About You You are passionate about the role and thrive
on solving complex problems with a talented team of colleagues who
both challenge and support you. You believe in lifelong learning,
constantly honing your skills and staying on the cutting edge of
technology. Most importantly, you want to engage your talents to
make a meaningful difference by revolutionizing the cargo industry.
About the role In the early days, you carry a personal book and
model the exact behaviors you coach. You are also a central figure
in our AI and automation roadmap — helping build the agent layer
that lets a lean SDR team generate pipeline that most companies
need twice the headcount to produce. As the team scales, your split
shifts from player to coach. But you will never be entirely out of
the game. If you are the kind of manager who misses being in the
trenches, loves getting handson with the tools, loves closing deals
and teaching others how to do the same, is able and willing to go
deep with data, and wants to build something rather than inherit it
— read on. What you'll do • Lead and Develop the Team • Directly
and immediately manage a team of 5 SDRs in GDL, with a mandate to
scale the team to 10+ thoughtfully over the next 12-18 months • Own
the hiring process end-to-end partnering with recruiting, HR and VP
of Sales • Run and continuously raise the bar on our 4-week
onboarding program and CheckRide assessment — the gate every rep
must pass before going live • Deliver weekly 1:1s grounded in
pipeline math and call quality, not vibes • Identify the top 20% of
performers, reverse-engineer exactly what they do differently, and
make it the standard for the whole team • Manage underperformers
directly and with respect — do not let low performance linger Carry
a Bag (Early Days) • In the near term, you hold a personal pipeline
quota alongside the team — not as a safety net, but as a
credibility signal and a live laboratory for what works best • You
model the multi-channel sequences, the MEDPIC qualification
discipline, the objection handling. The team watches what you do,
not just what you say. • Your personal pipeline contribution will




decrease as the team scales and your management surface area grows;
the pace of that transition is performance-gated on both sides —
your team's output and your own • This is an explicit design
choice. We do not want a manager who has forgotten what it feels
like to get a no. Drive the Automation and Agent Roadmap This is
not a line item in your job description — it is one of the primary
reasons this role exists. • You are the business owner of the SDR
agent layer: LinkedIn outreach automation, prospect research brief
agents, call prep agents, inbound qualification automation, CRM
data enrichment, follow-up sequencing, and more • You work directly
with Engineering and the CEO to scope, prioritize, test, and roll
out each agent — translating floor-level workflow knowledge into
clear engineering requirements • You run adoption on the floor:
training reps on new tools, tracking utilization rates, and
creating a culture where the team sees AI as a superpower, not a
threat • You surface the next agent opportunities — you are closer
to the manual work than anyone else, which makes you the most
valuable voice in the automation backlog conversation • You do not
need to write code. You do need to be able to sit with an engineer,
describe a workflow precisely, and know the difference between a
well-scoped agent and a vague wish list. Own the Numbers • Weekly
pipeline reporting to the VP of Sales: dials, connect rates,
meetings booked, meetings held, SQL conversion, pipeline sourced by
rep and by segment • Monthly ELT metrics: SDR-attributed CAC
payback, LTV:CAC by segment, ramp progress for new hires, agent
utilization rates • Team target: 3-4x AE quota in qualified
pipeline per quarter at full ramp • You know the difference between
a reporting problem and a performance problem, and you act on both




Build and Own the Playbook • Codify what great looks like: the
top-performer call scripts, the 14-day multichannel sequence
design, the MEDPIC qualification standard, the objection handling
library • Everything lives in Confluence — not in your head, not in
a spreadsheet on someone's desktop. If you get hit by a bus, the
team should be able to run the playbook without you. • The playbook
you build is the training curriculum for every future hire
Qualifications Non-Negotiable • 5+ years in a B2B SDR or inside
sales role, with at least 2 years in a team lead or management
capacity • Proven track record of hitting personal pipeline or
quota targets — this is a player-coach role, and we will check the
numbers • Genuine fluency with a modern sales tech stack:
Salesforce / SalesCloud, HubSpot or equivalent sequencing tool,
ZoomInfo or similar data provider, LinkedIn Sales Navigator •
Strong working knowledge of AI tools and automation in a sales
context — you don't need to write code, but you can sit with an
engineer, describe a workflow, and evaluate whether a proposed
agent actually solves the problem • Experience hiring: you have run
structured interviews, and made judgment calls on candidates that
you stood behind • Fluent English — you will communicate with
US-based AEs, executive leadership, and customers daily. For the
SDR function specifically, this is a hard threshold: you must be
able to hold a prospect on the line after the first objection. •
Based in Guadalajara or willing to relocate, 3 days in office
Strongly Preferred • Experience in cargo, freight, logistics,
payments, or supply chain technology — we will teach the domain,
but familiarity shortens the ramp • Familiarity with MEDPIC or
similar qualification frameworks (MEDDIC, MEDDPICC, BANT) •
Experience with or strong interest in Never Split the Difference
(Voss) methodology — it is woven into how our team sells •
Experience at a company scaling from $50M-$150M ARR — you know what
it feels like to build infrastructure while the plane is flying •
Experience managing a nearshore or bilingual sales
team

📌 Sales Manager SaaS (Jalisco)
🏢 Valce Talent Solutions
📍 Jalisco