Merchant Onboarding Manager II

Description

Key Responsibilities

• Hire, train, and lead a large team of Inside Sales Managers and Executives.
• Build a high-performance culture focused on distinct KPIs: Call volume, connect rates, conversion rates, and time-to-live.
• Coach managers on driving daily productivity and holding their teams accountable.
• Foster a culture of trust, directness, and psychological safety, while maintaining uncompromising standards for output.
  2. Tech-Enablement & Pre-Qualification
• Lead the integration of technology (AI, automation, or CRM tools) to automate the pre-qualification of leads before they reach the sales team.
• Design workflows where technology handles the heavy lifting of vetting, allowing your sales team to focus solely on high-quality, convertible merchants.
Continuously audit our sales stack to remove friction and increase "selling time" per agent.

• Own the end-to-end funnel metrics
• Identify leakage points in the funnel. If merchants are stalling at the "Approved" stage, you find the root cause and fix it.
• Review numbers daily/weekly. Challenge performance narratives with data, not feelings.
• Balance speed with quality, ensure we are launching merchants fast, but also launching them correctly so they transact immediately.
  

• Design and document SOPs and Playbooks for the sales and onboarding teams.
• Remove bottlenecks by clarifying dependencies between Sales, Risk, and Ops.
Drive structural fixes over manual workarounds. If a process requires constant escalation, it is broken—you are here to fix it.

• Collective Performance Model: Implement a structure where team success dictates individual success. Ensure transparency in how targets are set and reviewed.
• Hold managers accountable for outcomes (revenue/live merchants), not just outputs (number of calls made).
  

• 
  Act as the primary bridge between RevOps, Risk, Legal, Product, and Tech.
• Translate cross-functional constraints (e.g., changes in Risk policy) into clear execution plans for your sales floor.
Escalate strategically, bring solutions and context, not just noise.

• High Efficiency: High volume of calls/activities yielding high conversion rates due to effective pre-qualification tech.
• Speed to Lead: Merchants are contacted, signed, and activated rapidly.
• Predictability: Targets are hit consistently without end-of-month panic/firefighting.
• Strong Leadership: You have built a layer of strong managers who can run the floor independently

Skills, Knowledge and Expertise

• 7+ years experience in high-velocity Sales, Business Development, or Sales Operations.
• 3+ years experience managing managers and large teams (15+ people).
• Proven track record of implementing sales technology (Dialers, CRM automation, Lead Scoring) to drive efficiency.
• Experience in Fintech, BNPL, SaaS, or high-volume E-commerce is strongly preferred.
• Strong command of data (Excel/Sheets, Salesforce/HubSpot, Tableau/Looker).

• Not an Individual Contributor role (you are leading leaders)
• Not a purely "Strategy" role (you must be willing to get your hands dirty in the ops).
• Not a "Relationship Management" role (this is about acquisition and activation velocity).

Benefits

• Flexible working hours and autonomy.
• A working environment where the quality of your work shapes your career trajectory.
• Employee Stock Options Program (ESOP).
• Medical & Social Insurance.
• Flexi Perks: Monetary benefit for health, well-being, or professional development.
• AI Subscription Allowance of up to 250$
• Hybrid Work Setup
• 2 months Remote work allowance

About Tabby