Director of Sales Development

Position Overview

The Director of Sales Development leads and scales our outbound sales development organization, building high-performing teams that generate qualified pipeline for the sales organization. This role is responsible for strategy, execution, and team development to drive consistent revenue growth.

Key Responsibilities

Team Leadership & Development

• Recruit, hire, onboard, and develop a team of Sales Development Representatives
• Create and implement comprehensive training programs for new and existing SDRs
• Establish performance metrics and conduct regular performance reviews
• Foster a culture of accountability, continuous improvement, and collaboration
• Provide coaching and mentorship to help team members achieve their goals and advance their careers

Strategy & Execution

• Develop and execute outbound sales development strategies to generate qualified pipeline
• Design and optimize prospecting processes, cadences, and messaging frameworks
• Collaborate with Marketing and Sales leadership to align on target accounts and ideal customer profiles
• Analyze performance data to identify trends, opportunities, and areas for improvement
• Set team goals and individual quotas aligned with company revenue objectives

Operations & Process

• Implement and optimize sales development tools and technology stack
• Establish and refine qualification criteria and handoff processes to Account Executives
• Create reporting dashboards to track key metrics (meetings set, opportunities created, pipeline generated)
• Develop and document best practices and standard operating procedures
• Manage budget and resource allocation for the sales development function

Cross-Functional Collaboration

• Partner with Sales leadership to ensure smooth lead handoff and feedback loops
• Work with Marketing to optimize lead generation campaigns and content
• Coordinate with Enablement to develop training materials and resources
• Provide market insights and competitive intelligence to Product and Marketing teams

Qualifications

Required

• 5+ years of experience in B2B sales development or inside sales, with 2+ years in a leadership role
• Proven track record of building and scaling high-performing SDR teams
• Strong understanding of sales development methodologies, tools, and best practices
• Experience with CRM systems (Salesforce preferred) and sales engagement platforms
• Excellent coaching, mentoring, and people development skills
• Data-driven approach with strong analytical and reporting capabilities
• Outstanding communication and presentation skills

Preferred

• Experience in [industry/sector]
• Background in selling [product type] solutions
• Familiarity with account-based sales development approaches
• Experience managing remote or distributed teams