Merchant Onboarding Manager II
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Key skills for this role
About the Role
Tabby seeks a high-impact leader to own the SME Sales & Activation Engine. This role manages a large team of tele-sales and onboarding specialists, driving merchant acquisition and activation velocity.
Key Skills for This Role
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.
- Lead the integration of technology (AI, automation, or CRM tools) to automate the pre qualification of leads.
- Design workflows where technology handles the heavy lifting of vetting, allowing sales team to focus on high quality merchants.
- Own the end to end funnel metrics and identify leakage points.
- Design and document SOPs and Playbooks for the sales and onboarding teams.
- Define clear success metrics and ensure consistent tracking via dashboards.
- Act as the primary bridge between RevOps, Risk, Legal, Product, and Tech.
Requirements
- 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)
Full Job Posting
Role Overview
- We are looking for a high impact leader to own the performance, structure, and scalability of Tabby’s SME Sales & Activation Engine.
- This is a high volume leadership role. You will manage a large team of tele sales and onboarding specialists responsible for acquiring merchants and moving them from 'prospect' to 'live and transacting.'
- You are not just managing people; you are managing productivity. You will drive efficiency by incorporating technology for pre qualification, optimizing call cadences, and ensuring our 'bread and butter' SME sector scales without chaos.
Key Responsibilities
- Team Leadership & Sales Culture: 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
- 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
- Operational Ownership (The Funnel): Own the end to end funnel metrics. Identify leakage points in the funnel. Review numbers daily/weekly. Challenge performance narratives with data, not feelings. Balance speed with quality.
- Process Design & Continuous Improvement: 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.
- Performance Management & Reporting: Define clear success metrics (Daily Activity, Pipeline Health, Activation Speed) and ensure consistent tracking via dashboards. Implement a Collective Performance Model. Hold managers accountable for outcomes (revenue/live merchants), not just outputs (number of c
- Cross Functional Alignment: Act as the primary bridge between RevOps, Risk, Legal, Product, and Tech. Translate cross functional constraints into clear execution plans. Escalate strategically.
What Success Looks Like
- 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.
Requirements
- 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).
What This Role Is Not
- 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).
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