Build and scale global SDR teams across Enterprise, Mid-Market, Channel, and Public Sector. Own inbound/outbound workflows, ICP definition, AI-first SDR execution using Nooks tools, SDR playbooks, partner and government motions, Salesforce funnel metrics, and data-driven optimization to generate predictable pipeline and revenue.
Company
Anomali is headquartered in Silicon Valley and is the Leading AI-Powered Security Operations Platform that is modernizing security operations. At the center of it is an omnipresent, intelligent, and multilingual Anomali Copilot that automates key workflows and empowers your team to deliver critical threat insights to leadership in seconds.
Anomali unifies ETL, SIEM, XDR, SOAR, and the world’s largest repository of global intelligence into a single, cloud-native platform that improves detection, speeds investigations, and reduces costs at scale.
Do more with less. Be Different. Be the Anomali.
Learn more at www.anomali.com
Job Description
The Director, Global Sales Development will be responsible for building and managing a team of Sales Development Representatives (SDRs). The SDRs are responsible for meeting and exceeding a sales quota by excelling at key critical success factors, including inbound lead follow up, outbound calls, opportunity identification, pipeline creation and upsell/cross-sell.
Responsibilities
SDR Leadership & GTM Ownership:
· Build, lead, and scale global SDR teams aligned to Enterprise, Mid-Market, Partner, and Public Sector (SLED) segments
· Own inbound SDR workflows, including lead routing, lead-to-speed SLAs, and rigorous qualification standards
· Ensure SDR output consistently translates into high-quality pipeline and closed revenue
ICP Definition & Cross-Functional Alignment:
· Co-own the definition, refinement, and operationalization of Anomali’s ICP
· Partner cross-functionally with Sales, Product, Engineering, Marketing, Channel, and RevOps
· Translate ICP insights into SDR targeting, account prioritization, outbound plays and inbound qualification.
AI-First SDR Execution:
· Design and operationalize an AI-first SDR motion to increase productivity and conversion
· Own implementation and daily usage of Nooks AI Dialer for call efficiency, coaching, and insights
· Own Nooks AI Prospector as the core outbound intelligence engine for ICP-aligned targeting, signal-based prospecting, and personalization at scale
Outbound & Inbound Playbooks:
• Build and maintain SDR playbooks covering:
ICP-based segmentation and prioritization
Persona-driven messaging and talk tracks
Multichannel sequences (phone, email, LinkedIn)
Objection handling, qualification, and AE handoff
• Apply modern SDR plays including intent-led outbound, champion reactivation, competitive takeout, and partner-assisted motions
Direct, Channel & Public Sector Motions:
· Apply direct selling experience to ensure SDR execution reflects real enterprise and mid-market deal dynamics
· Leverage channel selling experience to build partner-sourced pipeline across MSPs, MSSPs, SIs, distributors, and resellers
· Support partner recruitment, activation, and co-sell motions
· Lead SDR strategy for Federal, State, and Local Government, with experience booking meetings with government officials
Sales Methodology, Tools & Rigor:
· Ensure SDR execution aligns with Challenger, Sandler, MEDDPICC, and Command of the Message
· Implement champion tracking using Boomerang or UserGems
· Own SDR funnel performance in Salesforce, including speed-to-lead, conversion rates, pipeline sourced, and ROI
Analytics & Scale:
· Apply a left-brain / right-brain mindset—combining data-driven analysis with creative experimentation
· Continuously test and refine messaging, sequences, AI workflows, and qualification criteria
· Scale what works into repeatable, predictable SDR processes
Qualifications:
Required Skills/Experience
· 10+ years in Sales, Sales Development, or GTM leadership roles
· Proven background in direct enterprise and mid-market B2B SaaS selling and channel selling experience required
· 3+ years of experience building, leading and growing SDR and quota-carrying global sales teams in a relevant cybersecurity space.
· Hands-on experience with Nooks AI Dialer and Nooks AI Prospector, Gong, Marketo, LI Sales Nav, 6thSense or comparable tools
· Strong command of modern sales methodologies and pipeline discipline
· Experience engaging Federal and State government buyers
· Highly analytical, operationally strong, and cross-functionally effective
· Candidates local to our Redwood City, CA HQ will be expected to work a hybrid schedule onsite.
· This position is not eligible for employment visa sponsorship. The successful candidate must not now, or in the future, require visa sponsorship to work in the US
What Success Looks Like:
· An AI-enabled SDR organization with strong lead-to-speed and qualification rigor
· A clearly defined ICP embedded across inbound, outbound, partner, and public sector motions
· Predictable, high-quality pipeline that converts efficiently into revenue
Equal Opportunities Monitoring
It is our policy to ensure that all eligible persons have equal opportunity for employment and advancement on the basis of their ability, qualifications and aptitude. We select those suitable for appointment solely on the basis of merit without regard to an individual's disability, race, color, religion, sex, sexual orientation, gender identity, national origin, age, or status as a protected veteran. Monitoring is carried out to ensure that our equal opportunity policy is effectively implemented.
If you are interested in applying for employment with Anomali and need special assistance or accommodation to apply for a posted position, contact our Recruiting team at [email protected].
Similar Jobs
Cloud • Information Technology • Security • Software • Cybersecurity
Lead complex enterprise sales cycles to acquire and expand multi-million dollar accounts. Architect territory and account plans, manage pipelines and forecasts, map customer IT architectures to Cloudflare reference architectures, lead virtual cross-functional teams, negotiate large contracts, and act as a trusted advisor driving digital transformation and long-term customer adoption.
Top Skills:
Cloud NetworkingCloudflareCloudflare Reference ArchitecturesEdge ComputingGoogle SuiteMeddpiccMicrosoft Office (Msft Suite)SalesforceSecurityTableau
Artificial Intelligence • Cloud • HR Tech • Information Technology • Productivity • Software • Automation
Own customer success, adoption, and retention for assigned accounts by acting as strategic advisor, coordinating programs/events, defining success metrics, mitigating risk, driving continuous product adoption, and liaising between customers, product management, sales, and implementation partners.
Top Skills:
AICustomer Community PlatformsKnowledge Management SystemsMefServicenow Customer Service ManagementTm Forum
Healthtech • Insurance • Sales • Software
Lead and develop a national B2B sales organization: manage quota-carrying AEs, coach through complex deals, drive pipeline/forecasting discipline, enablement, cross-functional alignment, participate in customer meetings and negotiations, and scale sales processes and playbooks.
Top Skills:
AICRM
What you need to know about the Los Angeles Tech Scene
Los Angeles is a global leader in entertainment, so it’s no surprise that many of the biggest players in streaming, digital media and game development call the city home. But the city boasts plenty of non-entertainment innovation as well, with tech companies spanning verticals like AI, fintech, e-commerce and biotech. With major universities like Caltech, UCLA, USC and the nearby UC Irvine, the city has a steady supply of top-flight tech and engineering talent — not counting the graduates flocking to Los Angeles from across the world to enjoy its beaches, culture and year-round temperate climate.
Key Facts About Los Angeles Tech
- Number of Tech Workers: 375,800; 5.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Snap, Netflix, SpaceX, Disney, Google
- Key Industries: Artificial intelligence, adtech, media, software, game development
- Funding Landscape: $11.6 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Strong Ventures, Fifth Wall, Upfront Ventures, Mucker Capital, Kittyhawk Ventures
- Research Centers and Universities: California Institute of Technology, UCLA, University of Southern California, UC Irvine, Pepperdine, California Institute for Immunology and Immunotherapy, Center for Quantum Science and Engineering
