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

Expe