Director of Sales Development

CodeRabbit

• $130K — $180K *
San Francisco, CA 94112In-Person
Consumer Technology
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • 5+ years in sales development leadership
  • Experience with developer tools, DevOps, or technical SaaS
  • Proven track record in scaling outbound SDR functions
  • Strong coaching abilities to develop early-career talent
  • Ability to navigate and thrive in ambiguity
  • Strong data-driven decision-making skills
  • Familiarity with modern SDR tools like Salesforce and Outreach

Responsibilities

  • Hire, onboard, and develop a high-performing SDR team
  • Define the SDR motion with tailored messaging and processes
  • Partner with Marketing to convert user base into qualified leads
  • Coach SDRs on technical discovery and prospecting
  • Conduct weekly team meetings and performance reviews
  • Foster a culture of curiosity and continuous improvement
  • Own SDR pipeline contribution and report performance to leadership

Benefits

  • Work in a dynamic and innovative environment
  • Opportunity to shape and drive a new department
  • Access to advanced tools like AI and CRM technologies
  • Strong emphasis on career development and growth
  • Collaborative culture that values feedback and experimentation
Full Job Description
What You'll Do

Build the function
  • Hire, onboard, and develop a high-performing SDR team focused on both inbound qualification and outbound pipeline generation
  • Define the SDR motion; personas, sequences, messaging, territory, and handoff process - tailored to a technical, developer-centric buyer
  • Partner with Marketing to convert CodeRabbit's large free and open-source user base into qualified pipeline

Lead the team
  • Coach SDRs on technical discovery, outbound prospecting, and pipeline generation
  • Run weekly team meetings, 1:1s, and performance reviews with a focus on development and growth
  • Foster a culture of curiosity, experimentation, and continuous improvement

Drive the strategy
  • Own the SDR contribution to pipeline targets and report to senior leadership on performance, forecasts, and headcount needs
  • Collaborate closely with AEs and Sales leadership to ensure seamless handoffs and high conversion rates from SDR-sourced pipeline
  • Build the comp structure, career path, and hiring profile for the SDR org

Operate with Data and AI
  • Equip the SDR function with the right tooling (AI, CRM, sequencing, intent data) and reporting
  • Track leading indicators; activity, connect rates, meetings set, pipeline generated - and use data to iterate quickly

What We're Looking For
  • 5+ years in sales development leadership
  • Experience selling developer tools, DevOps, or technical SaaS - you understand how to reach and resonate with engineering buyers
  • A track record of building or significantly scaling an outbound SDR function
  • Strong coaching instincts - you know how to develop early-career talent and get the best out of people
  • Comfort operating in ambiguity; you're energized by building, not just managing
  • Data-driven decision-making - you know which metrics matter and how to move them
  • Familiarity with modern SDR tooling (Salesforce, Outreach/Salesloft, LinkedIn Sales Navigator, intent platforms)

Nice to have
  • Experience selling into engineering, product, or developer personas
  • Familiarity with the AI coding or code quality space
  • Experience with PLG (product-led growth) motions and converting free users to pipeline
* Ladders Estimates

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