Director, Global Sales Development – Enterprise SaaS

This is a fully remote position, open to applicants in Texas.

📋 Description

• Build, lead, and expand global SDR teams focused on the Enterprise, Mid-Market, Partner, and Public Sector (SLED) segments.

• Take ownership of inbound SDR workflows, which includes lead routing, lead-to-speed SLAs, and stringent qualification standards.

• Ensure that SDR output consistently converts into a high-quality pipeline and closed revenue.

• Co-manage the definition, refinement, and operational execution of Anomali’s Ideal Customer Profile (ICP).

• Collaborate across functions with Sales, Product, Engineering, Marketing, Channel, and RevOps.

• Transform ICP insights into SDR targeting, account prioritization, outbound strategies, and inbound qualification.

• Design and implement an AI-driven SDR approach to enhance productivity and conversion rates.

• Oversee the implementation and daily utilization of Nooks AI Dialer to improve call efficiency, coaching, and insights.

• Manage Nooks AI Prospector as the primary outbound intelligence tool for ICP-aligned targeting, signal-based prospecting, and large-scale personalization.

• Develop and maintain SDR playbooks that cover:

• ICP-based segmentation and prioritization.

• Persona-driven messaging and conversation tracks.

• Multichannel outreach sequences (phone, email, LinkedIn).

• Objection handling, qualification, and AE handoff procedures.

• Implement modern SDR strategies, including intent-led outbound, champion reactivation, competitive takeout, and partner-assisted initiatives.

• Utilize direct selling experience to ensure SDR activities reflect the realities of enterprise and mid-market deal dynamics.

• Leverage channel-selling experience to cultivate partner-sourced pipelines across MSPs, MSSPs, SIs, distributors, and resellers.

• Assist in partner recruitment, activation, and co-selling strategies.

• Direct SDR strategy for Federal, State, and Local Government, with a proven track record of securing meetings with government officials.

• Ensure that SDR execution aligns with the Challenger, Sandler, MEDDPICC, and Command of the Message methodologies.

• Implement champion tracking using Boomerang or UserGems.

• Oversee SDR funnel performance in Salesforce, tracking metrics such as speed-to-lead, conversion rates, pipeline sourced, and ROI.

• Employ a balanced analytical and creative approach—integrating data-driven analysis with innovative experimentation.

• Continuously test and enhance messaging, sequences, AI workflows, and qualification criteria.

• Scale successful practices into repeatable and predictable SDR processes.

⛳️ Requirements

• 10+ years of experience in Sales, Sales Development, or GTM leadership positions.

• A demonstrated background in direct enterprise and mid-market B2B SaaS selling, as well as channel selling experience, is essential.

• Over 3 years of experience in building, leading, and growing SDR and quota-carrying global sales teams in a relevant cybersecurity domain.

• Practical experience with Nooks AI Dialer and Nooks AI Prospector, Gong, Marketo, LinkedIn Sales Navigator, 6thSense, or similar tools.

• Strong understanding of contemporary sales methodologies and pipeline management discipline.

• Experience in engaging Federal and State government buyers.

• Highly analytical, operationally proficient, and effective across functions.

• Candidates located near our Redwood City, CA headquarters are expected to work on a hybrid schedule onsite.

• This position is not eligible for employment visa sponsorship.

🏝️ Benefits

• Equal opportunity for employment and career advancement.

• Special assistance or accommodations are available for applicants.

• Opportunity for remote work.