JOB DESCRIPTION

We are seeking a Sales Manager to lead our Business Development Representative (BDR) team, a critical function responsible for building and accelerating pipeline growth across Resy's sales organization. You will manage a team of outbound and inbound BDRs focused on identifying, engaging, and qualifying restaurant prospects while creating new business opportunities for our Account Executive team.

This role requires a hands-on, metrics-driven leader with a proven ability to coach early-career sales talent, drive prospecting excellence, and develop scalable outbound strategies. You'll partner closely with Sales Leadership, Marketing, Revenue Operations, Strategic Partnerships, and Customer Success to ensure the team is targeting the right accounts, delivering compelling messaging, and generating high-quality pipeline that fuels Resy's continued growth.

RESPONSIBILITIES

• Lead, coach, and develop a team of Business Development Representatives to exceed pipeline generation, meeting-setting, and opportunity creation targets.
• Drive outbound prospecting strategy across key markets and segments, ensuring consistent execution and strong territory coverage.
• Monitor team performance through activity, conversion, and pipeline metrics, balancing daily execution with long-term talent development.
• Conduct regular coaching sessions focused on prospecting techniques, discovery conversations, objection handling, and sales messaging.
• Develop and reinforce best practices across cold calling, email outreach, social selling, referral generation, and inbound lead qualification.
• Partner with Marketing and Revenue Operations to optimize lead management processes, campaign effectiveness, and territory alignment.
• Collaborate with Sales Leadership to ensure smooth handoff processes and strong alignment between BDRs and Account Executives.
• Identify trends, challenges, and opportunities within the prospecting funnel and implement solutions to improve team performance.
• Support hiring, onboarding, and ramping efforts while building a high-performance culture centered on accountability, continuous learning, and collaboration.
• Champion the use of AI, automation, and modern sales technologies to improve prospecting efficiency and effectiveness.

QUALIFICATIONS

• 5+ years of B2B sales, business development, or demand generation experience, ideally within SaaS or technology-enabled services.
• 2+ years of people leadership experience managing BDR, SDR, or inside sales teams.
• Proven track record of building, coaching, and developing high-performing prospecting teams.
• Strong understanding of outbound sales methodologies, pipeline creation strategies, and funnel management.
• Experience leveraging Salesforce, Outreach, Salesloft, LinkedIn Sales Navigator, and similar sales technologies.
• Data-driven and highly analytical, with experience managing performance through KPIs and conversion metrics.
• Exceptional communication and coaching skills with the ability to motivate and develop early-career sales talent.
• Comfortable operating in a fast-paced, high-growth environment and adapting to evolving business priorities.
• Curious about AI and emerging sales technologies, with a passion for identifying new ways to improve productivity and results.
• Strong collaboration skills and experience working cross-functionally with Marketing, Sales, Operations, and Customer Success teams.
• Preferred: Experience in hospitality technology, restaurant technology, SMB sales, or marketplace businesses.
• Plus: A strong understanding of the restaurant industry and the challenges operators face when evaluating technology solutions.

ABOUT US

At American Express, our culture is built on a 175-year history of innovation, shared values and Leadership Behaviors, and an unwavering commitment to back our customers, communities, and colleagues. From delivering differentiated products to providing world-class customer service, we operate with a strong risk mindset, ensuring we continue to uphold our brand promise of trust, security, and service.

As part of Team Amex, you’ll experience our powerful backing with comprehensive support for your holistic well-being and many opportunities to learn new skills, develop as a leader, and grow your career. Here, your voice and ideas matter, your work makes an impact, and together, you will help us define the future of American Express.

ABOUT THE TEAM

We back you with benefits that support your holistic well-being so you can be and deliver your best. This means caring for you and your loved ones' physical, financial, and mental health, as well as providing the flexibility you need to thrive personally and professionally:

• Competitive base salaries
• Bonus incentives
• 6% Company Match on retirement savings plan
• Free financial coaching and financial well-being support
• Comprehensive medical, dental, vision, life insurance, and disability benefits
• Flexible working model with hybrid, onsite or virtual arrangements depending on role and business need
• 20+ weeks paid parental leave for all parents, regardless of gender, offered for pregnancy, adoption or surrogacy
• Free access to global on-site wellness centers staffed with nurses and doctors (depending on location)
• Free and confidential counseling support through our Healthy Minds program
• Career development and training opportunities

For a full list of Team Amex benefits, visit our Colleague Benefits Site .

American Express is an equal opportunity employer and makes employment decisions without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran status, disability status, age, or any other status protected by law. American Express will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable state and local laws, including the California Fair Chance Act, the Los Angeles County Fair Chance Ordinance for Employers, and the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance. For positions covered by federal and/or state banking regulations, American Express will comply with such regulations as it relates to the consideration of applicants with criminal convictions.

We back our colleagues with the support they need to thrive, professionally and personally. That's why we have Amex Flex, our enterprise working model that provides greater flexibility to colleagues while ensuring we preserve the important aspects of our unique in-person culture. Depending on role and business needs, colleagues will either work onsite, in a hybrid model (combination of in-office and virtual days) or fully virtually.

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The below represents the expected salary range for this job requisition. Ultimately, in determining your pay, we’ll consider your location, experience, and other job-related factors.