Sales Development & Operations Manager

Scratch•Pasadena, TX

1d•Hybrid

About The Position

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.

Requirements

Extensive knowledge and understanding of business development strategies and best practices.
Experience in identifying and cultivating strategic partnerships and opportunities for business expansion.
Results-orientation with a demonstrated commitment to achieving and exceeding business objectives.
A 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.
Ability to effectively communicate the value proposition of our financial technology solutions to healthcare professionals and other target audiences.
Strong analytical skills to assess market trends, competitor activities, and customer needs to inform strategic decisions.
Continuous learning mindset and a passion for teaching others.
Minimum of 5 years of sales experience with 2+ years leading high-performing business development teams.
Ability to work collaboratively in cross-functional teams
Excellent problem-solving skills and attention to detail.

Nice To Haves

Experience working in a matrixed organization structure is a plus.
Experience working in FinTech, HCIT or similarly regulated industries preferred.

Responsibilities

Reporting to Scratch’s Director of Sales, this role will be responsible for leading a team of Sales Development Representatives, focused on early customer outreach and engagement with the goal of developing a strong pipeline of high-quality demos in partnership with our team of Account Executives.
Implement scalable outreach strategies, leveraging phone and email touchpoints to maximize engagement across outbound prospects.
Establish clear KPIs and performance standards, utilizing data and call reviews to assess SDR effectiveness and identify coaching opportunities.
Partner closely with Account Executives to align on ICP, outreach priorities, lead handoff process, and overall pipeline generation strategy.
Collaborate with RevOps, Product, and Marketing to improve lead flow quality, conversion rates, and CRM hygiene across the SDR funnel.
Launch and manage a structured onboarding and continuous development program for SDRs to accelerate ramp time and support long-term career progression.
Run weekly team meetings and pipeline reviews, fostering an accountable, collaborative, and competitive team culture.
Hop into player/coach mode when business needs require it.
Regularly report on SDR performance metrics, pipeline health, and demo contribution to broader sales leadership and stakeholders.
Identify process gaps, tooling needs, and automation opportunities to increase efficiency and productivity.

Benefits

Competitive base salary ranging from $120,000 - $140,000 and OTE of $160,000 - $180,000 + equity
Unlimited PTO
Covered healthcare
Flex benefits
401(k) matching
Cell plan reimbursement
Monthly recognition opportunities
Continuous learning resources
An equity retention program
Generous parental leave