The Middle Market Business Development Representative (BDR) team is responsible for driving growth by identifying, qualifying, and converting prospective clients into high-quality sales opportunities.
American Express is seeking an experienced and inspiring people leader to manage a team of Business Development Representatives responsible for generating qualified pipeline for our Middle Market Field organization. Reporting to the Director of Business Development, this leader will play a critical role in building a newly-established team by translating strategy into daily execution, developing top sales talent, and fostering a culture where colleagues are motivated to perform at their best.
This leader will bring energy, structure, and innovation to the team every day. They balance strong operational discipline with a positive, motivating leadership style that keeps colleagues focused, engaged, and growing. The ideal candidate is passionate about developing people, energized by building something new, and committed to creating exceptional experiences for colleagues and customers.
What You’ll Do:
Lead, coach, and develop a high-performing team of Business Development Representatives responsible for generating qualified pipeline for the Middle Market Field Sales organization.
Foster a positive, high-performance culture grounded in accountability, collaboration, continuous learning, recognition, and career development.
Execute the organization's prospecting strategy by establishing clear expectations, inspecting performance through activity and pipeline metrics, and providing ongoing coaching to improve effectiveness, productivity, and business results
Partner closely with Middle Market Field Sales leaders to align prospecting efforts, territory priorities, and customer engagement strategies.
Champion innovation by encouraging the team to test new messaging, prospecting approaches, AI-enabled tools, and sales technologies, sharing insights and recommendations that improve team performance.
Recruit, onboard, coach, and develop Business Development Representatives, creating individualized development plans that prepare colleagues for future Account Executive and leadership opportunities.
Partner closely with the Director of Business Development to provide frontline insights, identify process improvement opportunities, and continuously evolve the team's operating model as the organization grows.
Adhere to Blue Box Values, GCS Sales Practices, Standard Operating Procedures, and American Express Leadership Behaviors.
What We’re Looking For:
2+ years of people leadership experience leading sales, business development, or inside sales teams with a demonstrated ability to coach colleagues and drive performance.
Exceptional organizational skills with the ability to manage multiple priorities while creating structure and consistency for the team.
Demonstrated ability to motivate colleagues, foster engagement, and build a positive, high-performance culture.
Strong analytical mindset with experience leveraging CRM platforms (Salesforce preferred) and performance metrics to drive coaching and decision-making.
Excellent communication, collaboration, and influencing skills with the ability to build strong partnerships across multiple organizations.
Comfortable operating in a fast-paced, evolving environment with the agility to adapt as business needs change
Intellectual curiosity, learning agility, resilience, accountability, and a continuous improvement mindset.
Bachelor's degree required
Preferred Qualifications:
Experience building or leading teams through periods of growth, change, or organizational transformation.
Experience testing and implementing new prospecting strategies, sales technologies, or AI-enabled tools.
Strong understanding of the payments industry and B2B sales environment.
Strong financial acumen.
Why Join American Express:
At American Express, we believe our success is built on our people. That's why we invest in our sales colleagues through best-in-class training, leadership development, and the opportunity to make a meaningful impact from day one.
As part of the Middle Market Field team, you'll represent one of the world's most trusted brands, partnering with dynamic, growing businesses to help them succeed. You'll work alongside high-performing colleagues in a collaborative, inclusive culture that values ambition, integrity, and results.
A Career-Defining Opportunity:
Clear career progression into Account Executive and sales leadership roles
Ongoing training, mentorship, and professional development
Award-Winning Culture:
Join a company consistently recognized as a top employer and great place to work
Performance-driven environment that celebrates achievement
Inclusive culture where diverse perspectives and collaboration fuel success
Competitive Rewards:
Competitive base salary with performance-based incentive opportunities
Comprehensive medical, dental, and vision benefits
Retirement savings plan with company match
Generous paid time off and wellness programs
Employment eligibility to work with American Express in the United States is required as the company will not pursue visa sponsorship for these positions.
At American Express, our culture is built on a 175-year history of innovation, shared values and Leadership Behaviors, and an unwavering commitment to back our customers, communities, and colleagues. From delivering differentiated products to providing world-class customer service, we operate with a strong risk mindset, ensuring we continue to uphold our brand promise of trust, security, and service.
As part of Team Amex, you’ll experience our powerful backing with comprehensive support for your holistic well-being and many opportunities to learn new skills, develop as a leader, and grow your career. Here, your voice and ideas matter, your work makes an impact, and together, you will help us define the future of American Express.
At American Express, we know that with the right backing, people and businesses have the power to progress in incredible ways. Whether we’re supporting our customers’ financial confidence to move ahead, taking commerce to new heights, or encouraging people to explore the world, our colleagues are constantly striving to uphold our powerful backing promise to our customers and each other every day.
These beliefs have been our North Star for 170 years as our business transformed – from helping evacuate travelers during World Wars, to ensuring the safety of our customers’ funds during the Great Depression in the U.S., to creating the Shop Small® movement to help small businesses recover from the Financial Crisis, to providing aid to communities impacted by many natural disasters and so much more.
For generations, the key to our success has been the determination and resilience of our American Express colleagues. Now, as a globally integrated payments company, we work together to provide customers with access to products, insights and world-class experiences that enrich lives and build business success. Join us and let’s lead the way together.
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