Head of Sales Development

Responsibilities

• Own Exa's global Sales Development strategy and operating model, including outbound and inbound motions, capacity planning, segmentation, and coverage to support company revenue goals.
• Build, scale, and lead a high-performing SDR organization. Set the bar for talent, leadership expectations, and long-term succession planning.
• Establish a data-driven growth engine using performance analytics and continuous optimization to improve pipeline quality, conversion rates, and efficiency.
• Create and sustain a culture of excellence, accountability, and operational rigor. Align performance management, coaching frameworks, and standards across the team.
• Design compensation, incentive, and recognition programs that drive consistent over-performance while aligning SDR behavior to revenue and pipeline priorities.
• Develop future revenue leaders by implementing career paths, readiness frameworks, and promotion criteria.
• Handle SDR performance reporting and forecasting. Define KPIs, SLAs, and dashboards that give executive leadership clear visibility and inform strategic decisions.
• Partner cross-functionally with Marketing, RevOps, and Sales Leadership to align demand generation, territory strategy, tooling, and process improvements.

Requirements

• 7+ years of sales / SDR leadership experience in a high-growth technology company.
• Located in the San Francisco Bay Area and willing to commute to the office a minimum of 2x per week.
• Deep understanding of modern SDR processes and tools such as Outreach, Gong, LinkedIn Sales Nav, 6sense, and Zoominfo.
• Experience executing an outbound multichannel strategy.
• Consistent track record of exceeding quota while both leading a team and as an individual contributor.
• Strong analytical experience with managing pipeline goals and forecasting.
• Builder mindset with experience starting or rebuilding an SDR org from scratch.
• Outbound operator experienced in personally running multichannel outbound at the message level.
• Data-driven with experience forecasting pipeline, modeling capacity, and using metrics to manage performance.
• Talent magnet who has developed SDRs into AEs and managers into directors.
• AI-native with experience integrating AI into outbound workflows, prospecting, and rep enablement.
• Comfortable with ambiguity and building from zero. High grit and hunger.

Nice-to-Haves

• Experience advocating for a product and caring deeply about building perfect search.