Director, Sales Development

Build an AI-First SDR Strategy 

• Define and execute a next-generation SDR strategy leveraging AI, automation, and data-driven insights  

Own Enterprise Pipeline Generation 

• Deliver consistent, high-quality pipeline for Global and Enterprise segments  

• Establish rigorous qualification standards aligned to complex, multi-stakeholder sales cycles  

• Ensure strong alignment and tight handoffs with Enterprise Account Executives  

Operational & Data Excellence 

• Own and optimize key metrics: pipeline generated, conversion rates, velocity, and deal influence  

• Partner with RevOps to build best-in-class reporting, forecasting, and tooling  

• Leverage AI and analytics to identify performance gaps and opportunities 

Lead & Scale the Team 

• Lead, coach, and develop a frontline SDR manager and a team of ~15 SDRs  

• Build a culture of experimentation, execution, accountability, and continuous improvement  

• Create clear career paths into closing roles and other GTM functions  

Stay Close to the Work (Player-Coach) 

• Inspect pipeline and account strategies at a granular level  

• Coach reps on high-impact messaging, personalization, and executive-level conversations  

• Jump into strategic accounts to help unlock opportunities or navigate complex deals  

• Test and iterate on new outbound plays, sequences, and AI-driven workflows  

• 8+ years of experience in Sales Development / Pipeline Generation within high-growth SaaS  

• 3+ years leading SDR teams, including managing managers  

• Proven track record generating Enterprise and Global pipeline (large ACV, complex deals)  

• Previous experience creating and/or updating SDR Attribution models while partnering with Analytics, Marketing and Sales Leaders highly desired 

• Experience in AI, data, or modern sales technology environments strongly preferred  

• Strong analytical mindset—comfortable using data, dashboards, and AI tools to drive decisions  

• Hands-on leadership style with a willingness to dive into details and execution  

• Exceptional coaching and communication skills, especially in enterprise selling contexts