Director of Business Development

Responsibilities

• Own the pipeline-generation number and hit/exceed team targets for qualified meetings and opportunities.
• Build and scale the SDR program: hire, onboard, ramp, coach, and performance-manage a growing team of Sales Development Representatives.
• Coach outbound daily on account research, multi-channel sequencing (email, phone, LinkedIn, creative outreach), messaging, objection handling, and qualification against ICP.
• Design the SDR-to-AE career path, ramp plan, and enablement curriculum.
• Own the outbound motion and tech stack: Salesforce, MixMax, LinkedIn Sales Navigator, Gong, Apollo, and Clay. Instrument the funnel and iterate on segmentation, messaging, and playbooks.
• Partner with Account Executives and Sales Leadership on territory design, target account lists, and SDR-to-AE handoff.
• Partner with Marketing, RevOps, and Operations to align on ICP, timing signals, campaigns, and reporting.
• Run disciplined forecasting, pipeline reviews, maintain CRM hygiene and data integrity.
• Set the culture and bar of the outbound team onsite five days a week.

Requirements

• 5+ years in B2B SaaS sales and sales development, with 2+ years managing an SDR/BDR/ADR team as a front-line leader.
• Track record of building or scaling an outbound program and consistently exceeding pipeline-generation targets.
• Proven success hiring, ramping, and coaching outbound reps.
• Command of the modern outbound motion and sales stack (Salesforce, sequencers, LinkedIn Sales Navigator, Gong, Apollo, Clay, or similar).
• Strong operating rigor: instrument the funnel, run on data, and improve conversion week over week.
• Excellent communication and coaching instincts.
• Willingness to lead the team onsite five days a week in San Francisco.

Nice-to-Haves

• Experience selling or generating pipeline into engineering, DevOps, or platform buyers.
• Background building an SDR-to-AE career pathing program at a high-growth startup.
• Familiarity with the agentic coding category and the developer productivity landscape.
• Early-stage or founding GTM experience (Series A/B/C).

Compensation and Benefits

• Competitive base plus variable.
• Meaningful early-stage equity.
• Full health, dental, and vision benefits.
• Premium hardware, generous learning budget, and team offsites.