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 real 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. T his is a coaching-first, culture-driving leadership role. You will not spend your days managing campaigns, pulling lists, or building reports. Your job is to be in the trenches with your team—building them into the strongest mid-market outbound unit in the industry.
What you'll do
You’ll be a lead for GBT’s mid-market EMEA sales development team. Your mandate is to build, coach, and drive a high-performance team that creates qualified pipeline through a phone-first, conversation-driven outbound approach.
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 with the Transformation & Strategy pod 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:…