Manager, Sales Development

Tillster • Los Angeles, CA

3d • €105,000 - €115,000 • Hybrid

About The Position

Tillster is building its Sales Development function from the ground up as part of a strategic sales re-organization, and the Manager of Sales Development will be the co-architect of that effort. This is not an individual contributor role. It is a builder’s role.
Reporting directly to the VP of Sales, this leader will partner with sales leadership to design, deploy, and operate the systems, processes, playbooks, and team that will power Tillster’s inbound and outbound pipeline generation across two strategic motions: enterprise sales and captive brand sales.
In the near term, the Manager of Sales Development will be hands-on in standing up the technical infrastructure — automation workflows, CRM integrations, outreach sequences, and performance management frameworks — while hiring, onboarding, and coaching the initial BDR team. Over time, this leader will be evaluated on the productivity of the team, the quality of pipeline generated, and the scalability of the systems built.
The ideal candidate has done this before: they’ve built a BDR or SDR function, know how to configure and optimize a modern sales engagement stack, have strong instincts for hiring and developing early-career sales talent, and understand how to hold a team accountable to meaningful metrics without micromanaging. Critically, they must also understand the nuances of Tillster’s captive brand sales model — specifically, the importance of brand-guideline adherence in all operator outreach — and be able to build processes that enforce compliance at scale.

Requirements

• Must be a builder, not just a manager — this role requires hands-on system configuration, playbook writing, and process design, especially in the early months.
• Must demonstrate strong working knowledge of sales engagement platforms (Outreach, Salesloft, or Apollo) and the ability to configure automations, sequences, and reporting without relying on technical support staff.
• Must have deep Salesforce proficiency, including pipeline configuration, activity tracking, and dashboard/report creation.
• Must be able to hire well — a track record of identifying, selecting, and developing early-career BDR or SDR talent is essential.
• Must be a disciplined, data-driven manager who holds teams accountable to activity and outcome metrics without sacrificing morale or culture.
• Must be comfortable operating in an ambiguous, build-it-as-you-go environment where not all processes are defined yet.
• Must demonstrate an understanding of brand-compliance requirements in sales contexts and the ability to build processes that enforce adherence at scale.
• Strong written communication skills are essential — this role will write a significant volume of outreach copy, playbook content, and internal documentation.
• 5–8 years of experience in sales development, inside sales, or revenue operations, with at least 2–3 years in a management or team lead capacity.
• Demonstrated experience building or significantly rebuilding a BDR or SDR function — including systems, playbooks, and team — ideally from an early or greenfield stage.
• Hands-on proficiency with sales engagement platforms (Outreach, Salesloft, or Apollo) including automation configuration, sequence design, and A/B testing.
• Strong Salesforce CRM expertise including pipeline management, activity tracking, and custom reporting.
• Proven track record of hiring, onboarding, and developing BDR or SDR talent, with examples of reps who progressed under their management.
• Bachelor’s degree in business, Marketing, Communications, or equivalent professional experience.

Nice To Haves

• Familiarity with the restaurant, QSR, or hospitality technology landscape is strongly preferred, as is experience working in or around franchise or multi-unit operator sales models.
• Experience with brand-compliant or compliance-driven sales processes is a meaningful plus.

Responsibilities

• Design and deploy automation workflows for BDR (Business Development Representatives) outbound activity using the company’s sales technology stack, including Apollo.io (or equivalent), Salesforce, and Hubspot.
• Build and validate call scripts, discovery frameworks, and a comprehensive outbound sales playbook that enables BDRs to qualify enterprise prospects and execute brand-compliant captive brand outreach consistently and at scale.
• Develop and launch multi-touch email sequences and outbound campaign templates for both the enterprise and captive brand programs, incorporating brand-specific messaging guidelines for each captive brand partner.
• Establish a BDR performance management framework including KPI dashboards, activity benchmarks, coaching cadences, onboarding processes, and a structured accountability system.
• Define and document the qualification criteria, lead routing logic, and handoff protocols for both enterprise inbound leads and captive brand sales — including the clean handoff process to the brand implementation team at point of sale.
• Configure Salesforce to support accurate, real-time tracking of all BDR activity, pipeline stages, and performance metrics across both programs.
• Define the BDR hiring profile in partnership with HR and VP of Sales, adapt or write job descriptions, and lead the interview and selection process for the initial team of 2–3 BDRs.
• Design and execute a structured onboarding program that gets new BDRs to full productivity quickly, with clear 30/60/90-day ramp targets.
• Deliver initial training on product knowledge, the Tillster value proposition, outreach tools, CRM usage, captive brand guidelines, and sales methodology.
• Manage the team through initial ramp, providing daily coaching, call reviews, and performance feedback.
• Own and deliver against the team’s quarterly and annual KPIs, including enterprise inbound lead conversion, outbound meeting generation, captive brand sales productivity, and CRM data quality.
• Conduct regular 1:1s, team meetings, call reviews, and pipeline reviews with each BDR to identify coaching opportunities and remove blockers.
• Monitor outreach performance and continuously optimize sequences, messaging, targeting, and automation workflows based on data.
• Ensure all captive brand outreach activity is fully adherent to the respective brand guidelines for each program; review and audit compliance on a regular cadence.
• Partner with the VP of Sales and enterprise Account Executives to align on territory strategy, target account priorities, and pipeline coverage requirements.
• Partner with the captive brand program leadership to stay current on brand-specific requirements, new brand launches, and operator targeting priorities.
• Report weekly and monthly on team performance metrics to the VP of Sales, flagging risks and surfacing optimization opportunities proactively.
• Scale the team and evolve the function as the enterprise and captive brand programs grow, including potential specialization of BDR roles by segment.
• Hiring, onboarding, coaching, performance management, and career development for all direct reports.

Benefits

• All employees within the U.S. are eligible to participate in the Stock Option Plan.
• All full-time, regular employees and their dependents are eligible for medical, dental, vision and FSA benefits. Additional health benefits include Healthcare and Dependent Care reimbursement programs, Employee Assistance Program (“EAP”) and Optum Care 24-hour confidential medical counseling services.
• The company observes ten (10) paid holidays per calendar year.
• Full-time, regular employees earn 15 days of PTO in the first 12-months of continuous service, and 22 days in subsequent years. Eligible part-time employees earn pro-rated PTO.
• Effective with your employment start date, you will be eligible to participate in the 401(k) Plan.
• We offer college tuition and education assistance programs; LinkedIn Learning courses; and ongoing learning and development opportunities.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager