Head of Outbound Strategy (Remote)

About the role

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.

Our outbound team is growing quickly across North America, EMEA and APAC, and across Mid-Market, Enterprise and GMN. Today, reps ask for a list and the list gets built. Nobody leads the bigger question of whether it is the right list, or whether we are working each contact deeply enough to get a result.

The Manager, Outbound Strategy owns that question. This person decides who we should be calling, how many of them each rep needs, and how thoroughly we should work them. They then follow every list into the calls and the funnel, learn from what comes back, and make the next list better. The goal is that before a single call is made, the thinking has been done, so effort is not wasted.

This is a strategy role, not a list-building role. A list operations team does the building, and this manager advises how that team works and what it builds. The role sits alongside the Outbound Performance and Outbound Development managers, who handle reporting and tools and training and coaching.

What You'll Do

Targeting and list strategy

• Work backwards from sales targets to the number of accounts and contacts each rep needs, by segment and region
• Rank and tier contacts so reps spend their time where the odds are best, and keep that approach current as results come in
• Recommend how reps get lists, including whether an open pool they can pull from themselves works better than a request process
• Direct the list operations team: what it builds, to what standard, and in what order
• Design and run trials of new titles, industries and account types, and agree on how each will be measured
• Data and insight
• Review call outcome data every day, including wrong contact, wrong account, meetings booked, and contacts moved to nurture
• Trace each list through the sales funnel to see which kinds of contacts and accounts turn into qualified meetings
• Find which reps and which approaches target most effectively, and share what is working
• Own the metrics for targeting quality and downstream results, with clear definitions
• Get the most value from our scoring, dialing and data tools, and give recommendations on how to configure them
• Contact strategy
• Set the standard for how many times and over what period each priority contact is worked, so reps do not stop after one or two attempts
• Track whether that standard is followed and what reach it delivers
• Give front-line leaders the data they need to coach to it

Partnership

• Work with Growth Performance to make sure the reports and dashboards you need exist and the numbers can be trusted
• Work with Growth Development so training and coaching reflect what the data shows
• Share findings and recommendations with Sales Development leaders in every region and segment

What We're Looking Fo r

• Strong analytical skills, with the ability to work with large data sets, spot patterns and explain them in plain language
• Comfort turning a target into funnel math and testing assumptions against real results
• Familiarity with outbound sales and top of funnel best practices, including how contacts are prioritized, sequenced and measured
• Experience in sales operations, revenue operations, sales development or a data support role
• Working knowledge of Salesforce reporting
• A collaborative approach, with credibility among front-line leaders, operations teams and vendors
• Experience directing the work of others, such as contractors, analysts or an operations team
• Clear written and verbal communication
• Experience with sales engagement, dialing, scoring or data enrichment tools
• Experience working across regions and segments

Location

Pay and benefits

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!

• 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!