Director of Sales – Sales Development

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

📋 Description

• Lead and expand a Sales Development Representative (SDR) organization that consistently generates a qualified pipeline across various sales segments.

• Enhance outbound prospecting efforts and increase conversion rates of inbound inquiries and demand generated from events.

• Develop coaching, talent acquisition, onboarding, and operational systems to ensure repeatable performance.

• Translate growth objectives into plans covering coverage, capacity, headcount, budgeting, incentives, and resource allocation.

• Identify target accounts and buyer personas for outbound, inbound, events, and re-engagement efforts.

• Establish disciplined prospecting practices utilizing account research, phone outreach, email, and social media engagement.

• Enhance lead routing, prioritization, response standards, qualification, Account Executive (AE) handoffs, show rates, and recovery from no-shows.

• Experiment with messaging and sequences, scaling successful approaches.

• Manage scorecards that track response times, conversations, meetings, show rates, sales acceptance, qualified pipeline, conversion, attainment, and ramp-up periods.

• Conduct weekly performance and pipeline reviews, addressing data, ownership, and reporting challenges.

• Oversee HubSpot management, including ownership, attribution, dispositions, and handoff documentation.

• Recruit, coach, develop, and manage the performance of SDRs, team leads, and managers.

• Implement live coaching sessions, call reviews, role-playing exercises, and individual development plans.

• Collaborate with Sales, Marketing, Revenue Operations, Enablement, and Finance on planning, campaigns, tools, and systems.

• Promote effective utilization of CRM, dialing systems, sales engagement tools, conversation intelligence, and AI-assisted workflows.

⛳️ Requirements

• Proven track record of building and scaling SDR or BDR teams in AI, B2B SaaS, or legal tech environments.

• Experience in hiring, coaching, capacity planning, and delivering pipeline results across multiple segments.

• Demonstrated measurable improvements in qualified pipeline, conversion rates, representative productivity, ramp-up times, or attainment.

• Strong expertise in outbound processes, including calling, messaging, qualification, and handling objections.

• Solid commercial and analytical judgment with an understanding of the sales funnel through to closed revenue and consistent metric definitions.

• History of establishing high standards, providing actionable feedback, addressing underperformance, and nurturing future leaders.

• Builder mentality capable of crafting strategy, coaching in real-time, diagnosing operational challenges, and driving improvements to completion.

• High standards regarding evidence, data quality, preparation, and follow-through.

• Cross-functional credibility with teams in Sales, Marketing, Revenue Operations, Enablement, and Finance.

• Proficiency with CRM and modern prospecting technologies; experience with HubSpot is a plus.

• Preferred experience in legal technology or professional services.

• A keen interest in plaintiff law firms and the practical implications of AI.

🏝️ Benefits

• Competitive base salary aligned with experience and role scope.

• Incentives based on performance.

• Equity participation.

• 401(k) matching by the employer.

• Health, dental, vision, and life insurance coverage.

• Short-term and long-term disability insurance.

• Commuter benefits for in-office employees.

• A work environment that promotes autonomy.

• Reimbursement for workplace setup costs.

• Telecommuting stipend.

• Flexible Time Off (FTO) policy along with holidays.

• Quarterly team gatherings.

• In-office perks available for on-site employees.