Job DescriptionAt Appcast, we help employers improve how they attract and hire talent through data-driven recruitment advertising solutions. The Director - Business Development leads and scales Appcast's SDR function, driving early-stage pipeline growth across the business. Responsible for a team of Sales Development Representatives, this leader sets the strategic direction for outbound prospecting, coaches the team to consistent performance, and partners closely with Sales and Marketing leadership to accelerate revenue growth.
Job Responsibilities- Lead, coach, and develop a high-performing team of SDRs, fostering a culture of accountability, continuous improvement, and competitive drive.
- Define and execute the SDR strategy, setting team and individual targets aligned to company pipeline and revenue goals.
- Ensure day-to-day operational excellence, including onboarding, call coaching, pipeline reviews, and performance management.
- Collaborate cross-functionally with Account Executives, Marketing, and Sales Operations to align outreach strategies, optimize lead quality, and ensure seamless opportunity handoff.
- Design and refine outbound prospecting playbooks, cadences, and messaging frameworks to improve conversion rates across calls, email, and social channels.
- Monitor and report on key SDR metrics (activity, conversion, pipeline contribution), using data to identify trends, remove blockers, and drive team performance.
- Recruit, hire, and onboard top SDR talent; build career development paths to retain high performers and reduce attrition.
- Champion CRM discipline and the effective use of sales tools across the team, ensuring data integrity and accurate pipeline reporting.
- Represent the SDR function in leadership forums, providing pipeline visibility and strategic input to senior stakeholders.
- Lead the evaluation, adoption, and optimization of emerging technologies, including AI-enabled tools, to drive SDR productivity, improve opportunity quality, enhance team effectiveness, and support scalable revenue growth.
Qualifications- Proven leadership ability with a track record of building and scaling SDR or inside sales teams.
- Deep understanding of outbound prospecting methodologies, consultative selling, and pipeline development.
- Strong coaching and people development skills, with experience managing managers or senior individual contributors.
- Data-driven approach to performance management; comfortable setting targets, analyzing metrics, and holding teams accountable.
- Excellent verbal and written communication skills, with the ability to influence at all levels of the organization.
- Strategic thinker who can design scalable processes while remaining hands-on when needed.
- Strong cross-functional collaboration skills, particularly with Sales, Marketing, and Revenue Operations.
- Proficiency with CRM platforms (e.g. Salesforce) and SDR tooling (e.g. Outreach, LinkedIn Sales Navigator).
- Competitive drive with a continuous improvement mindset.
- Experience in AdTech, HRTech, or SaaS recruitment solutions is a plus.
Education and Experience- Bachelor's degree in Business, Marketing, Communications, or a related field, or equivalent practical experience.
- 6+ years of experience in sales development or inside sales, with at least 3 years in a people management role.
- Experience managing a team of 8 or more SDRs; experience managing managers or a deputy is strongly preferred.
- Demonstrated success building or scaling an SDR function, including designing outbound processes and playbooks.
- Proven track record of consistently meeting or exceeding pipeline and revenue targets.
Travel Requirements- Occasional travel may be required for team events, QBR's and industry conferences.
Supervisory Responsibilities- This position directly manages one SDR Manager and a team of SDR's.
Additional Information- We're the best at what we do. We're the global leader in programmatic recruitment advertising. With advanced technology, unmatched market data and a team of the industry's best recruitment marketers.
- We have an amazing culture driven by great people. Headquartered in Lebanon, N.H. with offices in the U.S., Canada and Europe, Appcast is part of the Stepstone group. To better understand our company culture, read Our Story and check out Working at Appcast on our website.
- We take care of our employees. We're dedicated to creating an inviting environment where individuals from diverse backgrounds can thrive and develop. We believe in providing competitive compensation and comprehensive benefits, ensuring our team can support their loved ones and one another. We enjoy fostering a sense of community through dedicated employee networks, fun gatherings, delicious food, and even welcoming furry friends into our workspace. We live our values each day including volunteering and giving back to our communities.
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