{"id":2190389,"url":"https://alion.io/job/scratchpay-sales-development-manager","title":"Sales Development & Operations Manager","company":{"id":1837166,"name":"Scratchpay","domain":"scratchpay.com","url":"https://alion.io/company/scratchpay","size_band":"11-50","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Rippling","truth_index":null},"role":"Sales","role_family":"Sales","seniority":"senior","employment_type":"full_time","work_mode":"hybrid","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Pasadena, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":{"min":120000,"max":140000,"currency":"USD","period":"year","gross":null,"usd_annual":140000},"salary_estimate":null,"experience_years_min":5,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2026-05-04T20:47:12Z","employer_posted_date":"2026-05-04","last_verified_at":"2026-11-13T11:26:26Z","board_verified":true,"closed_at":null,"days_open":192,"trust":{"level":"stale","repost_count":0,"flags":["stale"],"days_open":192},"description":"Who We Are\nScratch Financial (“Scratch”) is a late stage venture-backed financial technology business based in Pasadena, California. At Scratch, everything starts and ends with our mission: being the payment partner of choice for veterinary practices and helping pet parents access the care their animals need without financial barriers. Driven by our award-winning technology, Scratch has become the fastest growing financing provider in veterinary care, with a partner network of 15,000+ practices across the U.S. and Canada.\nScratch has 2 main products:\nScratch Pay: Point-of-sale client facing lending, including a BNPL offering and longer-term payment plans\nScratch Checkout: Payment processing that is integrated with the veterinary practice management software\nWe are a company built on the foundation of transforming the way pet healthcare payments are done, and we are looking for innovators who share our commitment to shaping the future of veterinary care financing. If putting compassion first, helping tell the story of groundbreaking products and continuously learning & refining to achieve exceptional outcomes sounds like you, then we encourage you to apply.\nPosition Overview\nScratch is hiring a Sales Development & Operations Managerto drive early engagement with our Scratch Checkout payment processing solution. The ideal candidate for this role should be hyper-focused on team development and enablement, experienced in building high-performing teams and energized about the role that exceptional financial technology solutions can play in improving healthcare.\nWhat You'll Do\nReporting to Scratch’s Director of Sales, this role will be responsible for leading a team of Sales Development Representatives, focused on early customer outreach and engagement with the goal of developing a strong pipeline of high-quality demos in partnership with our team of Account Executives. \nImplement scalable outreach strategies, leveraging phone and email touchpoints to maximize engagement across outbound prospects.\nEstablish clear KPIs and performance standards, utilizing data and call reviews to assess SDR effectiveness and identify coaching opportunities.\nPartner closely with Account Executives to align on ICP, outreach priorities, lead handoff process, and overall pipeline generation strategy.\nCollaborate with RevOps, Product, and Marketing to improve lead flow quality, conversion rates, and CRM hygiene across the SDR funnel.\nLaunch and manage a structured onboarding and continuous development program for SDRs to accelerate ramp time and support long-term career progression.\nRun weekly team meetings and pipeline reviews, fostering an accountable, collaborative, and competitive team culture.\nHop into player/coach mode when business needs require it.\nRegularly report on SDR performance metrics, pipeline health, and demo contribution to broader sales leadership and stakeholders.\nIdentify process gaps, tooling needs, and automation opportunities to increase efficiency and productivity.\nWhat We Are Looking For\nExtensive knowledge and understanding of business development strategies and best practices.\nExperience in identifying and cultivating strategic partnerships and opportunities for business expansion.\nResults-orientation with a demonstrated commitment to achieving and exceeding business objectives.\nA track record of delivering measurable business outcomes and driving revenue growth - ability to hop in as a player/coach when needed to hit team goals.\nAbility to effectively communicate the value proposition of our financial technology solutions to healthcare professionals and other target audiences.\nStrong analytical skills to assess market trends, competitor activities, and customer needs to inform strategic decisions.\nContinuous learning mindset and a passion for teaching others.\nMinimum of 5 years of sales experience with 2+ years leading high-performing business development teams.\nAbility to work collaboratively in cross-functional teams\nExcellent problem-solving skills and attention to detail.\nExperience working in a matrixed organization structure is a plus.\nExperience working in FinTech, HCIT or similarly regulated industries preferred.\nWhat You Can Expect From Our Process\nWhile these steps may vary slightly from role to role, we aim for a well-rounded interview approach for all involved.\nA quick chat with People Ops (HR): To ensure logistics and team fit make sense from both sides.\nHiring Manager Interview: To dive deeper into your experience, fit for the role, and answer any questions you have about the team.\nPanel Style Interview/Presentation or Live Coding (Tech roles): A practical exercise to showcase your skills and approach with a cross-functional panel.\nExecutive-Level Interviews & Reference Checks: A chance for you to meet our leaders, discuss big-picture alignment, and introduce us to your professional references.\nIn-Person Connection: We include an in-person visit at our Pasadena HQ, either as a final interview step or during your first week of onboarding, so we can connect face-to-face right from the start!\nWhy You'll Love Working Here\nCompetitive base salary ranging from $120,000 - $140,000 and OTE of $160,000 - $180,000 + equity\nWhile Scratch supports remote work for most roles, we believe the secret sauce to our team culture is meaningful connection and close collaboration. For those nearby or visiting, our Pasadena office is fully open and stocked with snacks and drinks for hybrid work. We also bring the whole company together each year for Hub Day, our annual onsite where everyone gathers in person to bond, align, and celebrate our wins together!\nAlongside our collaborative team environment, we offer unlimited PTO, covered healthcare, flex benefits, 401(k) matching, cell plan reimbursement, monthly recognition opportunities, continuous learning resources, an equity retention program, and generous parental leave!\nHow to Apply\nReady to join our team? To apply, please visit our Scratch Careers Page. Be sure to:\nSubmit your resume.\nAnswer the custom questions provided.\nFeel free to add any additional information or documents you believe are relevant to your application.\nWe look forward to reviewing your application!\n*Our team will ONLY contact you from the domain @scratchpay.com or @ats.rippling.com\nOur Commitment\nWe’re innovators who care deeply about the lives of pets, their owners, and veterinary professionals. We believe diversity strengthens our team and drives better solutions.\nScratch is committed to diversity in its workforce and is proud to be an equal opportunity employer. Scratch considers qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, marital status, pregnancy, sex, gender expression or identity, sexual orientation, citizenship, or any other legally protected class.","description_format":"text","description_chars":6883,"description_truncated":false,"requirements":{"experience_years_min":5,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["Continuous learning","Equity","Hybrid work","Parental leave","Unlimited PTO"],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Consumer Loans & Pawnshops","Buy Now, Pay Later"],"lifecycle":[{"event":"open","at":"2026-10-09T17:45:29Z"}],"visa":[{"country":"US","licensed_sponsor":true,"adverts_offering_sponsorship_24m":0,"sanctioned_now":false,"evidence":"Filed H-1B visas in the last two years","filings_12m":0,"filings_prev_12m":1,"green_card_filings_12m":0,"median_offered_wage_usd":null,"route":null,"cap_exempt":false,"checked_at":"2026-11-12T07:36:15+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)","US Department of Labor: PERM disclosure data (green cards)"],"filings_for_role_12m":0}],"liveness":{"score":4,"band":"cold","label":"Long shot","p_open":1,"p_active":0.151,"p_room":0.28,"age_days":191,"expected_fill_days":27,"reasons":["conf:0","win:tail","crowd:"],"computed_at":"2026-11-12T10:38:37Z"},"pay":{"stated_usd_annual":140000,"is_top_pay":false},"html_url":"https://alion.io/job/scratchpay-sales-development-manager","json_url":"https://alion.io/job/scratchpay-sales-development-manager.json","meta":{"generated_at":"2026-11-13T11:53:50Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":23991,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-14T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.1,"usd":0.01,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":1837166},"rest":"https://alion.io/mcp/rest/get_company?id=1837166"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fscratchpay-sales-development-manager"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"free","price":{"credits":0,"usd":0},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fscratchpay-sales-development-manager"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.1,"usd":0.01},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fscratchpay-sales-development-manager"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/scratchpay-sales-development-manager\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fscratchpay-sales-development-manager"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":2190389}},{"tool":"search_jobs","arguments":{"company":"scratchpay.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":2190389},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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