Head of Sales Development
Build and lead a high-performing SDR organization from scratch, owning global sales development strategy, pipeline generation, team development, and data-driven operations to support rapid company growth.
Head of AI-Native Sales Development
Lead and architect an AI-native Sales Development function, building outbound systems and leading 4-6 SDRs to generate pipeline across 11 GTM pods. Requires 6+ years in sales development with 1-2 years of team leadership and hands-on experience with Clay, Apollo AI, and 6sense.
195k – 205kCarson City, NVMiami, FLNew York, NY+1 moreSales DevelopmentHybrid6+ YOE
About the role
Responsibilities
Outbound System Architecture
- Build and own the AI-augmented outbound motion — ICP targeting, signal detection, sequence execution, and meeting handoff
- Deploy and optimize the full stack: Claude, Apollo AI, Clay, 6sense, Champify, and Qualified
- Build signal-based plays triggered by buying intent, job changes, funding events, and technographic shifts
Team Leadership
- Lead and develop 4–6 AI-native SDRs; transition the team from manual outreach to AI-native operators
- Set daily activity baselines, weekly meeting targets, and monthly pipeline goals by rep
- Build onboarding systems that get new reps to full productivity in under 30 days
Inbound Conversion
- Own the inbound demo request process end-to-end
- Drive conversion from the current 7% to 50%+ within 30 days, with a path to 90%
- Implement sub-5-minute response SLA; partner with Marketing Operations on routing and workflow optimization
Reporting & Pipeline Intelligence
- Own the weekly MDR pipeline report to marketing and sales leadership
- Build and maintain a live, automated Salesforce dashboard — no manual assembly
- Surface warm unconverted contacts and win-back opportunities for pod GMs weekly
Event Motion
- Own pre- and post-event outreach for all field marketing events
- Build reusable sequence templates by event type; coordinate with Field Marketing on targeting and timing
Requirements
- 6+ years in Sales Development or outbound pipeline generation; 1–2+ years leading a team
- Hands-on experience building with Clay, Apollo AI, 6sense, or comparable orchestration platforms — not just using the tools, but architecting the system underneath them
- Proficiency in Salesforce, Marketo, and lead routing tools (Ringlead, LeanData)
- Track record of building or transforming an MDR function, not just managing one
- Reports on pipeline and conversion — not activity counts
30-Day Targets
- 24+ outbound meetings per month
- Inbound conversion to 50%+
- $5M+ new pipeline
- Apollo AI, Clay, and 6sense plays live
- Automated Salesforce dashboard live
Tech Stack
Salesforce, Marketo, Apollo, 6sense, Ignitium, Ringlead, Qualified, ZoomInfo, Champify, Sendoso, Liminal, Clay, Claude
Skills
SalesforceMarketoApolloClay6SenseClaudeChampifyQualifiedRingleadZoomInfo
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