-changing environment.
• Remote management experience, with the ability to build connection, culture, and accountability across distributed teams.
• Strong cross-functional instincts. You know how to build trust with marketing, ops, and AE leadership and how to advocate for your team without creating friction.
• A bias toward ownership. You dont wait to be told whats broken. You see it, you own it, you fix it and you document what you learned.

What sets you apart:

• Youve built a coaching cadence from scratch, not just inherited one.
• You know the difference between an activity problem and a conversion problem.
• Youve managed reps selling into SMB or independent business owners the shop owner buyer is real and distinct.
• Youve worked inside a high-growth SaaS company where the playbook is still being written.