{"schemaVersion":"jobsearcher.job.v1","id":"2e321db7b4ef1c65da5e3f0a","url":"https://jobsearcher.com/jobs/2e321db7b4ef1c65da5e3f0a","canonicalUrl":"https://jobsearcher.com/jobs/2e321db7b4ef1c65da5e3f0a","title":"Manager, Sales Development","description":"About us\n\nAt 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.\n\nThe 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.\n\nOur values\n\nWin as One. Delight Customers. Deliver Great Outcomes.\n\nAbout the role\n\nAs 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.\n\nThis position is hybrid (3 days per week in office) and is located in Austin, Texas.\n\nTravel: 5 – 10% travel required annually — estimated at approximately one field trip per quarter.\n\nSales Perks:\n\n Fully Paid Annual International President's Club Trip (Auctane Employee Plus One)\n Fun Annual Global Revenue Kick Off Week at HQ in Austin, TX\n Auctane Roof Top Happy Hours\n\nAbout the team\n\nThe 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.\n\nWhat will you be doing?\n\nStaff Management of the Sales Development Team\nDirects the daily activities and direction of the Sales Development Team of 4 or more individuals (SDRs, BDRs, and Team Leads)\nConducts weekly 1 on 1 meetings with all employees on the team\nEnsures strong collaborative team work across the sales development organization\nAchieving Pipeline Growth and hitting sales development targets\nDesigns and executes a strategic outbound and inbound sales development plan\nSets and manages quotas for Sales Accepted Leads (SALs) and Sales Qualified Opportunities (SQOs)\nDirects the team to hit monthly SAL and SQO targets and pipeline sourced\nTracks and delivers accurate forecasting on a weekly, quarterly, and annual basis\nAssists in the recruiting of sales development team members\nCoaching of staff\nEnsures the staff continues to learn and develop their prospecting, discovery, and objection-handling skills\nProvides weekly 1:1 training and builds coaching plans focused on pipeline attainment, relationship development, and the delivery of superior product knowledge\nContinues to give and receive feedback and improve on team sales development processes\nAnalyzes team call activity to identify opportunities for improvement\nAssists in the designing of sales trainings, including sales methodology such as MEDDPICC\nMaintains Knowledge of ShipStation\nServes as a daily point of contact for technical questions\nMaintains expert-level knowledge on the features and business application of the company's product line, including upgrades, new functions, and new partner integrations\nCross-Functional Partnerships\nPartner with Marketing and Product Marketing to align lead flow, campaign strategy, and consistent value messaging\nCollaborate with Revenue Operations (Rev Ops) on reporting, forecasting, tooling, and data hygiene\nAlign with Sales / Account Executive leadership on lead handoff, SLAs, and feedback loops between the SDR/BDR and AE teams\nWork with People / Talent on hiring, compensation design, and career-path communication\nCoordinate with Customer Success and Finance on capacity planning and go-to-market strategy\nDevelop cross-functional relationships and drive sales needs within other departments\nManage Sales team relationships and strategy with key channel partners such as the USPS\nAdditional Management Responsibilities\nPerformance Management: setting and managing goals, on-going coaching, corrective action, annual reviews, rewards/recognition, and team/individual development\nGovernance: ensuring compliance to company policy/practice (e.g. attendance, behavior, workplace attire) and employment law (e.g. time keeping, anti-harassment and diversity)\nCulture 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\nBuild and maintain a positive culture that inspires a sense of urgency, continuous learning, and a strong sense of individual and team accountability\nPerform other related duties as requested\n\nHow Success is Measured:\n\nSales Accepted Leads (SALs) and Sales Qualified Opportunities (SQOs) vs. goal\nQualified meetings booked and pipeline sourced by the SDR/BDR team\nPipeline and subscription revenue influenced by the team\nSDR/BDR quota attainment and ramp time for new hires\nTeam retention, internal promotion rate, and time-to-promotion into Account Executive roles\nLead response time, activity volume, and funnel conversion rates by stage\n\nWhat are we looking for?\n\nBachelor's degree or equivalent work experience\nAt least Five (5) years' sales development or sales experience preferred\nA minimum of Two (2) years' sales team management/supervising experience\nTwo or more (2+) years' experience in a client-facing role\nResults-driven with experience influencing people across functions and managing teams within a large organization\nSales development expertise and knowledge of fulfillment processes\nExcellent written & verbal communication and presentation skills among a variety of audiences\nStrong negotiation and closing skills\nStrong ability to build valued business relationships\nStrong leadership, conflict management, and composure\nProven ability to collect and analyze call analytics and recommend solutions based on identified trends\nOrganized, detail oriented, and ability to manage multiple priorities\nFamiliarity with sales methodology and coaching frameworks such as MEDDPICC\nPlanning & organization; self-starting and self-motivating; capable of motivating others; able to deliver results under pressure and tight deadlines\nCreativity and delivering actionable results; ability to succeed in a collaborative, fast-paced environment\n\nTeam Member Success Factors — To succeed at the company, each team member must demonstrate the following:\n\nCommunication - 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.\nSolution-Focused - Views a problem or challenge as an opportunity for learning; actively searches for solutions using all available resources.\nTeamwork - 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.\n\nWhat will make you stand out?\n\nExperience in eCommerce, logistics/shipping, or SaaS\nExperience building or scaling a sales development (SDR/BDR) function\nFamiliarity with sales methodology such as MEDDPICC\nExperience with sales engagement platforms (e.g., Outreach, Salesloft)\n\nThe Tech\n\nSalesforce.com and CRM proficiency (required)\nSales engagement platforms (e.g., Outreach, Salesloft)\nShipStation software a plus\n\nWhat do we offer?\n\n We are a hybrid company. All team members at Auctane in Austin come into the office Tuesdays, Wednesdays and Thursdays.\nTake the reins of your time off with our Flex Time Off policy – because work-life balance should always be in your hands!\n We offer 12 paid holidays for all of our US employees!\n401k employer matching program – because your future deserves a friendly boost!\n⭐️We conduct annual merit reviews to recognize and reward your hard work and achievements.\n️ Company events, we work hard, play hard! We do our best every day, even at our regular team-building events.\n Attractive office space in the heart of central Austin, Texas (free drinks, snacks…).\nIndulge in weekly catered lunches at our office – a delicious perk to fuel your work.\n Health and Wellness: The well-being of our team is super important to us. Choose from different options that include medical, dental, and vision plans.\n‍♀️Fitness center in the office with Tonal Mirrors, Pelotons, free weights, etc.\nEmployee Assistance Program. We offer up to 8 free mental health sessions.\nWe offer gym discounts to help you stay fit and healthy!\nWe offer education reimbursement to all employees, ensuring that you can pursue your educational goals while excelling in your career with us. Invest in your future and let us support your growth every step of the way.\n Employee Referral Program! We reward employees helping us find top talent!\n An inclusive, casual and upbeat work environment. The personality and opinions of each of our team members are important and valid; we aim to offer all employees a safe environment where they can be themselves and thrive.\n\nAdditional Position Duties: (The following is a list of what all employees, except those with medical accommodation, may be regularly required to do.)\n\nSit for prolonged periods of time\nUtilize wrist and hands for a prolonged period of time\nWalk short distances\nStand for short periods\nSpeaking and conversing with others\nLift up to 25lbs without assistance up to chest height\n\nEqual Opportunity Employer/Veterans/Disabled\n\nIf you are based in California, we encourage you to read this important information about the ShipStation Privacy Policy for California residents linked here.","company":"Auctane","rawCompany":"auctane","city":"Austin","state":"TX","isRemote":false,"isActive":false,"createdAt":"2026-08-12T11:06:20.862Z","occupations":[{"code":"11-2022.00","title":"Sales Managers","slug":"sales-managers"},{"code":"41-3091.00","title":"Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel","slug":"sales-representatives-of-services-except-advertising-insurance-financial-services-and-travel"},{"code":"41-4012.00","title":"Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products","slug":"sales-representatives-wholesale-and-manufacturing-except-technical-and-scientific-products"}],"industries":[{"code":"513210","title":"Software Publishers","slug":"software-publishers"},{"code":"541511","title":"Custom Computer Programming Services","slug":"custom-computer-programming-services"},{"code":"541611","title":"Administrative Management and General Management Consulting Services","slug":"administrative-management-and-general-management-consulting-services"}],"jobPosting":{"@context":"https://schema.org","@type":"JobPosting","title":"Manager, Sales Development","description":"About us\n\nAt 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.\n\nThe 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.\n\nOur values\n\nWin as One. Delight Customers. Deliver Great Outcomes.\n\nAbout the role\n\nAs 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.\n\nThis position is hybrid (3 days per week in office) and is located in Austin, Texas.\n\nTravel: 5 – 10% travel required annually — estimated at approximately one field trip per quarter.\n\nSales Perks:\n\n Fully Paid Annual International President's Club Trip (Auctane Employee Plus One)\n Fun Annual Global Revenue Kick Off Week at HQ in Austin, TX\n Auctane Roof Top Happy Hours\n\nAbout the team\n\nThe 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.\n\nWhat will you be doing?\n\nStaff Management of the Sales Development Team\nDirects the daily activities and direction of the Sales Development Team of 4 or more individuals (SDRs, BDRs, and Team Leads)\nConducts weekly 1 on 1 meetings with all employees on the team\nEnsures strong collaborative team work across the sales development organization\nAchieving Pipeline Growth and hitting sales development targets\nDesigns and executes a strategic outbound and inbound sales development plan\nSets and manages quotas for Sales Accepted Leads (SALs) and Sales Qualified Opportunities (SQOs)\nDirects the team to hit monthly SAL and SQO targets and pipeline sourced\nTracks and delivers accurate forecasting on a weekly, quarterly, and annual basis\nAssists in the recruiting of sales development team members\nCoaching of staff\nEnsures the staff continues to learn and develop their prospecting, discovery, and objection-handling skills\nProvides weekly 1:1 training and builds coaching plans focused on pipeline attainment, relationship development, and the delivery of superior product knowledge\nContinues to give and receive feedback and improve on team sales development processes\nAnalyzes team call activity to identify opportunities for improvement\nAssists in the designing of sales trainings, including sales methodology such as MEDDPICC\nMaintains Knowledge of ShipStation\nServes as a daily point of contact for technical questions\nMaintains expert-level knowledge on the features and business application of the company's product line, including upgrades, new functions, and new partner integrations\nCross-Functional Partnerships\nPartner with Marketing and Product Marketing to align lead flow, campaign strategy, and consistent value messaging\nCollaborate with Revenue Operations (Rev Ops) on reporting, forecasting, tooling, and data hygiene\nAlign with Sales / Account Executive leadership on lead handoff, SLAs, and feedback loops between the SDR/BDR and AE teams\nWork with People / Talent on hiring, compensation design, and career-path communication\nCoordinate with Customer Success and Finance on capacity planning and go-to-market strategy\nDevelop cross-functional relationships and drive sales needs within other departments\nManage Sales team relationships and strategy with key channel partners such as the USPS\nAdditional Management Responsibilities\nPerformance Management: setting and managing goals, on-going coaching, corrective action, annual reviews, rewards/recognition, and team/individual development\nGovernance: ensuring compliance to company policy/practice (e.g. attendance, behavior, workplace attire) and employment law (e.g. time keeping, anti-harassment and diversity)\nCulture 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\nBuild and maintain a positive culture that inspires a sense of urgency, continuous learning, and a strong sense of individual and team accountability\nPerform other related duties as requested\n\nHow Success is Measured:\n\nSales Accepted Leads (SALs) and Sales Qualified Opportunities (SQOs) vs. goal\nQualified meetings booked and pipeline sourced by the SDR/BDR team\nPipeline and subscription revenue influenced by the team\nSDR/BDR quota attainment and ramp time for new hires\nTeam retention, internal promotion rate, and time-to-promotion into Account Executive roles\nLead response time, activity volume, and funnel conversion rates by stage\n\nWhat are we looking for?\n\nBachelor's degree or equivalent work experience\nAt least Five (5) years' sales development or sales experience preferred\nA minimum of Two (2) years' sales team management/supervising experience\nTwo or more (2+) years' experience in a client-facing role\nResults-driven with experience influencing people across functions and managing teams within a large organization\nSales development expertise and knowledge of fulfillment processes\nExcellent written & verbal communication and presentation skills among a variety of audiences\nStrong negotiation and closing skills\nStrong ability to build valued business relationships\nStrong leadership, conflict management, and composure\nProven ability to collect and analyze call analytics and recommend solutions based on identified trends\nOrganized, detail oriented, and ability to manage multiple priorities\nFamiliarity with sales methodology and coaching frameworks such as MEDDPICC\nPlanning & organization; self-starting and self-motivating; capable of motivating others; able to deliver results under pressure and tight deadlines\nCreativity and delivering actionable results; ability to succeed in a collaborative, fast-paced environment\n\nTeam Member Success Factors — To succeed at the company, each team member must demonstrate the following:\n\nCommunication - 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.\nSolution-Focused - Views a problem or challenge as an opportunity for learning; actively searches for solutions using all available resources.\nTeamwork - 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.\n\nWhat will make you stand out?\n\nExperience in eCommerce, logistics/shipping, or SaaS\nExperience building or scaling a sales development (SDR/BDR) function\nFamiliarity with sales methodology such as MEDDPICC\nExperience with sales engagement platforms (e.g., Outreach, Salesloft)\n\nThe Tech\n\nSalesforce.com and CRM proficiency (required)\nSales engagement platforms (e.g., Outreach, Salesloft)\nShipStation software a plus\n\nWhat do we offer?\n\n We are a hybrid company. All team members at Auctane in Austin come into the office Tuesdays, Wednesdays and Thursdays.\nTake the reins of your time off with our Flex Time Off policy – because work-life balance should always be in your hands!\n We offer 12 paid holidays for all of our US employees!\n401k employer matching program – because your future deserves a friendly boost!\n⭐️We conduct annual merit reviews to recognize and reward your hard work and achievements.\n️ Company events, we work hard, play hard! We do our best every day, even at our regular team-building events.\n Attractive office space in the heart of central Austin, Texas (free drinks, snacks…).\nIndulge in weekly catered lunches at our office – a delicious perk to fuel your work.\n Health and Wellness: The well-being of our team is super important to us. Choose from different options that include medical, dental, and vision plans.\n‍♀️Fitness center in the office with Tonal Mirrors, Pelotons, free weights, etc.\nEmployee Assistance Program. We offer up to 8 free mental health sessions.\nWe offer gym discounts to help you stay fit and healthy!\nWe offer education reimbursement to all employees, ensuring that you can pursue your educational goals while excelling in your career with us. Invest in your future and let us support your growth every step of the way.\n Employee Referral Program! We reward employees helping us find top talent!\n An inclusive, casual and upbeat work environment. The personality and opinions of each of our team members are important and valid; we aim to offer all employees a safe environment where they can be themselves and thrive.\n\nAdditional Position Duties: (The following is a list of what all employees, except those with medical accommodation, may be regularly required to do.)\n\nSit for prolonged periods of time\nUtilize wrist and hands for a prolonged period of time\nWalk short distances\nStand for short periods\nSpeaking and conversing with others\nLift up to 25lbs without assistance up to chest height\n\nEqual Opportunity Employer/Veterans/Disabled\n\nIf you are based in California, we encourage you to read this important information about the ShipStation Privacy Policy for California residents linked here.","datePosted":"2026-08-12T11:06:20.862Z","dateModified":"2026-08-12T11:06:20.862Z","hiringOrganization":{"@type":"Organization","name":"Auctane","sameAs":"https://jobsearcher.com"},"jobLocation":{"@type":"Place","address":{"@type":"PostalAddress","addressLocality":"Austin","addressRegion":"TX","addressCountry":"US"}},"identifier":{"@type":"PropertyValue","name":"JobSearcher","value":"2e321db7b4ef1c65da5e3f0a"},"url":"https://jobsearcher.com/jobs/2e321db7b4ef1c65da5e3f0a"}}