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Director, Sales Development

Leads and scales SDR team to drive pipeline growth through strategy, process optimization, and cross-functional alignment with marketing and sales. Requires 5+ years sales leadership experience, expertise in sales tools like Salesforce and Outreach, and AI for top-of-funnel initiatives.

220k – 235kSan Francisco, CANew York, NYSales EnablementHybrid5+ YOE

About the role

Responsibilities

Leadership & Strategy

  • Develop and execute a comprehensive sales development strategy to drive qualified pipeline growth.
  • Lead, mentor, and scale a high-performing SDR team (ICs, Managers, Senior Managers), ensuring continuous coaching, training, and professional development.
  • Build and foster a high performance culture of accountability and continued growth.
  • Take initiative to identify and solve challenges across your team.
  • Align SDR strategy with marketing and sales leadership to optimize lead generation and conversion rates.
  • Optimize key performance indicators (KPIs) and metrics to track team performance, efficiency, and success.

Process Optimization & Execution

  • Implement best practices for outbound prospecting, including call scripts, email sequences, and social selling strategies.
  • Leverage sales technologies (CRM, sales engagement tools, analytics platforms) to optimize SDR workflows and improve efficiency.
  • Monitor and refine lead qualification processes to ensure high-quality opportunities for the sales team.
  • Work closely with Revenue Operations to analyze performance data and adjust strategies as needed.

Collaboration & Cross-Functional Alignment

  • Partner with Marketing to ensure seamless lead handoff and optimize lead scoring.
  • Collaborate with Sales Leadership to optimize pod pairings and handoff gaps.
  • Partner with RevOps regularly on: segment analysis, book transitions, forecasting, capacity planning, and reporting.
  • Identify and drive enablement strategies with your segment leader to ensure ICs and Managers are building and improving on the skills necessary to get to quota.
  • Align with HR on all performance management cases and be able to provide accurate guidance and coaching to managers on best practices.

Requirements

  • 5+ years of experience in leadership positions across sales development, or inside sales, with at least 2 years in 3rd line leadership position.
  • Proven track record of scaling and managing SDR teams in a high-growth environment.
  • Strong understanding of sales methodologies and lead generation best practices.
  • Expertise in Salesforce, Nooks, Outreach, Zoominfo, Apollo, and AI.
  • Excellent leadership, coaching, and communication skills with the ability to motivate and inspire teams.
  • Data-driven mindset with the ability to leverage analytics for decision-making.
  • Experience working in SaaS, technology, or B2B industries is preferred.

Compensation

  • Competitive salary + benefits + equity.
  • Base/variable split: 70/30.
  • Salary aligned with location-based ranges.

Skills

SalesforceOutreachZoomInfoApolloAINooksCRMSales Engagement ToolsAnalytics Platforms

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