Director, Sales Development (Upmarket)
Leads a team of SDR managers and reps focused on upmarket pipeline generation and new business acquisition. Drives revenue targets through hiring, coaching, forecasting, and GTM strategy in a high-growth environment.
About the job
Responsibilities
- Lead, develop, and scale a team of 4 Front Line Managers and over 30 Sales Development Reps
- Deliver against monthly and quarterly revenue and pipeline generation goals
- Drive sales performance: activity, pipelines, weekly forecasts, and closed deals to ensure quota attainment
- Regularly report on team and individual results through pipeline management, forecasting, and strategic initiative reporting
- Define forward-looking strategies for SDR approach and recommend improvements in process, efficiency, and productivity
- Partner with senior sales management, marketing, and other business partners to develop GTM strategy
- Advance skills and careers of managers and individual contributors
- Ongoing hiring, mentoring, and development of SDR Managers and SDRs, including recruiting, hiring, and training
Requirements
- Rigorous command of key business metrics
- Reliable, consistent forecasting
- Master of prospecting process in high-velocity orgs (deal cycles <6 months)
- Mastery of coaching to value-based selling methodology (e.g., Command of the Message)
- High bar for inspection, evolution, and execution
- Succinct, concise, and compelling written and verbal communication
- Impeccable cross-functional partnerships
- Understanding of leveraging GTM resources including Enablement and Revenue Operations
- Strong eye for talent in hiring and career advancement
- Independent operator in rapidly changing hyper-growth environment
- Open to using AI to amplify skills responsibly
Skills
Prospecting, Pipeline Management, Forecasting, Value-Based Selling, Command Of The Message, Go-to-Market Strategy, Revenue Operations, AI Tools, Sales Coaching, Hiring
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