Sales Development Manager

About the role

Lead a high-performing team of full-cycle sales representatives responsible for driving new business growth in the SMB segment. Develop top sales talent through coaching, performance management, and execution while fostering a culture of accountability and results.

Responsibilities

• Lead, coach, and develop a high-volume sales team to consistently achieve and exceed revenue goals.
• Drive team performance through regular coaching, pipeline reviews, performance metrics, and accountability.
• Improve sales effectiveness by coaching prospecting, discovery, objection handling, negotiation, and closing techniques.
• Monitor pipeline health and CRM accuracy to ensure disciplined sales execution and forecasting.
• Partner with sales representatives on strategic opportunities to improve win rates and accelerate revenue growth.
• Collaborate with Customer Success, Marketing, Sales Enablement, and Leadership to optimize the customer experience and sales performance.
• Support hiring, onboarding, and ongoing development of sales talent.
• Identify process improvements and share best practices to continuously elevate team performance.

Requirements

• Minimum of 3 years of experience managing a high-volume sales team.
• Experience managing sales teams in SaaS or other service-based industries preferred; logistics experience is not required.
• Proven track record of leading teams to consistently meet or exceed sales goals.
• Strong coaching and performance management skills with the ability to develop and motivate sales professionals.
• Experience using sales metrics and KPIs to drive performance and accountability.
• Excellent communication, leadership, and organizational skills in a fast-paced environment.

Benefits

• Competitive compensation
• Medical, Dental, Vision, Disability & Life Insurance
• 401(k) with company match
• Pet Insurance
• PTO, commuter benefits, gym membership discounts, and wellness perks
• Professional development and career advancement opportunities
• Collaborative, inclusive culture

About the company

Echo Global Logistics is a leading provider of technology-enabled transportation management services. As a third-party logistics provider, we simplify transportation management for our clients and carriers, handling crucial tasks so they can focus on what they do best. From coast to coast, dock to dock, and across all major transportation modes, Echo connects businesses that need to ship their products with carriers who transport goods quickly, securely, and cost-effectively.

Work Environment

This job operates in an office environment and uses a computer, telephone, and other office equipment as needed to perform duties. The noise level in the work environment is typical of that of an office with an open seating floor plan. The employee may encounter frequent interruptions throughout the work day. The employee is regularly required to sit, talk, or hear.