Manager, NA Mid-Market Sales Development

American Express Company; Chicago (IL); On-site; USD 88,000 - 164,000; Full time

Benefits offered by this job

Flexible benefits

Travel perks

Learning platform access

Job summary

Amex GBT is seeking a leader who builds high-performing teams through hands-on coaching and real-time modeling of excellence. As the face of Amex GBT's mid-market sales development, you will set the tone, drive culture, and be the standard your team measures against.

You will coach, lead from the front, shape outbound strategy, and use data to drive smarter decisions. This role requires recruiting and retaining top talent, cross-functional collaboration, and a passion for turning every prospect

Qualifications

• Proven coaching-first leadership approach.
• Belief in a phone-first outbound model for pipeline.
• Ability to build reports and dashboards to guide coaching.
• Strong cross-functional collaboration skills.
• Experience recruiting and retaining high-performing talent.

Responsibilities

• Coach and develop reps through live coaching sessions.
• Lead from the front, dialing alongside the team when needed.
• Champion a phone-first outbound culture to build pipeline.
• Shape outbound strategy and evolve the playbook with frontline insights.
• Own culture and team DNA, driving initiatives to lift results.
• Use data to inspect expectations and guide coaching decisions.
• Collaborate across AE Leaders to translate team efforts into business outcomes.

Skills

Coaching-first leadership

Phone-first outbound

Data-informed decisions

Cross-functional collaboration

Talent acquisition & retention

Emotional intelligence

Recruiting top talent

Job description

Amex GBT is a place where colleagues find inspiration in travel as a force for good and – through their work – can make an impact on our industry. We’re here to help our colleagues achieve success and offer an inclusive and collaborative culture where your voice is valued.

We're seeking a leader who builds high-performing teams through hands‑on coaching, real-time modeling of excellence, and a culture where every prospect conversation is a strategic opportunity to learn and advance.

As the face of Amex GBT's mid‑market sales development organization, you will set the tone, drive the culture, and be the standard your team measures themselves against.

What You'll Do

Coaching and Development: You’re listening to calls, with reps during prospecting blocks, running live coaching sessions, and showing your team what a great outbound conversation sounds like, every day.

Lead from the Front: You pick up the phone. When the team needs a spark, when a rep is stuck, or when demonstrating a new technique—you dial alongside them.

Phone-First Culture Builder: Champion a culture where outbound calling is the primary weapon, helping your team understand that every conversation is an opportunity to gather intelligence, build rapport, and create pipeline through genuine engagement rather than overcoming objections.

Outbound Strategy & Playbook Development: Shape Amex GBT's evolving outbound playbook by bringing creative engagement approaches, identifying gaps from front‑line insights, and collaborating to continuously improve messaging, sequencing, and account strategy.

Culture & Team DNA Ownership: You are maniacally focused on building something special—knowing every team member deeply, understanding the why behind the numbers, and identifying which initiatives drive results, where friction exists, and what your team needs next.

Data-Informed Decision Making: You are analytically sharp, capable of building reports and reading dashboards, and use data to inspect what you expect and make smarter coaching decisions.

Cross-Functional Leadership: You are the face of this team across the organization, collaborating effectively with AE Leaders, translating your team's efforts into real business outcomes, and earning trust through credible results.

Talent Acquisition & Retention: Attract, develop, and retain top mid‑market sales development talent by identifying high‑potential reps, accelerating their growth, and creating a team environment where A‑players thrive and want to stay.

What We're Looking For

A proven coaching‑first leadership approach—you believe your primary job is to develop every person on your team, and your track record reflects it

Deep belief in a phone‑first outbound model. You understand that real pipeline is built through conversations, not just sequences and automation

Strong creative instincts for outbound strategy—you bring ideas on messaging, positioning, and account engagement that go beyond the standard playbook

Naturally curious about the business, the market, and your team’s prospects. You ask why before you prescribe how

Comfortable and confident picking up the phone yourself. You lead by example and never ask your team to do something you wouldn’t do

Data‑literate and capable of building your own reports when needed, but you use data to drive coaching and decisions—not to avoid being present

High emotional intelligence—you read your team well, know when to push and when to support, and adapt your style to each person

Proven ability to recruit and retain high‑performing talent. People want to work for you, and they stay because you invest in them

Strong cross‑functional collaborator who represents the sales development organization with credibility and professionalism.

Location United States

The US national base salary range for this position is from $88,200.00 - $163,800.00

The national range provided includes the base salary that Amex GBT expects to pay for the role.

Actual base salary will be based on factors including the scope and complexity of the role and the successful candidate’s relevant experience, skills, knowledge, and work location.

In addition to base salary, the anticipated range of which is posted above, this role is eligible for a sales incentive plan based on specific sales' roles.

For information about our comprehensive US benefits programs and eligibility, please review our Benefits-at-a-Glance document.

Benefits at a glance

The #TeamGBT Experience

Work and life: Find your happy medium at Amex GBT. Flexible benefits are tailored to each country and start the day you do. These include health and welfare insurance plans, retirement programs, parental leave, adoption assistance, and wellbeing resources to support you and your immediate family.

Travel perks: get a choice of deals each week from major travel providers on everything from flights to hotels to cruises and car rentals. Develop the skills you want when the time is right for you, with access to over 20,000 courses on our learning platform, leadership courses, and new job openings available to internal candidates first.

We strive to champion Inclusion in every aspect of our business at Amex GBT. You can connect with colleagues through our global INclusion Groups, centered around common identities or initiatives, to discuss challenges, obstacles, achievements, and drive company awareness and action. And much more!

All applicants will receive equal consideration for employment without regard to age, sex, gender (and characteristics related to sex and gender), pregnancy (and related medical conditions), race, color, citizenship, religion, disability, or any other class or characteristic protected by law.

Furthermore, we are committed to providing reasonable accommodation to qualified individuals with disabilities.

For details regarding how we protect your data, please consult the Amex GBT Recruitment Privacy Statement.

What if I don’t meet every requirement?

If you’re passionate about our mission and believe you’d be a phenomenal addition to our team, don’t worry about “checking every box;” please apply anyway. You may be exactly the person we’re looking for!