Amex GBT is a place where colleagues find inspiration in travel as a force for good and – through their work – can make an impact on our industry. We’re here to help our colleagues achieve success and offer an inclusive and collaborative culture where your voice is valued.
GBT is building a phone-first outbound culture in our mid-market segment—one rooted in conversations, strategic thinking, and a fundamentally different approach to how sales development teams create pipeline. We’re looking for someone who believes that the best way to build a high-performing team is to be in the work alongside them—coaching in real time, modeling what great sounds like, and creating an environment where every conversation with a prospect is treated as a strategic opportunity to learn, connect, and advance.
This role is the face of GBT’s mid-market sales development organization. You will set the tone, drive the culture, and be the standard your team measures themselves against.
What You'll Do
- Hands-On Coaching & Real-Time Development: This is where you live. You’re listening to calls, with reps during prospecting blocks, running live coaching sessions, and showing your team what a great outbound conversation actually sounds like. You don’t wait for a weekly 1:1 to develop someone—you do it in the moment, every day.
- Lead from the Front: You pick up the phone. When the team needs a spark, when a rep is stuck on an approach, or when you want to demonstrate a new technique—you get in the pit and dial alongside them. Your team follows your lead because they’ve watched you do the work yourself.
- Phone-First Culture Builder: Champion and embed a culture where the phone is the primary weapon. Help your team understand that outbound isn’t about overcoming objections—it’s about understanding. Every conversation is an opportunity to gather intelligence, build rapport, and create real pipeline through genuine engagement.
- Outbound Strategy & Playbook Development: Complement and help shape GBT’s evolving outbound playbook. Bring creative approaches to how your team engages mid-market prospects. You see what’s working on the front line, identify gaps, and collaborate to continuously improve messaging, sequencing, and account approach.
- Culture & Team DNA Ownership: You are maniacally focused on building something special. You know every person on your team—what drives them, where they’re growing, what’s holding them back. When leadership asks what’s trending, you don’t just know the numbers—you know the why behind them. You understand which initiatives are driving results, where friction exists, and what your team needs next. Top performers thrive under you because the standard is high, the support is real, and the culture is one people are proud to be part of.
- Data-Informed Decision Making: You are analytically sharp and absolutely capable of building reports, reading dashboards, and using data to inspect what you expect. Data gives you the insights to ask better questions and make smarter coaching decisions. But dashboards are a tool, not a destination—you use them to inform the time you spend with your people, not replace it.
- Cross-Functional Leadership: You are the face of this team across the organization. You collaborate effectively with AE Leaders, and ensure your team’s efforts translate into real business outcomes. You represent your org with credibility and earn trust through results.
- Talent Acquisition & Retention: Attract, develop, and keep the best mid-market sales development talent in the business. Your team loves working for you and your reps don’t want to leave. You know how to identify high-potential talent, accelerate their development, and create a team environment that A-players seek out.
What We're Looking For
- A proven coaching-first leadership approach—you believe your primary job is to develop every person on your team, and your track record reflects it
- Deep belief in a phone-first outbound model. You understand that real pipeline is built through conversations, not just sequences and automation
- Strong creative instincts for outbound strategy—you bring ideas on messaging, positioning, and account engagement that go beyond the standard playbook
- Naturally curious about the business, the market, and your team’s prospects. You ask why before you prescribe how
- Comfortable and confident picking up the phone yourself. You lead by example and never ask your team to do something you wouldn’t do
- Data-literate and capable of building your own reports when needed, but you use data to drive coaching and decisions—not to avoid being present
- High emotional intelligence—you read your team well, know when to push and when to support, and adapt your style to each person
- Proven ability to recruit and retain high-performing talent. People want to work for you, and they stay because you invest in them
- Strong cross-functional collaborator who represents the sales development organization with credibility and professionalism
WHAT “GREAT” LOOKS LIKE
Outcomes and culture define this role. Here is how we’ll know you’re exceptional:
- Your team consistently meets or exceeds pipeline targets through the quality of their conversations and the strength of their approach
- Rep performance improves measurably and continuously under your coaching. Ramp times decrease. Conversion rates climb. Confidence compounds.
- Attrition is low because your people feel challenged, supported, and genuinely invested in
- When asked about your team’s performance, you can explain not just what’s happening, but why—the trends, the initiatives, the coaching themes driving every result
- The outbound playbook improves because of the front-line intelligence and creative ideas you bring to the table
- Cross-functional partners trust and seek your perspective because you consistently deliver results and represent your team with strength
- The phone-first culture you build becomes a competitive advantage—your team generates more meaningful conversations and stronger pipeline than teams that rely on automation alone
A Note on Fit
This role is built for a leader who gets energy from being in the work. Someone who finds their best days are the ones spent coaching a rep through a breakthrough moment, not formatting a report.
If you’re the kind of manager whose team would run through a wall for you because they know you’d run through it first, you’ll thrive here.
If you’re most comfortable managing from a distance through dashboards and status updates, this likely isn’t the right match.
COMPENSATION & GROWTH
GBT is committed to attracting and retaining exceptional front-line leadership. This role is compensated to reflect the outsized impact a great coaching manager has on team performance and pipeline creation.
- Competitive base salary plus performance-based variable compensation
- Team-level accelerators that reward sustained over-performance
- Clear career progression into senior leadership within GBT.
- The opportunity to be a foundational leader in building GBT’s next-generation outbound culture
This is an opportunity to lead from the front, build a team that sets the standard for mid-market outbound, and shape the culture of a sales development organization backed by the brand, resources, and ambition of GBT.
If you’re the kind of leader whose teams never want to leave because they know you’ll always be in the pit with them, we’d love to hear from you.
Location
Chicago, Illinois, United States
The US national base salary range for this position is from
$88,200.00 - $163,800.00
The national range provided includes the base salary that Amex GBT expects to pay for the role. Actual base salary will be based on factors including the scope and complexity of the role and the successful candidate’s relevant experience, skills, knowledge, and work location.
In addition to base salary, the anticipated range of which is posted above, this role is eligible for a sales incentive plan based on specific sales' roles.
For information about our comprehensive US benefits programs and eligibility, please review our Benefits-at-a-Glance document.
Benefits at a glance
The #TeamGBT Experience
Work and life: Find your happy medium at Amex GBT.
Flexible benefits are tailored to each country and start the day you do. These include health and welfare insurance plans, retirement programs, parental leave, adoption assistance, and wellbeing resources to support you and your immediate family.
Travel perks: get a choice of deals each week from major travel providers on everything from flights to hotels to cruises and car rentals.
Develop the skills you want when the time is right for you, with access to over 20,000 courses on our learning platform, leadership courses, and new job openings available to internal candidates first.
We strive to champion Inclusion in every aspect of our business at Amex GBT. You can connect with colleagues through our global INclusion Groups, centered around common identities or initiatives, to discuss challenges, obstacles, achievements, and drive company awareness and action.
And much more!
All applicants will receive equal consideration for employment without regard to age, sex, gender (and characteristics related to sex and gender), pregnancy (and related medical conditions), race, color, citizenship, religion, disability, or any other class or characteristic protected by law.
Click Here for Additional Disclosures in Accordance with the LA County Fair Chance Ordinance.
Furthermore, we are committed to providing reasonable accommodation to qualified individuals with disabilities. Please let your recruiter know if you need an accommodation at any point during the hiring process. For details regarding how we protect your data, please consult the Amex GBT Recruitment Privacy Statement.
What if I don’t meet every requirement? If you’re passionate about our mission and believe you’d be a phenomenal addition to our team, don’t worry about “checking every box;" please apply anyway. You may be exactly the person we’re looking for!
