Sales Development Representative Leader Mid-Market

American Express Global Business Travel; Arlington Heights (IL); On-site; USD 88,000 - 164,000; Full time

Benefits offered by this job

Flexible benefits

Travel perks

Learning platform access

Job summary

American Express Global Business Travel is seeking a coaching‑first leader to mentor mid‑market sales reps, model excellence, and build a strong phone‑first culture in our outbound program.

You will set the tone for the team, use dashboards to drive coaching decisions, and collaborate cross‑functionally to translate activity into real business outcomes. Expect a high‑impact role focused on growth and talent development.

Qualifications

• Coaching-first leadership with a proven track record.
• Experience mentoring reps to improve pipeline and performance.
• Ability to drive conversations and coaching based on data.

Responsibilities

• Lead hands-on mentoring by listening to calls and coaching live.
• Model techniques by answering calls alongside the team.
• Build outbound strategy with frontline insights to improve messaging.

Skills

Coaching leadership

Mentoring

Phone-first mindset

Data-driven coaching

Team development

Tools

CRM systems

Dashboards

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. 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.

What You’ll Do

• 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.

What We’re Looking For

• 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.

Location Chicago, Illinois, 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

• 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.
• 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. Please let your recruiter know if you need an accommodation at any point during the hiring process.
• For details regarding how we protect your data, please consult the Amex GBT Recruitment Privacy Statement.