Manager, Sales Development

Finance leaders choose Billtrust to get paid faster, control costs, and maximize customer satisfaction. As the leader in B2B accounts receivable workflow and payment software, we provide the world’s leading brands with AI-powered solutions across the full AR lifecycle—from invoice presentment and payment processing to cash application and collections. With over 2,600 global customers, more than $1 trillion in invoice dollars processed, and a proprietary network of 13 million buyers, Billtrust delivers business value through deep industry expertise and a culture relentlessly focused on meaningful customer outcomes.

We’re an AI-first company, not just in what we build for our customers, but in how we work. Across every function, our teams use AI tools daily to work faster, make better decisions, and deliver higher-quality outcomes. We hire exceptional people, give them cutting-edge AI capabilities, and measure success by the impact they create. If you want to do the best work of your career at the frontier of AI and fintech, Billtrust is the place to do it.

We relentlessly increase value for customer and do the right thing for them.

We make ‘thoughtfully fast’ decisions, act quickly, cut through red tape, deliver progress not perfection, take ownership and accountability.

We put the team ahead of ourselves, foster trust and respect, collaborate with passion, despise toxic politics, value our differences, and celebrate together.

We challenge the status quo, experiment thoughtfully, and are novel and brilliant in what we create.

We love to win, but we hate losing even more. We aspire to be the best and take pride in our work. When we fall short, we own it and come back stronger.

As a Manager, Sales Development you will lead a team of Sales Development Reps to create opportunities that support both our new and existing business across multiple segments. Reporting to the Director of Sales Development, you’ll hire, onboard, train and manage our Sales Development Reps to achieve our pipeline creation, acceleration and bookings goals.

• →Lead and support the Sales Development team to goals, objectives and quota achievement
• →Collaborate with program marketers to support multi-touch, multi-channel ABM campaigns through account development reps
• →Report on individual, segment and team impact; maintain daily activity goals and weekly, monthly and quarterly reporting for various business stakeholders
• →Proactively work to create, measure and optimize cadences, messaging and outreach for team using A/B testing
• →Develop strong working relationships with sales and marketing teams to ensure a positive working relationship, solicit feedback and maximize effectiveness of SDRs
• →Create activity and impact dashboards to monitor team performance
• →Maintain SDR Playbook; enforce rules of engagement
• →Manage monthly commissions reporting
• →Partner with sales training to improve team prospecting skills, objection handling and product knowledge
• →Lead SDR monthly business reviews
• →Other duties as assigned

You’ll bring your ability to motivate, empower and lead the SDR team to help drive growth for our organization. Your passion for identifying, implementing and optimizing ongoing best practices will help drive success for years to come. Most importantly, you’ll help optimize the effectiveness of the account development function at Billtrust, ensuring we create high quality opportunities that result in bookings for our business.

• Bachelor’s degree in Business, Communications or related
• Demonstrated ability to meet and/or exceed determined sales and activity quotas
• Ability to drive the team to work within defined frameworks and follow up on tasks in a predefined time frame
• Ability to work cross-functionally, learn new approaches, provide actionable feedback to improve results and implement changes within the SDR organization
• Exceptional written and verbal communication skills
• Previous experience working in software sales
• At least 2+ years with proven success in sales development, lead generation or sales type role
• Deep understanding of SFDC, including reports, dashboards and task management
• Experience with an account development tool
• Willingness and ability to travel to Nashville, TN on a regular basis; local candidates preferred.

Compensation may vary depending on several factors, including a candidate’s qualifications, skills, experience, competencies, and geographic location. Some roles may qualify for extra incentives like equity, commissions, or other variable performance-related bonuses. Further details will be provided by our Talent Acquisition team during the interview process.

At Billtrust, we believe your total rewards should reflect the impact you make. Our benefits package includes comprehensive health coverage, competitive retirement, generous PTO and parental leave, flexible work options, and meaningful investment in your professional development. We’re building something special and we want you to feel supported while doing it.

At Billtrust, we value an equitable and inclusive work environment and strive to build and foster diverse teams. Even if your work experience doesn’t align exactly with the position requirements, we’d still love to hear from you. You may just be the right candidate for this or other roles.

We are committed to building a team that represents a variety of diverse backgrounds, perspectives, and skills. We are proud to be an equal opportunity workplace that celebrates and supports diversity and inclusion. We make all employment and related decisions without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, disability status, age, or any other status protected by law.