VP of Sales Development

What We Need

Corpay is currently looking to hire a VP of Sales Development within our Payables division, this position based out of Brentwood, TN. As the VP of Sales Development, you will play a pivotal role in driving the growth and success of Corpay. You will lead a team of highly motivated and talented SDRs who are responsible for identifying and qualifying new business opportunities. Your primary goal will be to coach, mentor, and inspire your team to exceed their targets while also working closely with other sales leaders to drive overall revenue growth.


How We Work
Corpay will set you up for success by providing:
• Company-issued equipment
• Formal, hands-on training
• Assigned workspace in Brentwood, TN office

Role Responsibilities
The responsibilities of the role will include:


• Weekly 1:1s with Reps - Conduct a minimum of 30 minutes per rep, focusing on performance, development, and blockers.
• Pipeline Forecast Submission
• Pipeline Review & Accuracy - Ensure opportunities are accurately created and closed, with proper stage movement and data hygiene.
• Performance Tracking & Action Planning - Monitor individual performance weekly. Identify early signs of slipping or underperformance and implement action plans as needed.
• Conversion Tracking - Maintain and review each rep’s conversion metrics — monthly, quarterly, and year-to-date.
• Outbound Opportunity Metrics - Track the month-to-date outbound opportunities per rep to ensure a healthy pipeline.
• Team Roleplays - Host and participate in regular roleplay sessions to sharpen messaging and objection handling.
• Team Meetings - Hold structured weekly team meetings to align on goals, priorities, and share best practices.
• Follow-up Communications - Send recap emails after any critical conversation - especially if discussing rep development plans, future performance concerns, or potential PIP scenarios. Clear documentation avoids confusion and ensures transparency.


Qualifications
• 2-5+ years of B2B sales or sales development experience.
• 1-2+ years of experience leading, mentoring, or coaching SDRs (or serving as a Team Lead).
• Consistent track record of exceeding quota and driving pipeline generation.
• Experience with outbound prospecting and inbound lead management.
• Bachelor's degree preferred (or equivalent professional experience).
Core Skills
• Coaching & Development: Ability to identify performance gaps, provide actionable feedback, and improve rep performance through coaching.
• Leadership: Builds trust, holds the team accountable, and creates a positive, high-performance culture.
• Communication: Strong verbal and written communication with reps, peers, and executive leadership.
• Performance Management: Comfortable managing KPIs, conducting 1:1s, delivering performance reviews, and addressing underperformance.
• Recruiting & Hiring: Experience interviewing, selecting, onboarding, and developing new SDRs.
• Data Analysis: Ability to interpret dashboards and identify trends in activity, conversion rates, pipeline, and productivity.
• Organization: Manages multiple priorities while maintaining consistent coaching and operational execution.
• Problem Solving: Makes data-driven decisions and removes obstacles that impact team performance.
Technical Skills
• CRM experience (Salesforce preferred).
• Sales engagement platforms (Outreach, Salesloft, etc.).
• Sales intelligence tools (ZoomInfo, 6sense, LinkedIn Sales Navigator).
• Reporting tools (Power BI, Tableau, Salesforce Reports/Dashboards).
• Microsoft Office and Google Workspace proficiency.
Leadership Competencies
• Leads by example.
• Creates accountability without micromanaging.
• Gives timely, constructive feedback.
• Develops talent and prepares reps for promotion.
• Builds strong partnerships with Sales, Marketing, Operations, and Enablement.
• Effectively manages change and communicates organizational priorities.
Success Metrics
A successful SDR Manager consistently delivers:
• Team attainment against pipeline and opportunity goals.
• High-quality opportunities that convert to revenue.
• Strong activity and productivity metrics.
• Improved rep ramp time and performance.
• Low voluntary turnover and high employee engagement.
• Internal promotions into AE or other sales roles.
Preferred Characteristics
• Competitive and results-oriented.
• High emotional intelligence.
• Growth mindset with strong coachability.
• Excellent time management.
• Ability to influence without direct authority.
• Comfortable operating in a fast-paced, metrics-driven environ