Senior Director, Global Sales Development

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

📋 Description

• Develop a comprehensive global SDR operating model that includes inbound qualification, outbound prospecting, account-based initiatives, partner programs, and expansion opportunities.

• Ensure SDR activities are aligned with GTM strategies, target accounts, industry priorities, and the objectives of Enterprise Sales.

• Evaluate the quality of the pipeline, as well as conversion rates, progression, and revenue impact.

• Collaborate with Growth Marketing, Sales, RevOps, Product Marketing, Alliances, and Customer Success to manage SDR-sourced and SDR-influenced pipelines.

• Enhance account engagement, meeting quality, the creation of qualified pipelines, opportunity acceptance, and conversion rates.

• Create feedback loops between Sales and Marketing to refine targeting, messaging, and campaign effectiveness.

• Contribute to Icertis’ Growth pod structure and focus on priority GTM plays.

• Develop playbooks for account targeting, persona strategies, messaging, qualification, and opportunity handoff.

• Implement AI for account research, signal identification, personalization, call preparation, coaching, and follow-up.

• Design AI playbooks, prompt libraries, quality standards, and inspection routines.

• Recruit, train, and retain SDR managers and teams.

• Create onboarding, coaching, performance management, career development, and succession planning programs.

• Actively engage in account planning, executive outreach, pipeline creation, and coaching for complex opportunities.

• Foster a culture of accountability, curiosity, resilience, and operational excellence.

• Transform the SDR role into a strategic account engagement engine and develop a predictable, scalable pipeline creation mechanism.

⛳️ Requirements

• Over 10 years of experience in enterprise SaaS sales development, pipeline generation, inside sales, or growth roles.

• Demonstrated success in building, scaling, or transforming SDR organizations.

• Strong understanding of funnel management, conversion metrics, forecasting, capacity planning, and performance evaluation.

• Proficient in hands-on coaching across research, messaging, prospecting, qualification, and opportunity management.

• Experience collaborating with Sales, Marketing, RevOps, Alliances, Customer Success, and executive stakeholders.

• Familiarity with Salesforce and contemporary sales and marketing technologies, such as 6sense, Demandbase, Outreach, Salesloft, Gong, LinkedIn Sales Navigator, ZoomInfo, Marketo, and HubSpot.

• Practical experience in applying AI to sales development and pipeline generation.

• Preferred: experience in a B2B SaaS environment with over $250M in ARR.

• Preferred: background in ABM, GTM play-based operating models, or Growth pod structures.

• Preferred: experience in managing complex enterprise sales cycles and strategic accounts.

• Preferred: experience with partner-led pipeline initiatives involving Microsoft, SAP, Accenture, Deloitte, or PwC.

• Preferred: experience enhancing SDR operational cadence, conversion discipline, and managerial coaching.

• Preferred: experience leading global or distributed SDR teams.

🏝️ Benefits

• Support for employees’ and their families’ physical, mental, and financial well-being.

• Opportunities for career acceleration for Icertians.

• Contributions to social and environmental impacts in our communities.

• Diversity, equity, inclusion, and belonging (DEIB) initiatives.

• Generous holiday allowance, including paid time off during the week of the 4th of July.

• Complimentary professional and leadership coaching.

• Annual personal development budget.

• Comprehensive medical, dental, vision, and mental health benefits.

• Employee Assistance Program (EAP).

• Equity (RSUs) and shared ownership in the organization.

• Generous 401(k) matching.

• Flexible working environment.

• Paid maternity and paternity leave.

• Generous holiday and PTO policy.

• CaaS (Coaching as a Service).

• 7 Days for Humanity – seven paid volunteer days each year.

• Global and regional DEIB steering committees and employee resource groups (ERGs).

• Global DEIB training programs and guest speakers throughout the year.

• Annual sales target incentive bonuses.

• Compensation package includes base salary and equity component.