Sales Development Representative Leader Mid-Market

American Express Global Business Travel•Chicago, IL

7d•$88,200 - $163,800•Onsite

About The Position

Amex GBT is building a phone-first outbound culture in our mid-market segment rooted in real conversations and strategic thinking. We're seeking a coaching-first leader who believes the best way to build a high-performing team is to be in the work alongside them—coaching in real time, modeling excellence, and treating every prospect conversation as a strategic opportunity. This role represents GBT's mid-market sales growth division. You will set the tone, build the culture, and be the standard for your team.

Requirements

Coaching-first leader with a proven track record of developing people and measurably improving rep performance through direct investment.
Phone-first believer who understands real pipeline comes from conversations, not sequences, and values genuine prospect engagement.
Creative strategist who brings fresh ideas on messaging, positioning, and account engagement informed by front-line insights.
Naturally curious about the business, market, and prospects—someone who asks why before prescribing solutions.
Lead by example with comfort and confidence picking up the phone to demonstrate techniques your team should master.
Data-literate and capable of building reports while using data to drive coaching decisions, not avoid being present with your team.
High emotional intelligence to read your team, know when to push and support, and adapt your style to each person.
Talent magnet with proven ability to recruit and retain high performers who want to work for you and stay because you invest in them.
Strong collaborator who represents sales development with credibility and earns trust through consistent results and professionalism.
Culture builder committed to creating competitive advantage through meaningful conversations, strong culture, and quality pipeline generation.

Responsibilities

Lead hands-on mentoring by listening to calls, sitting with reps during prospecting, and running live mentoring sessions that demonstrate excellence as it happens.
Lead from the front by answering calls alongside your team to model techniques and spark performance when reps need mentorship.
Champion phone-first culture where conversations drive pipeline through genuine engagement and prospect understanding, not just automation and objection handling.
Build outbound strategy by bringing front-line insights and creative ideas to the Transformation & Strategy group to improve messaging, sequencing, and account approach.
Own team culture and development by deeply knowing each person on your team—their drivers, growth areas, and what they need to thrive.
Make data-informed decisions using dashboards and reports to ask better coaching questions and drive performance, not replace human connection.
Collaborate cross-functionally with AE Leaders and across the organization to ensure your team's efforts translate into real business outcomes.
Attract and retain top talent by identifying high-potential candidates, accelerating their growth, and creating an environment A-players seek out.
Stay focused on leadership while the Strategy and Change team handles list building, campaign architecture, CRM administration, and reporting.
Define and deliver excellence by ensuring your team meets pipeline targets, improves measurably under your coaching, and maintains low attrition.