Vice President, Sales Development

What We NeedWe are seeking a results-driven strategic leader to build and lead the sales development team in our Payables business. The ideal candidate is a seasoned sales leader with experience in scaling sales development teams and growing a qualified sales pipeline. You will lead multiple SDR teams covering both inbound and outbound channels for Payables products (AP Automation & Commercial Cards) across various markets and segments. You will be responsible for developing the people, processes, and technology needed to ensure that Sales Development Representatives (SDRs) spend most of their time having meaningful conversations with high-quality prospects. You will develop and implement playbooks for each SDR team and leverage data and analytics to track results and improve effectiveness. This role will report directly to the Chief Marketing Officer, Payables. This position offers an outstanding and exciting opportunity to shape the future of how Corpay Payables will generate sales pipeline and be a driving force in defining Corpay’s strategy and growth.How We WorkAs a Vice President of Sales Development, you will be expected to work in a hybrid environment. CORPAY will set you up for success by providing:Assigned workspace in Brentwood, TN officeCompany-issued equipment + remote accessMonthly home internet stipendResponsibilitiesTeam Building and Development: Build a world-class sales and business development team. Recruit, train, and develop a global team of SDRs and Sales Development Managers/Team Leads.Strategic Planning: Develop the Sales Development Teams Business Plan in collaboration with the broader Marketing organization, Sales, and Finance.Incentive Structures: Collaborate with Sales Compensation teams, Finance, Legal, and People Ops to create the correct incentive structures, programs, and compensation plans.Cross-functional Collaboration: Work closely with the Chief Sales Officer, Chief Marketing Officer, and leaders across the GTM function to define, provide insights, and support the execution of our pipeline creation motion.Performance Analysis: Deeply understand drivers of SDR results and proactively highlight areas for improvement across multiple channels, products, and teams, creating solutions to address pain points.Optimization: Identify and institute creative methods for improving connect and conversion rates.Qualification Criteria: Work with sales leaders to define qualification criteria for leads in different markets/segments and develop SDR playbooks to engage prospects and drive a qualified pipeline to sales teams.Feedback and Improvement: Track post-hand-off execution and feedback from sales on SDR leads, identify gaps/opportunities for improvement, and implement strategies to improve quality/close rates on SDR-generated leads.Accountability: Measure and hold accountable Sales Development Managers and teams for performance and results.Motivation and Incentives: Develop and implement programs to help motivate, incentivize, and drive higher performance throughout your team.Talent Development: Hire and develop strong talent at all levels, creating the Sales Development career ladder.Retention and Onboarding: Collaborate with People Ops and Enablement to drive retention, maintain headcount, and onboard successful new team members. Ensure the SDR onboarding program and ongoing training are up to date on our current product offerings.Coaching and Growth: Motivate and develop SDRs and SDR managers to exceed goals through coaching and incentives, aligning with our leveling concept to grow their careers.Capacity Planning: Plan, forecast, and understand ramp-adjusted capacity to ensure the team grows effectively in tandem with the needs of our sales organization.Tools and Technology: Partner with sales and marketing operations to ensure the SDR team has the best tools and technology to optimize SDR efficiency and productivity, especially Salesforce.com and Outreach.Goal Achievement: Meet and exceed your team's monthly sales goals.Requirements8+ years of second-line management experience building and managing teams in sales or sales development.Proven ability to execute in a dynamic business environment, including prioritization of deliverables and tasks, sound business judgment, influencing stakeholders, taking ownership, leading data-driven analyses, and influencing results.Strong analytical skills with the ability to define a variety of metrics to track performance and work with sales analytics to create reporting/dashboards for effective team and individual management.Strong systems thinking approach, with the ability to develop processes and systems that lead to scalable and repeatable performance.Experience leading and developing an outbound business development team at scale (>30 team members).Ability to attract, retain, and motivate exceptional SDRs and Sales Development Managers, with multiple repeatable proof points of recruiting, hiring, developing, and retaining talent that forms a high-performing sales development organization.Ability to motivate and manage a team of Sales Development Managers and first-line managers to exceed team performance and provide professional development.Power user of Salesforce.com and SDR cadence management software, with experience or awareness of other sales technology used by sales development teams.Preferred QualificationsExperience managing remote and hybrid Sales Development teams.Previous experience in developing Sales or Sales Development playbooks.B2B SaaS or Fintech/Payments experience.Benefits & PerksMedical, Dental & Vision benefits available the 1st month after hireAutomatic enrollment into our 401k plan (subject to eligibility requirements)Virtual fitness classes offered company-wideRobust PTO offerings including: major holidays, vacation, sick, personal, & volunteer timeEmployee discounts with major providers (i.e. wireless, gym, car rental, etc.)Philanthropic support with both local and national organizationsFun culture with company-wide contests and prizesOur Company & PurposeCORPAY is a global leader in business payments, laser focused on developing smarter ways for businesses to pay their expenses. Since 2000, CORPAY has developed innovative digital solutions that help businesses better track, manage, and pay their expenses. Today, CORPAY is an S&P 500 company with hundreds of thousands of customers using our products in over 100 countries. Companies of all sizes, industries and geographies rely on our product portfolio to manage spending more quickly, efficiently and securely than ever before.We embrace a culture grounded in five key values:

integrity, collaboration, innovation, execution and people. These values offer you the opportunity to ‘thrive & grow’ through career development, volunteer, community, and wellness initiatives. This allows you to create a balance between professional goals and personal achievement.CORPAY is also committed to building and nurturing a culture of diversity, inclusion, equality, and belonging by:Welcoming people of different backgrounds, cultures, ethnicities, genders, and sexual orientations;Empowering our people to share their experiences and ideas through open forums and individual conversations; andValuing each person’s unique perspectives and individual contributions.Embracing diversity enables our people to “make the difference” as CORPAY and its more than 8,000 employees continue to shape the future of global payments. Learn more by visiting www.CORPAY.com or following CORPAY on LinkedIn.Equal Opportunity/Affirmative Action EmployerCORPAY is an Equal Opportunity Employer. CORPAY provides equal employment opportunities to all employees and applicants without regard to race, color, gender (including pregnancy), religion, national origin, ancestry, disability, age, sexual orientation, gender identity or expression, marital status, language, ancestry, genetic information, veteran and/or military status or any other group status protected by federal or local law. If you require reasonable accommodation for the application and/or interview process, please notify a representative of the Human Resources Department.For more information about our commitment to equal employment opportunity and pay transparency, please click the following links: EEO and Pay Transparency.

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