Director of Sales Development (USA)

Responsibilities:

• Lead and evolve the SDR function, developing the team into a world-class pipeline generation engine through coaching, structure, and accountability.
• Drive and execute the SDR strategy—including quota design, KPI tracking, retargeting workflows, and outbound sequencing—to increase volume and quality of pipeline.
• Identify and implement AI tools and strategies to optimize SDR processes, personalize outreach, and boost pipeline generation.
• Manage and coach SDRs, holding weekly stand-ups, 1:1s, and performance inspections focused on conversion, quality, and operational rigor.
• Collaborate cross-functionally with Marketing, Sales, and RevOps to build aligned SLAs, streamline inbound response, and embed SDRs into broader campaign execution.
• Analyze pipeline data and team performance, identifying gaps in reply rate, speed-to-lead, and outbound coverage—and using that insight to optimize systems and coaching.
• Champion a culture of high accountability, fast feedback, and career development, ensuring SDRs grow through clarity, consistency, and stretch opportunities.

Requirements:

• Proven Leadership & SDR Management: Minimum of 5+ years of progressive experience leading and scaling high-performing Sales Development Representative (SDR) teams, ideally within a B2B SaaS environment.
• Strategic & Tactical Execution: Demonstrated ability to develop and execute a comprehensive SDR strategy, encompassing quota design, KPI tracking, outbound sequencing, and retargeting workflows, while also providing hands-on coaching and performance management.
• AI Proficiency: Proven experience leveraging AI sales technologies to significantly enhance SDR productivity, lead quality, and personalized engagement.
• Data-Driven Optimization: Highly analytical and data-obsessed, with the ability to interpret pipeline and team performance data (e.g., reply rates, speed-to-lead, conversion metrics) to identify gaps, optimize processes, and drive continuous improvement.
• Pipeline Generation Expertise: Track record of consistently driving significant, high-quality pipeline generation across the sales funnel through both inbound excellence and outbound prospecting, with a deep understanding of conversion metrics and lead quality.
• Cross-Functional Collaboration: Exceptional ability to collaborate effectively with Marketing, Sales, RevOps, and Enablement teams to establish aligned SLAs, streamline lead flow, and integrate SDR activities into broader GTM strategies.
• Coaching & Development: A passion for developing talent, with a proven history of coaching and mentoring SDRs, fostering a culture of accountability, continuous feedback, and career growth.
• High-Growth Adaptability: Experience thriving in fast-paced, high-growth environments, with the ability to transform loosely defined processes into structured, scalable systems.
• Technology Proficiency: Proven ability to leverage tools like Salesforce, Tableau, Outreach, and 6sense to drive execution, improve workflow discipline, and coach for quality. 

Metrics You’ll Own:

• Sales-qualified pipeline per rep: this is your north star, ensuring the sales development function delivers growth and the positive unit economics the business needs. 
• Sales quota coverage by team: success here requires a consistent drumbeat in recruiting & ramping new reps as they enter and exit the org, hopefully to their next role as an AE! Maintaining consistent quota coverage while turning over the team regularly will be key to success in the role.
• AI efficiency gains: quantifiable improvements in SDR efficiency and pipeline quality driven by AI tool adoption and strategy implementation.
• Meeting conversion rate: ensure we’re creating quality meetings for the AE team
• Outreach activity metrics: detailed tracking of quantity, quality, and breadth of touches
• Speed-to-lead: deliver a world-class customer experience through rapid response times, high value responses, and getting meetings booked in a timely manner. 

How to Be Successful in This Role:

• You’re a strategic and tactical leader—just as confident building a long-term vision for consistent pipeline growth per rep as you are jumping into a team call blitz and giving real-time feedback to sharpen execution.
• You thrive in high-growth environments and know how to transform loosely defined processes into structured, scalable systems.
• You’re data-obsessed, inspecting key inputs like reply rate, personalization, and conversion metrics to drive team-wide improvement.
• You’ve built and scaled SDR functions that generate pipeline through both inbound excellence and expansion motions, with a track record of coaching reps to convert engaged accounts, retarget existing customers, and drive influence across the buying committee.
• You care deeply about developing people, creating a team culture that blends performance expectations with support, empathy, and a shared commitment to growth.
• You work across functions naturally—bringing clarity and urgency to cross-functional initiatives, especially when resolving SLA misalignment or lead leakage.