Sales Development & Operations Manager

Sales Development & Operations ManagerScratch is hiring a Sales Development & Operations Manager to drive early engagement with our Scratch Checkout payment processing solution. The ideal candidate for this role should be hyper-focused on team development and enablement, experienced in building high-performing teams and energized about the role that exceptional financial technology solutions can play in improving healthcare.What You'll DoReporting to Scratch's Director of Sales, this role will be responsible for leading a team of Sales Development Representatives, focused on early customer outreach and engagement with the goal of developing a strong pipeline of high-quality demos in partnership with our team of Account Executives.Implement scalable outreach strategies, leveraging phone and email touchpoints to maximize engagement across outbound prospects.Establish clear KPIs and performance standards, utilizing data and call reviews to assess SDR effectiveness and identify coaching opportunities.Partner closely with Account Executives to align on ICP, outreach priorities, lead handoff process, and overall pipeline generation strategy.Collaborate with RevOps, Product, and Marketing to improve lead flow quality, conversion rates, and CRM hygiene across the SDR funnel.Launch and manage a structured onboarding and continuous development program for SDRs to accelerate ramp time and support long-term career progression.Run weekly team meetings and pipeline reviews, fostering an accountable, collaborative, and competitive team culture.Hop into player/coach mode when business needs require it.Regularly report on SDR performance metrics, pipeline health, and demo contribution to broader sales leadership and stakeholders.Identify process gaps, tooling needs, and automation opportunities to increase efficiency and productivity.What We Are Looking ForExtensive knowledge and understanding of business development strategies and best practices.Experience in identifying and cultivating strategic partnerships and opportunities for business expansion.Results-orientation with a demonstrated commitment to achieving and exceeding business objectives.A track record of delivering measurable business outcomes and driving revenue growth - ability to hop in as a player/coach when needed to hit team goals.Ability to effectively communicate the value proposition of our financial technology solutions to healthcare professionals and other target audiences.Strong analytical skills to assess market trends, competitor activities, and customer needs to inform strategic decisions.Continuous learning mindset and a passion for teaching others.Minimum of 5 years of sales experience with 2+ years leading high-performing business development teams.Ability to work collaboratively in cross-functional teamsExcellent problem-solving skills and attention to detail.Experience working in a matrixed organization structure is a plus.Experience working in FinTech, HCIT or similarly regulated industries preferred.Why You'll Love Working HereCompetitive base salary ranging from $120,000 - $140,000 and OTE of $160,000 - $180,000 + equityWhile Scratch supports remote work for most roles, we believe the secret sauce to our team culture is meaningful connection and close collaboration. For those nearby or visiting, our Pasadena office is fully open and stocked with snacks and drinks for hybrid work.

We also bring the whole company together each year for Hub Day, our annual onsite where everyone gathers in person to bond, align, and celebrate our wins together!Alongside our collaborative team environment, we offer unlimited PTO, covered healthcare, flex benefits, 401(k) matching, cell plan reimbursement, monthly recognition opportunities, continuous learning resources, an equity retention program, and generous parental leave!