Note: The job is a remote job and is open to candidates in USA. Fleetio is a software platform that helps organizations manage their fleet operations. The Outbound Sales Development Manager will lead, coach, and scale a team of outbound SDRs while driving pipeline generation, improving funnel progression, and building a culture of accountability and performance.
Responsibilities
- Lead and scale a team of 8–10 outbound SDRs, driving consistent pipeline generation
- Develop and execute outbound strategy aligned to company growth targets
- Coach SDRs on: + Prospecting fundamentals + Messaging and objection handling + Multi-threading and authority mapping + Stage progression from meeting booked → SQO + Hold the team accountable to daily activity, quality standards, and conversion metrics + Diagnose funnel bottlenecks quickly and implement actionable improvement plans + Partner cross-functionally with Sales, Marketing, and RevOps to optimize performance + Present team performance, pipeline health, and strategic insights to Senior Leadership + Build a culture of ownership, resilience, and continuous improvement
Skills
- Proven experience scaling teams of 8–10 outbound SDRs
- Demonstrated ability to drive consistent attainment across a team
- High standards for performance and accountability
- Deep understanding of outbound selling fundamentals
- Ability to coach from lived experience, not theory
- Exceptional ability to coach outbound prospecting
- Strong understanding of full-funnel stage progression
- Knows how to improve conversion from meeting → SQO → pipeline
- Comfortable presenting business results and strategic plans in front of Senior Leadership
- Data-driven storyteller with clear communication skills
- Track record of making sound decisions in fast-paced environments
- Quickly diagnoses issues and builds structured action plans to fix them
- Balances urgency with long-term team development
- 2+ years of sales leadership experience, including leading a team of 6+ SDRs
- 2+ years of full sales cycle experience with proven success in a quota-carrying role in the Mid-Market or Enterprise space
- A track record of operational excellence and development
- Exposure to coaching methodologies and techniques to drive performance & growth
- Desire to build, combined with scrappiness and agility needed to scale an already robust SDR team
- Ability to travel to Fleetio HQ for meetings quarterly
- Level up if you know a thing or two about cars and engines
- Prior experience as an SDR or AE preferred
Benefits
- Multiple health/dental coverage options (100% coverage for employee, 50% for family)
- Vision insurance
- Incentive stock options
- 401(k) match of 4%
- PTO - 4 weeks (increases at year two!)
- 12 company holidays + 2 floating holidays
- Parental leave - birthing parent (16 weeks paid) non-birthing (4 weeks paid)
- FSA & HSA options
- Short and long term disability (short term 100% paid)
- Community service funds
- Professional development funds
- Wellbeing fund - $150 quarterly
- Business expense stipend - $125 quarterly
- Mac laptop + new hire equipment stipend
- Fully stocked kitchen with tons of drinks & snacks (BHM only)
- Remote working friendly since 2012
Company Overview