Joseph O.

Director of Business Development @Aurora Payments

At Aurora, I was brought in to build our outbound sales motion from the ground up. With no SDR infrastructure in place, I’ve been responsible for architecting our go-to-market approach, hiring and training a new sales team, and testing outbound processes to drive early success.What I’ve been doing- Built the SDR organization from scratch, including team structure, comp plans, onboarding, and outbound cadences- Tested and refined messaging personally, created cold call scripts, email templates, and objection-handling frameworks used across the team- Created outbound strategy and workflows using SalesLoft, ZoomInfo, and HubSpot, tailored to high-potential verticals- Trained SDRs on payment processing concepts, merchant pain points, and discovery best practices to drive quality conversations- Managed and coached a remote SDR team, helping reps hit quota within their first 60 days on the phone- Developed qualification criteria and discovery playbooks to guide reps through payment processing reviews and identify switching triggers- Built and maintained objection-handling libraries, real-time rebuttals, and talk tracks for overcoming common merchant pushback- Structured reporting, weekly coaching, and reflection cadences to develop a performance-first culture- Supported cross-functional collaboration with our AE team to ensure leads were handed off with clear documentation and value narratives.If you\'re in the payments space or have experience scaling outbound teams, I\'d love to connect!