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