Director of Sales Development

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

📋 Description

• Manage both inbound and outbound pipelines for new logo acquisition and account expansion.

• Spearhead the strategic Account-Based Experience (ABX) initiatives for Mid-Market and Enterprise clients.

• Convert revenue objectives, pipeline coverage, conversion rates, and productivity assumptions into actionable SDR capacity, quotas, territories, coverage, and investment choices.

• Guide, mentor, and develop both SDRs and Senior SDRs.

• Establish account-planning processes that include research, contact mapping, personalized outreach, calling, and multichannel engagement.

• Determine which workflows should be managed by AI agents, which should be AI-assisted, and where human insight can provide a competitive edge.

• Implement, evaluate, and enhance AI-driven workflows for research, prioritization, buying-group mapping, personalization, follow-up, coaching, and pipeline intelligence.

• Assess the impact of AI on opportunity generation, pipeline, conversion rates, velocity, productivity, buyer experience, and customer acquisition costs.

• Enhance the Marketing-to-SDR prioritization and the SDR-to-Sales qualification process, including context transfer and conversion rates.

• Analyze trade-offs among personnel, technology, AI agents, coverage, productivity, and conversion prior to expanding headcount.

• Develop forecasting, performance reporting, quality control measures, and cross-functional operational rhythms with Finance and Revenue Operations.

• Provide coaching through calls, emails, account plans, qualification decisions, pipeline data, and AI-derived insights.

• Create career development pathways from SDR to Senior SDR, closing roles, leadership positions, and other go-to-market careers.

• Design certifications focused on buyers, industries, messaging, qualification, ABX execution, AI-enabled selling, and responsible AI practices.

• Collaborate with Sales, Marketing, Revenue Operations, Finance, and Enablement teams to enhance the pipeline operating framework.

⛳️ Requirements

• Proven experience in leading and transforming a B2B SaaS SDR or BDR organization.

• A successful history of establishing account-based prospecting or ABX strategies for Mid-Market and Enterprise accounts.

• Track record of enhancing attainment, qualified pipeline, representative productivity, qualification quality, and downstream conversion rates.

• Proficiency in capacity planning, organizational design, forecasting, territory and coverage strategy, and performance management.

• Experience assisting a go-to-market organization in moving upmarket.

• A hands-on coaching approach with experience in developing structured certification and talent development programs.

• Cross-functional leadership experience across Sales, Marketing, Revenue Operations, Marketing Operations, Finance, and Enablement.

• Ability to translate financial and funnel objectives into actionable decisions for an SDR organization.

• Familiarity with modern go-to-market systems, such as CRM, intent data, sales engagement, prospecting, conversational marketing, conversation intelligence, analytics, and AI-enabled platforms.

• Experience with tools like Salesforce, Salesloft, 6sense, Qualified, UserGems, Nooks, ZoomInfo, and LinkedIn Sales Navigator.

• Proficiency in AI orchestration, including breaking down go-to-market workflows, distributing tasks between personnel and AI agents, defining inputs and outputs, setting verification controls, and assessing business impact.

• Experience in designing, implementing, governing, or optimizing AI agents and agentic go-to-market workflows.

• Strong judgment in identifying opportunities where automation can enhance performance versus where human insight, creativity, accountability, or buyer trust is essential.

• Experience in nurturing SDRs into closing roles, leadership positions, or broader go-to-market careers.

• Ability to distill complex go-to-market strategies into clear, actionable plans for an early-career team.

🏝️ Benefits

• Comprehensive and competitive benefits packages available worldwide.

• Benefits tailored to support employees’ health, well-being, and financial stability.

• A culture of ownership and accountability, providing autonomy for innovation and support for success.

• Opportunities for continuous learning and professional development driven by a growth mindset.

• A high-performance culture that acknowledges and rewards excellence.