OverviewAVP, Sales Development (SDR leader)
Location: United States Work Arrangement: Remote
About the Role
The AVP, Sales Development is responsible for defining and leading the vision, strategy, and execution of Hyland's global Sales Development organization — in close partnership with executive leadership and in direct alignment with pipeline, revenue, and go-to-market objectives. This role manages a global team of Sales Development leaders and professionals and is fully accountable for building a scalable, high-performance pipeline generation engine that drives measurable business outcomes.
The AVP operates as a strategic leader who integrates people, process, data, technology, and AI-enabled capabilities to accelerate buyer engagement, opportunity creation, and revenue growth. This is a high-impact leadership role for someone who brings equal parts strategic vision and operational rigor — and who is energized by building world-class teams and programs at scale.
Your Role Responsibilities? Here's What You'll Do.
- Define and execute the global Sales Development strategy aligned to pipeline generation, revenue growth, and market expansion priorities — owning SDR-sourced pipeline targets, forecasting, and performance management across regions, industries, and market segments.
- Lead and develop a global organization of SDR leaders and professionals — building a high-performance culture focused on accountability, coaching, career development, and consistent operating models and scalable enablement programs across all regions.
- Partner with Sales, Demand Generation, Product Marketing, and Marketing Operations leaders to drive integrated pipeline creation and go-to-market execution — aligning target account strategies, service level agreements, and pipeline management processes across cross-functional teams.
- Drive operational excellence through continuous improvement of processes, systems, analytics, and technology — leveraging AI-enabled tools and automation to improve productivity, outreach effectiveness, and pipeline velocity across the global Sales Development organization.
- Establish and deliver executive-level reporting on pipeline contribution, conversion rates, productivity, and revenue influence — collaborating with Revenue and Marketing Operations to ensure effective lead management, routing, and reporting standards.
- Develop future leaders through coaching, talent development, succession planning, and organizational design — serving as a strategic thought leader on sales development trends and the final escalation point for the highest-priority operational and performance issues across the organization.
Role Essentials
You'll be set up for success if you have:
- Bachelor's degree or equivalent experience, with 10+ years in B2B sales, sales development, demand generation, or go-to-market leadership roles — and 5+ years of experience leading managers and global or multi-region teams
- Demonstrated experience scaling Sales Development or SDR organizations within enterprise software, SaaS, or technology environments — with a proven track record of driving measurable pipeline generation and revenue outcomes
- Strong expertise in pipeline management, forecasting, account-based strategies, CRM platforms, and analytics — with hands-on experience leveraging AI-enabled tools and automation within sales development or go-to-market functions
- Proven ability to drive cross-functional alignment and execute complex, enterprise-level initiatives across Sales, Marketing, and Revenue Operations
- Exceptional leadership, communication, coaching, and executive stakeholder management skills — with the ability to inspire high-performance teams and influence at the most senior levels of the organization
What We'd Like to See
Bonus points if you bring:
- Experience building and scaling ABM, digital, events, nurture, and partner-led pipeline programs that are fully integrated with Sales Development motions
- Demonstrated ability to establish scalable SDR enablement programs, operating models, and performance management frameworks across global or multi-regional teams
- Experience partnering with Revenue and Marketing Operations to optimize lead management, routing, conversion, and attribution reporting at scale
- A track record of developing future sales leaders through structured coaching, talent development, and succession planning across a global organization
- Strong thought leadership on emerging sales development trends — including AI-powered outreach, buyer engagement strategies, and go-to-market innovation
