Manager, Inbound Sales Development

Square is looking for a passionate manager to develop and lead a team of Sales Development Representatives. This team is a critical partner to Marketing and Lead Generation. This manager will lead an SDR team that is focused on qualifying warm leads with high intent, as well as Senior SDR's who are focused on pitching and outbounding to cold leads with low intent to build Sales Pipeline. These SDR's will also close and self-onboard select SMB deals in a lower revenue range to contribute to revenue.
Your main focus will be ensuring your team is delivering monthly performance expectations through Activity KPI's, Monthly Sales Targets and Pipeline Management SLA's. In addition to this, you will be developing future Sales talent at Square. These two goals are crucial in scaling the sales organization and delivering quality pipeline to Account Executives. You will measure performance through pipeline converted to Account Executives across all lead sources, maintaining high performance for those channels, as well as revenue captured from SMB leads.
This Sales Development Manager position offers an exciting opportunity to contribute to our company's GTM growth and success through a strong partnership with Sales, Marketing & Partnerships. You will report directly to our Director of Global Sales Development.
You will:

• Leadership: Provide daily coaching and professional development to a team of 8-10 Sales Development Representatives, including weekly 1:1 meetings, weekly shadow sessions, call coaching, and co-selling
• Marketing + Lead Generation Partnership: Improve the efficiency of warm lead qualification to ensure high SAL's (Sales Accepted Leads) per SDR, and strengthen the cold-lead playbook to improve SDR performance of new Marketing channels
• Increase Conversion Rates of both High and Low Intent Leads: Collaborate with Sales, Marketing & Enablement to create strategies that will drive high conversion rates and sales pipeline
• Strategic Lead Qualification & Engagement: Ensure the team follows a methodical approach to lead engagement through a structured weekly sequence and converts leads by showcasing Square's value and creating urgency in their sales process
• Pipeline Management: Assist in pipeline management to ensure fast actioning of leads, and effective onboarding of select lower revenue sellers
• Operation Excellence: Track attainment of monthly/ quarterly SAL, Conversion Rate by lead source and Speed to Lead targets to maintain a high performing team
• Analyze performance data to identify trends and provide insights on process or sales strategy improvements
• Hiring & Talent Development: Continue to grow the team through recruiting and onboarding of new SDRs
• The core objective of this manager is to improve SDR qualification through strong KPI performance, assist in improving the performance of Marketing campaigns, develop SDR talent and help them generate high quality Sales pipeline and revenue
• Become an essential part of Sales Leadership at Square

You have:

• 1+ years of experience in a sales management role
• 2-3 years of experience in a quota closing role (SDR, AE or Inside Sales) or a quota carrying role
• Strong understanding of the full sales funnel and ability to communicate with cross functional teams like Marketing, and assess potential improvements in outreach strategy to increase Conversion Rates
• Experience leveraging AI to develop coaching plans and analyze conversion data by lead source
• Deep understanding of Lead Generation and ability to implement new sales strategies by designing playbooks for Marketing & Partnerships leads as we scale
• High level of operational excellence through strong time management, leadership skills and results orientation
• Passion for Square & Sales, and to coach and develop SDR's. This includes proactive performance management of reps, inbound/ outbound calls and shadows, KPI execution and pipeline management.
• Background of hiring, training, and developing strong sales talent
• Experience and familiarity with B2B/ B2C tech sales, and tools like Salesloft, Salesforce Gong, Chili Piper, Power Dialers and AI tools for lead management
• Ideally located within 50 miles of a Square Hub and willing to coach team onsite (STL, ATL, SDL, NYC)

Pay Transparency
Block takes a market-based approach to pay, and pay may vary depending on your location. U.S locations are categorized into one of four zones based on a cost of labor index for that geographic area. The successful candidate's starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions. These ranges may be modified in the future.
To find a location's zone designation, please refer to this resource . If a location of interest is not listed, please speak with a recruiter for additional information.
Zone A: $129,000 - $177,400
Zone B: $119,900 - $164,900
Zone C: $113,600 - $156,200
Zone D: $103,200 - 141,900
We're working to build a more inclusive economy where our customers have equal access to opportunity, and we strive to live by these same values in building our workplace. Block is an equal opportunity employer evaluating all employees and job applicants without regard to identity or any legally protected class. We will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and "fair chance" ordinances.
We believe in being fair, and are committed to an inclusive interview experience, including providing reasonable accommodations to disabled applicants throughout the recruitment process. We encourage applicants to share any needed accommodations with their recruiter, who will treat these requests as confidentially as possible. Want to learn more about what we're doing to build a workplace that is fair and square? Check out our I+D page .
While there is no specific deadline to apply for this role, U.S. roles are typically open for an average of 55 days before being filled by a successful candidate. Please refer to the date listed at the top of this job page for when this role was first posted.
Use of AI in Our Hiring Process
We may use automated AI tools to evaluate job applications for efficiency and consistency. These tools comply with local regulations, including bias audits, and we handle all personal data in accordance with state and local privacy laws.
Contact us here with hiring practice or data usage questions.
Every benefit we offer is designed with one goal: empowering you to do the best work of your career while building the life you want. Remote work, medical insurance, flexible time off, retirement savings plans, and modern family planning are just some of our offering. Check out our other benefits at Block.
Block, Inc. (NYSE: XYZ) builds technology to increase access to the global economy. Each of our brands unlocks different aspects of the economy for more people. Square makes commerce and financial services accessible to sellers. Cash App is the easy way to spend, send, and store money. Afterpay is transforming the way customers manage their spending over time. TIDAL is a music platform that empowers artists to thrive as entrepreneurs. Bitkey is a simple self-custody wallet built for bitcoin. Proto is a suite of bitcoin mining products and services. Together, we're helping build a financial system that is open to everyone.