{"schemaVersion":"jobsearcher.job.v1","id":"cc7ad092cdda4f07afd612d2","url":"https://jobsearcher.com/jobs/cc7ad092cdda4f07afd612d2","canonicalUrl":"https://jobsearcher.com/jobs/cc7ad092cdda4f07afd612d2","title":"Sales Development & Operations Manager","description":"Position Overview Scratch is hiring a Sales Development & Operations Manager to drive early engagement with our Scratch Checkout payment processing solution. The ideal candidate for this role should be hyper-focused on team development and enablement, experienced in building high-performing teams and energized about the role that exceptional financial technology solutions can play in improving healthcare.\r\nWhat You'll Do Implement scalable outreach strategies, leveraging phone and email touchpoints to maximize engagement across outbound prospects.\r\nEstablish clear KPIs and performance standards, utilizing data and call reviews to assess SDR effectiveness and identify coaching opportunities.\r\nPartner closely with Account Executives to align on ICP, outreach priorities, lead handoff process, and overall pipeline generation strategy.\r\nCollaborate with RevOps, Product, and Marketing to improve lead flow quality, conversion rates, and CRM hygiene across the SDR funnel.\r\nLaunch and manage a structured onboarding and continuous development program for SDRs to accelerate ramp time and support long-term career progression.\r\nRun weekly team meetings and pipeline reviews, fostering an accountable, collaborative, and competitive team culture.\r\nHop into player/coach mode when business needs require it.\r\nRegularly report on SDR performance metrics, pipeline health, and demo contribution to broader sales leadership and stakeholders.\r\nIdentify process gaps, tooling needs, and automation opportunities to increase efficiency and productivity.\r\nWhat We Are Looking For Extensive knowledge and understanding of business development strategies and best practices.\r\nExperience in identifying and cultivating strategic partnerships and opportunities for business expansion.\r\nResults-orientation with a demonstrated commitment to achieving and exceeding business objectives.\r\nA track record of delivering measurable business outcomes and driving revenue growth - ability to hop in as a player/coach when needed to hit team goals.\r\nAbility to effectively communicate the value proposition of our financial technology solutions to healthcare professionals and other target audiences.\r\nStrong analytical skills to assess market trends, competitor activities, and customer needs to inform strategic decisions.\r\nContinuous learning mindset and a passion for teaching others.\r\nMinimum of 5 years of sales experience with 2+ years leading high-performing business development teams.\r\nAbility to work collaboratively in cross-functional teams\r\nExcellent problem-solving skills and attention to detail.\r\nExperience working in a matrixed organization structure is a plus.\r\nExperience working in FinTech, HCIT or similarly regulated industries preferred.\r\nWhat You Can Expect From Our Process A quick chat with People Ops (HR): To ensure logistics and team fit make sense from both sides.\r\nHiring Manager Interview: To dive deeper into your experience, fit for the role, and answer any questions you have about the team.\r\nPanel Style Interview/Presentation or Live Coding (Tech roles): A practical exercise to showcase your skills and approach with a cross-functional panel.\r\nExecutive-Level Interviews & Reference Checks: A chance for you to meet our leaders, discuss big-picture alignment, and introduce us to your professional references.\r\nIn-Person Connection: We include an in-person visit at our Pasadena HQ, either as a final interview step or during your first week of onboarding, so we can connect face-to-face right from the start!\r\nWhy You'll Love Working Here Competitive base salary ranging from $120,000 - $140,000 and OTE of $160,000 - $180,000 + equity\r\nWhile Scratch supports remote work for most roles, we believe the secret sauce to our team culture is meaningful connection and close collaboration. For those nearby or visiting, our Pasadena office is fully open and stocked with snacks and drinks for hybrid work. We also bring the whole company together each year for Hub Day, our annual onsite where everyone gathers in person to bond, align, and celebrate our wins together!\r\nunlimited PTO\r\ncovered healthcare\r\nflex benefits\r\n401(k) matching\r\ncell plan reimbursement\r\nmonthly recognition opportunities\r\ncontinuous learning resources\r\nan equity retention program\r\ngenerous parental leave\r\nJ-18808-Ljbffr","company":"Scratch","rawCompany":"scratch","city":"Pasadena","state":"CA","isRemote":false,"isActive":true,"createdAt":"2026-11-11T15:08:26.125Z","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":"41-9099.00","title":"Sales and Related Workers, All Other","slug":"sales-and-related-workers-all-other"}],"industries":[{"code":"541511","title":"Custom Computer Programming Services","slug":"custom-computer-programming-services"},{"code":"513210","title":"Software Publishers","slug":"software-publishers"},{"code":"541512","title":"Computer Systems Design Services","slug":"computer-systems-design-services"}],"jobPosting":{"@context":"https://schema.org","@type":"JobPosting","title":"Sales Development & Operations Manager","description":"Position Overview Scratch is hiring a Sales Development & Operations Manager to drive early engagement with our Scratch Checkout payment processing solution. The ideal candidate for this role should be hyper-focused on team development and enablement, experienced in building high-performing teams and energized about the role that exceptional financial technology solutions can play in improving healthcare.\r\nWhat You'll Do Implement scalable outreach strategies, leveraging phone and email touchpoints to maximize engagement across outbound prospects.\r\nEstablish clear KPIs and performance standards, utilizing data and call reviews to assess SDR effectiveness and identify coaching opportunities.\r\nPartner closely with Account Executives to align on ICP, outreach priorities, lead handoff process, and overall pipeline generation strategy.\r\nCollaborate with RevOps, Product, and Marketing to improve lead flow quality, conversion rates, and CRM hygiene across the SDR funnel.\r\nLaunch and manage a structured onboarding and continuous development program for SDRs to accelerate ramp time and support long-term career progression.\r\nRun weekly team meetings and pipeline reviews, fostering an accountable, collaborative, and competitive team culture.\r\nHop into player/coach mode when business needs require it.\r\nRegularly report on SDR performance metrics, pipeline health, and demo contribution to broader sales leadership and stakeholders.\r\nIdentify process gaps, tooling needs, and automation opportunities to increase efficiency and productivity.\r\nWhat We Are Looking For Extensive knowledge and understanding of business development strategies and best practices.\r\nExperience in identifying and cultivating strategic partnerships and opportunities for business expansion.\r\nResults-orientation with a demonstrated commitment to achieving and exceeding business objectives.\r\nA track record of delivering measurable business outcomes and driving revenue growth - ability to hop in as a player/coach when needed to hit team goals.\r\nAbility to effectively communicate the value proposition of our financial technology solutions to healthcare professionals and other target audiences.\r\nStrong analytical skills to assess market trends, competitor activities, and customer needs to inform strategic decisions.\r\nContinuous learning mindset and a passion for teaching others.\r\nMinimum of 5 years of sales experience with 2+ years leading high-performing business development teams.\r\nAbility to work collaboratively in cross-functional teams\r\nExcellent problem-solving skills and attention to detail.\r\nExperience working in a matrixed organization structure is a plus.\r\nExperience working in FinTech, HCIT or similarly regulated industries preferred.\r\nWhat You Can Expect From Our Process A quick chat with People Ops (HR): To ensure logistics and team fit make sense from both sides.\r\nHiring Manager Interview: To dive deeper into your experience, fit for the role, and answer any questions you have about the team.\r\nPanel Style Interview/Presentation or Live Coding (Tech roles): A practical exercise to showcase your skills and approach with a cross-functional panel.\r\nExecutive-Level Interviews & Reference Checks: A chance for you to meet our leaders, discuss big-picture alignment, and introduce us to your professional references.\r\nIn-Person Connection: We include an in-person visit at our Pasadena HQ, either as a final interview step or during your first week of onboarding, so we can connect face-to-face right from the start!\r\nWhy You'll Love Working Here Competitive base salary ranging from $120,000 - $140,000 and OTE of $160,000 - $180,000 + equity\r\nWhile Scratch supports remote work for most roles, we believe the secret sauce to our team culture is meaningful connection and close collaboration. For those nearby or visiting, our Pasadena office is fully open and stocked with snacks and drinks for hybrid work. We also bring the whole company together each year for Hub Day, our annual onsite where everyone gathers in person to bond, align, and celebrate our wins together!\r\nunlimited PTO\r\ncovered healthcare\r\nflex benefits\r\n401(k) matching\r\ncell plan reimbursement\r\nmonthly recognition opportunities\r\ncontinuous learning resources\r\nan equity retention program\r\ngenerous parental leave\r\nJ-18808-Ljbffr","datePosted":"2026-11-11T15:08:26.125Z","dateModified":"2026-11-11T15:08:26.125Z","hiringOrganization":{"@type":"Organization","name":"Scratch","sameAs":"https://jobsearcher.com"},"jobLocation":{"@type":"Place","address":{"@type":"PostalAddress","addressLocality":"Pasadena","addressRegion":"CA","addressCountry":"US"}},"identifier":{"@type":"PropertyValue","name":"JobSearcher","value":"cc7ad092cdda4f07afd612d2"},"url":"https://jobsearcher.com/jobs/cc7ad092cdda4f07afd612d2"}}