About the position
As a Senior Sales Development Manager at Melio, you will be responsible for leading and scaling two distinct SDR teams: the Network SDR Team, focused on scaling our high volume high impact motion, and the SMB SDR Team, dedicated to traditional outbound prospecting for SMB clients. Your leadership, ability to build scalable processes, and passion for developing high-performing teams will play a critical role in driving revenue growth. This role requires a strategic and hands-on leader who thrives in a fast-paced, high-growth fintech environment, enjoys coaching and mentoring, and is eager to build and refine our playbook for success. You will work closely with sales, marketing, and operations teams to drive measurable improvements in lead generation, pipeline growth, and conversion rates while ensuring your teams exceed quota attainment. You must be obsessed with your team’s metrics and operate with a data-first mindset aimed at holding your team accountable towards aggressive goals and activity expectations.
Responsibilities
? Lead and Scale the SDR Function – Manage and grow two SDR teams, aligning both with overall GTM strategy, revenue goals, and business objectives.
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? Develop & Optimize Sales Playbooks – Create and refine outbound and inbound prospecting strategies for both teams, including scripting, objection handling, and meeting-setting best practices.
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? Execute Training & Coaching – Develop a structured onboarding and continuous training program to upskill SDRs, improve call execution, and enhance their ability to qualify and convert leads.
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? Drive Cross-Functional Collaboration – Partner with Sales, Marketing, and Operations to optimize lead flow, refine ICP targeting, and increase conversion rates.
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? Process & Performance Management – Establish key performance metrics (e.g., call-to-meeting conversion, lead quality, quota attainment) and implement real-time dashboards in Salesforce.
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? Lead by Example – Be a ‘player-coach’, demonstrating best practices in outbound sales execution, handling strategic prospecting efforts, and setting the standard for the team.
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? Develop SDR-to-AE Handoff – Work closely with Account Executives to ensure a seamless transition from qualified leads to closed revenue.
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? Scale the SDR Engine – Identify inefficiencies, automate workflows, and implement new tech stack solutions to improve prospecting efficiency and data quality.
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? Foster a High-Performance Culture – Maintain a results-driven, collaborative environment where SDRs are motivated, engaged, and continuously growing in their careers.
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? Forecast & Report – Accurately track and report on SDR activity, pipeline contribution, and overall sales performance, sharing insights with leadership.
Requirements
? 5+ years of experience in B2B sales or sales development, with a proven track record of exceeding quota.
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? 2+ years of experience in a sales leadership role, managing and coaching SDR or BDR teams.
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? Experience managing multiple SDR functions, ideally across partner-led and direct outbound sales motions.
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? Proven ability to develop outbound strategies and coach SDRs on prospecting techniques (cold calling, email, LinkedIn outreach).
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? Deep experience with Salesforce and sales engagement tools (e.g., Outreach, SalesLoft, Gong).
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? Strong cross-functional collaboration skills, especially with marketing, sales ops, and AEs.
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? Data-driven mindset-ability to analyze sales funnel metrics, identify bottlenecks, and improve conversion rates.
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? Excellent communication, coaching, and leadership skills-passionate about mentoring and developing future sales leaders.
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? Ability to build scalable processes and create repeatable sales motions that drive consistent pipeline growth.
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? High-energy, results-oriented, and passionate about building a best-in-class SDR function.
Nice-to-haves
? Experience in fintech, payments, or SMB sales.
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? Familiarity with sales methodologies such as Challenger or Sandler.
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? Experience implementing and optimizing sales automation tools.
Benefits
? Competitive compensation packages: We strive to make each and every employee feel valued and appreciated.
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? The annual base salary range for this position is $120,000 – $130,000 with an additional bonus component.
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? Medical, Dental, and Vision: We offer generous and highly competitive plans with up to 100% employer-paid coverage, FSA and HSA.
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? 401K matching and stock options: Feel the investment of working at a hyper-growth startup.
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? Wellness: We take a holistic approach to wellness at Melio with a focus on providing financial, physical, emotional, social, and community support for our employees.
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? Time Off: Time to rest and recharge is a priority for us. We offer competitive vacation time, sick days, holidays, parental leave and wedding days to allow you to take the time you need, when you need it.
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? Food perks: Enjoy our fully stocked kitchens, along with a weekly Seamless stipend and plenty of catered meals each week.
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? Office culture: Thrive in our collaborative offices in New York City or Denver, in a hybrid working environment. We are dog friendly as well!
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? Growth and development: Lean on the diverse team to foster professional and personal growth through workshops, mentorship programs, and team building activities.