Director, Sales Development

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.