Director of Sales Development

What You'll Do

• Lead, coach, and develop a team of SDRs responsible for creating qualified enterprise pipeline.
• Build a high-accountability outbound operating cadence around territory planning, account research, personalization, sequencing, call quality, email quality, and conversion metrics.
• Partner with Account Executives and Sales leadership to define target accounts, ICP signals, outbound plays, and qualification criteria.
• Coach SDRs on how to engage technical buyers, including ML leaders, engineering leaders, infrastructure teams, data leaders, and executives.
• Create and maintain playbooks for messaging, objection handling, discovery, account prioritization, qualification, and handoffs.
• Inspect activity, conversion rates, meetings booked, meeting quality, pipeline created, and progression to opportunity.
• Hire and onboard SDRs who are curious, competitive, coachable, and capable of earning bigger roles over time.
• Work with Marketing and Revenue Operations to improve campaign execution, tooling, reporting, data quality, and lead routing.
• Set a culture of preparation, urgency, resilience, and craftsmanship.

What We're Looking For

• 4+ years in B2B sales development, outbound sales, or account executive roles, including 1+ year managing or formally coaching SDRs.
• Experience building outbound pipeline for enterprise or technical products.
• Strong understanding of SDR metrics, including activity quality, connect rates, reply rates, meeting conversion, accepted opportunity rate, and pipeline created.
• Ability to coach messaging, discovery, objection handling, prioritization, and professional habits at a detailed level.
• Clear communication, high energy, and comfort holding people accountable in a direct but constructive way.
• Experience partnering with Account Executives, Marketing, and Revenue Operations.
• A strong belief that great SDR teams are built through discipline, coaching, and quality of work, not activity theater.

Nice-to-Haves

• Experience selling AI, cloud infrastructure, developer tools, data platforms, MLOps, or technical SaaS.
• Experience building an SDR function from an early stage.
• Familiarity with MEDDIC-style qualification and enterprise account-based outbound.
• Experience hiring and developing SDRs into AEs or other revenue roles.

Compensation

The anticipated annual base salary range for this role is $160,000–$215,000 USD. In addition to base salary, our total rewards package for eligible roles includes a discretionary bonus, a meaningful equity component, and comprehensive benefits.