Manager, Business Development - Middle Market Acquisition (People Leader)
About The Position
The Middle Market Business Development Representative (BDR) team is responsible for driving growth by identifying, qualifying, and converting prospective clients into high-quality sales opportunities. American Express is seeking an experienced and inspiring people leader to manage a team of Business Development Representatives responsible for generating qualified pipeline for our Middle Market Field organization. Reporting to the Director of Business Development, this leader will play a critical role in building a newly-established team by translating strategy into daily execution, developing top sales talent, and fostering a culture where colleagues are motivated to perform at their best. This leader will bring energy, structure, and innovation to the team every day. They balance strong operational discipline with a positive, motivating leadership style that keeps colleagues focused, engaged, and growing. The ideal candidate is passionate about developing people, energized by building something new, and committed to creating exceptional experiences for colleagues and customers.
Requirements
- 2+ years of people leadership experience leading sales, business development, or inside sales teams with a demonstrated ability to coach colleagues and drive performance.
- Exceptional organizational skills with the ability to manage multiple priorities while creating structure and consistency for the team.
- Demonstrated ability to motivate colleagues, foster engagement, and build a positive, high-performance culture.
- Strong analytical mindset with experience leveraging CRM platforms (Salesforce preferred) and performance metrics to drive coaching and decision-making.
- Excellent communication, collaboration, and influencing skills with the ability to build strong partnerships across multiple organizations.
- Comfortable operating in a fast-paced, evolving environment with the agility to adapt as business needs change.
- Intellectual curiosity, learning agility, resilience, accountability, and a continuous improvement mindset.
- Bachelor's degree required.
Nice To Haves
- Experience building or leading teams through periods of growth, change, or organizational transformation.
- Experience testing and implementing new prospecting strategies, sales technologies, or AI-enabled tools.
- Strong understanding of the payments industry and B2B sales environment.
- Strong financial acumen.
Responsibilities
- Lead, coach, and develop a high-performing team of Business Development Representatives responsible for generating qualified pipeline for the Middle Market Field Sales organization.
- Foster a positive, high-performance culture grounded in accountability, collaboration, continuous learning, recognition, and career development.
- Execute the organization's prospecting strategy by establishing clear expectations, inspecting performance through activity and pipeline metrics, and providing ongoing coaching to improve effectiveness, productivity, and business results.
- Partner closely with Middle Market Field Sales leaders to align prospecting efforts, territory priorities, and customer engagement strategies.
- Champion innovation by encouraging the team to test new messaging, prospecting approaches, AI-enabled tools, and sales technologies, sharing insights and recommendations that improve team performance.
- Recruit, onboard, coach, and develop Business Development Representatives, creating individualized development plans that prepare colleagues for future Account Executive and leadership opportunities.
- Partner closely with the Director of Business Development to provide frontline insights, identify process improvement opportunities, and continuously evolve the team's operating model as the organization grows.
- Adhere to Blue Box Values, GCS Sales Practices, Standard Operating Procedures, and American Express Leadership Behaviors.
Benefits
- Competitive base salary with performance-based incentive opportunities
- Comprehensive medical, dental, and vision benefits
- Retirement savings plan with company match
- Generous paid time off and wellness programs
- Free financial coaching and financial well-being support
- Comprehensive medical, dental, vision, life insurance, and disability benefits
- 20+ weeks paid parental leave for all parents, regardless of gender, offered for pregnancy, adoption or surrogacy
- Free access to global on-site wellness centers staffed with nurses and doctors (depending on location)
- Free and confidential counseling support through our Healthy Minds program
- Career development and training opportunities
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What This Job Offers
Job Type
Full-time
Career Level
Manager
