Director, Sales Development (Upmarket)

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; identify opportunities for improvement 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.
• Mastery 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.