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.
Our outbound team is growing quickly across North America, EMEA and APAC, and across Mid-Market, Enterprise and GMN. Today, reps ask for a list and the list gets built. Nobody leads the bigger question of whether it is the right list, or whether we are working each contact deeply enough to get a result.
The Manager, Outbound Strategy owns that question. This person decides who we should be calling, how many of them each rep needs, and how thoroughly we should work them. They then follow every list into the calls and the funnel, learn from what comes back, and make the next list better. The goal is that before a single call is made, the thinking has been done, so effort is not wasted.
This is a strategy role, not a list-building role. A list operations team does the building, and this manager advises how that team works and what it builds. The role sits alongside the Outbound Performance and Outbound Development managers, who handle reporting and tools and training and coaching.
What You'll Do
Targeting and list strategy
- Work backwards from sales targets to the number of accounts and contacts each rep needs, by segment and region
- Rank and tier contacts so reps spend their time where the odds are best, and keep that approach current as results come in
- Recommend how reps get lists, including whether an open pool they can pull from themselves works better than a request process
- Direct the list operations team: what it builds, to what standard, and in what order
- Design and run trials of new titles, industries and account types, and agree on how each will be measured
- Data and insight
- Review call outcome data every day, including wrong contact, wrong account, meetings booked, and contacts moved to nurture
- Trace each list through the sales funnel to see which kinds of contacts and accounts turn into qualified meetings
- Find which reps and which approaches target most effectively, and share what is working
- Own the metrics for targeting quality and downstream results, with clear definitions
- Get the most value from our scoring, dialing and data tools, and give recommendations on how to configure them
- Contact strategy
- Set the standard for how many times and over what period each priority contact is worked, so reps do not stop after one or two attempts
- Track whether that standard is followed and what reach it delivers
- Give front-line leaders the data they need to coach to it
Partnership
Work with Growth Performance to make sure the reports and dashboards you need exist and the numbers can be trusted
Work with Growth Development so training and coaching reflect what the data shows
Share findings and recommendations with Sales Development leaders in every region and segment
What We're Looking For
- Strong analytical skills, with the ability to work with large data sets, spot patterns and explain them in plain language
- Comfort turning a target into funnel math and testing assumptions against real results
- Familiarity with outbound sales and top of funnel best practices, including how contacts are prioritized, sequenced and measured
- Experience in sales operations, revenue operations, sales development or a data support role
- Working knowledge of Salesforce reporting
- A collaborative approach, with credibility among front-line leaders, operations teams and vendors
- Experience directing the work of others, such as contractors, analysts or an operations team
- Clear written and verbal communication
- Experience with sales engagement, dialing, scoring or data enrichment tools
- Experience working across regions and segments
Location
United States
The US national base salary range for this position is from
$88,200.00 - $163,800.00The 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.
Click Here for Additional Disclosures in Accordance with the LA County Fair Chance Ordinance.
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.
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!
Skills Required
- Strong analytical skills, including working with large datasets, identifying patterns, and explaining insights clearly
- Ability to translate targets into funnel mathematics and test assumptions against results
- Familiarity with outbound sales and top-of-funnel best practices, including contact prioritization, sequencing, and measurement
- Experience in sales operations, revenue operations, sales development, or a data support role
- Working knowledge of Salesforce reporting
- Collaborative approach with credibility among frontline leaders, operations teams, and vendors
- Experience directing contractors, analysts, or an operations team
- Clear written and verbal communication skills
- Experience with sales engagement, dialing, scoring, or data enrichment tools
- Experience working across regions and market segments
American Express Global Business Travel Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about American Express Global Business Travel and has not been reviewed or approved by American Express Global Business Travel.
-
Healthcare Strength — Healthcare coverage is described as comprehensive, including medical, dental, vision, life, disability, and access to physician consultations in some cases. Emotional and mental-health resources are also highlighted, including counseling, crisis support, and webinars for employees and immediate families.
-
Leave & Time Off Breadth — Time off and flexibility options are portrayed as broad, including PTO that combines vacation and sick time, with potential to purchase additional vacation in some locations. Flexible arrangements are described as available in parts of the organization, including remote work and options like part-time schedules, job sharing, and sabbaticals where supported.
-
Retirement Support — Retirement support is positioned as available through locally competitive programs, including a U.S. 401(k) with employer matching after a service period. Ownership-related benefits are also present via an employee stock purchase plan offered in many countries.
American Express Global Business Travel Insights
What We Do
American Express Global Business (Amex GBT) is the world’s leading B2B travel platform, providing software and services to manage travel, expenses, meetings & events for companies of all sizes. Our solutions include: Egencia: the leading software as service travel platform for small and medium-sized enterprises (SMEs). Ovation: the solution synonymous with high-touch travel service. The Neo Technology Group: a technology-focused team that builds cloud-based travel solutions. Meetings & Events: providing solutions for a single meeting or an entire meetings portfolio. Global Business Consulting: customized services to help clients optimize their travel program.
Why Work With Us
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. Ready to explore a career path? Start your journey with us - apply now!
Gallery
