Sales Development Manager

Fitness Passport Pty; Sydney; Hybrid; AUD 150,000 - 210,000; Full time

Benefits offered by this job

Hybrid & flexible work

Well-being days

WFH allowance

Wellness perks

Parental leave

Mental health support

Rewards & recognition

Social events

Dog-friendly perks

Job summary

Fitness Passport Pty is seeking a Sales Development Manager Leader to head our SDR function in a B2B2C, hybrid Sydney setting. You will own top-of-funnel targets for Enterprise and Mid-Market, coach a growing SDR team, and design scalable outbound processes as we migrate from Freshsales to Salesforce.

You will also collaborate closely with HR, People & Culture, Wellbeing and Finance stakeholders, ensuring conversion improvements and a repeatable, measurable model across the revenue engine.

Qualifications

• 3+ years leading an SDR, BDR or inside sales team.
• Experience building an SDR function from the ground up: designing the model, setting targets, defining roles.
• A track record of improving conversion, not just adding activity.
• A habit of reviewing how things work and making them better.
• Hands-on coaching ability: you can listen to a call and say exactly what to do differently.
• Experience in multi-stakeholder sales with HR, People & Culture, Wellbeing and Finance.

Responsibilities

• Own top-of-funnel targets for Enterprise and Mid-Market, measured on qualified meetings held and eligible employees handed over.
• Lead the Lead List and Prospecting stages of the employer acquisition pipeline and share the Discovery stage with Account Executives.
• Build the outbound model: list sourcing, sequences, call structure, objection handling and follow-up cadence.
• Lead, coach and grow the SDR team (two now, expansion planned) including hiring and career path.
• Design SDR process in Salesforce as migration from Freshsales completes, and report weekly on conversion by stage.
• Agree and enforce a clear handover definition with sales leaders, keeping Enterprise and Mid-Market motions distinct.

Skills

SDR leadership

Sales coaching

CRM discipline

Numeracy

Team building

Outbound model design

Tools

Salesforce

Freshsales

Job description

At Fitness Passport, we are driven by a clear purpose — to make fitness more accessible, so more people can lead active and healthier lives. Established in 2006, we’re a corporate health and fitness program partnering with the public sector, corporate employers, and leading fitness facilities across Australia and New Zealand, providing members with access to a wide range of gyms and wellness resources.

As we enter an exciting new phase of growth, Fitness Passport is executing an ambitious strategy while keeping our member experience a top priority.

The Role:

We are looking for an Sales Development Manager Leader to join our GTM team.

You’ll lead our Sales Development function and own the top of the funnel for both verticals, Enterprise and Mid-Market. You’ll also sit alongside our sales leaders as one of the three leaders who make up our acquisition engine: they own conversion, and you own supply.

This is a build role. The SDR team started in March 2026 and has had a great first 6 months. The foundations are there. What’s missing is a repeatable model, clean measurement through to member outcomes, and a bench that can grow.

Our model is B2B2C, so signing an employer isn’t the revenue event. Revenue starts when employees join, usually about three months after handover. That’s why we care about qualified opportunities, not booked meetings.

What you’ll do:

• Own top‑of‑funnel targets for Enterprise and Mid‑Market, measured on qualified meetings held and eligible employees handed over.
• Own the Lead List and Prospecting stages of the employer acquisition pipeline and share the Discovery stage with Account Executives
• Build the outbound model: list sourcing, sequences, call structure, objection handling and follow‑up cadence.
• Lead, coach and grow the SDR team (currently two, with growth expected in FY28), including hiring and building an SDR‑to‑AE career path.
• Design SDR process in Salesforce as we complete our migration from Freshsales, and report weekly on conversion by stage.
• Agree and enforce a clear handover definition with both sales leaders, and keep the Enterprise and Mid‑Market motions distinct.

About You:

• 3+ years leading an SDR, BDR or inside sales team.
• Experience building an SDR function from the ground up: designing the model, setting targets, defining roles and creating the structure for a team to scale.
• A track record of improving conversion, not just adding activity.
• A habit of reviewing how things work and making them better. You spot where processes or ways of working are slowing the team down, and you fix them rather than work around them.
• Hands‑on coaching ability: you can listen to a call and say exactly what to do differently.
• Experience in considered, multi‑stakeholder sales. Our buyers are in HR, People and Culture, Wellbeing and Finance.
• Strong CRM discipline and numeracy. You can build and defend a conversion model.
• Numerate. You can build and defend a conversion model, and you understand what a lagging metric does to a weekly report.
• A positive, can‑do attitude and energy that lifts the people around you. Outbound is demanding, and your team will take its lead from you.

What You’ll Love:

We’re proud of our culture, and even prouder of the people who make it what it is.

At Fitness Passport, we’re not just about providing access to great gyms and wellness facilities — we’ve also created a fantastic place to work. Our company values of Collaboration, Growth, Respect, Integrity and Wellbeing define our culture and the principles we use to operate our business.

We don’t just talk about wellness – we live it! Our BeneFit Passport Rewards Program and values‑driven culture support your well‑being inside and outside of work.

Here’s what’s waiting for you:

• Your very own Fitness Passport membership – access thousands of fitness facilities because we believe in what we offer
• 3 paid well‑being days per year – because rest and recharge matter
• Hybrid & flexible work – our team enjoys three days a week in our office space
• Generous WFH allowance to support our hybrid model
• Ongoing wellness perks – think fitness challenges, guest speakers, and more
• Paid parental leave to support you and your family
• Mental health support through Clear Head & our Employee Assistance Program
• Rewards & recognition – Earn Hero Points and get rewarded for your impact!
• Regular social events to stay connected and celebrate wins
• ‘Pawesome’ incentives like bring your dog to work day