We are seeking an accomplished Director of Sales Development to lead and scale our sales development organization across a diverse and growing business. This senior sales leader will own the strategy, structure, performance, and evolution of the Sales Development Representative (SDR/BDR) function, building a predictable pipeline engine that supports the company's growth objectives.The ideal candidate combines strategic leadership with operational excellence and has a proven track record of building high-performing sales development teams in complex, fast-paced environments. You will partner closely with Sales, Marketing, Revenue Operations, and executive leadership to optimize pipeline generation, improve go-to-market execution, and drive sustainable revenue growth.Sales Development Strategy- Develop and execute the sales development strategy aligned with company growth objectives.
- Design coverage models, territory strategies, account segmentation, and operating frameworks that maximize pipeline generation.
- Build a scalable and predictable demand generation engine across a complex business environment.
- Define and continuously improve SDR/BDR processes, methodologies, KPIs, and performance standards.
- Identify opportunities to expand reach, improve efficiency, and unlock new sources of pipeline growth.
Leadership & Talent Development- Lead, coach, and develop a high-performing sales development management team.
- Foster a culture of accountability, collaboration, continuous improvement, and measurable results.
- Recruit, onboard, and retain top-performing sales development talent.
- Establish clear career paths and development opportunities for SDRs, team leads, and managers.
- Create consistent operating standards while enabling teams to execute effectively within their respective markets.
Pipeline & Revenue Growth- Own sales development pipeline targets and overall performance.
- Define success metrics across meetings generated, qualified opportunities, conversion rates, pipeline contribution, and business impact.
- Analyze funnel performance and implement initiatives that improve productivity and conversion efficiency.
- Partner with Sales Leadership to ensure effective lead qualification, opportunity creation, and pipeline progression.
- Drive programs that improve outbound prospecting, inbound conversion, account-based engagement, and multi-channel outreach effectiveness.
Cross-Functional Partnership- Partner with Marketing to align demand generation, campaign execution, lead quality, and follow-up processes.
- Collaborate with Revenue Operations on forecasting, reporting, territory design, technology strategy, and analytics.
- Work closely with Sales Leadership to ensure sales development priorities support broader revenue objectives.
- Partner with Product, Customer Success, and other stakeholders to refine market messaging and identify growth opportunities.
- Provide executive leadership with insights on pipeline health, market trends, and business performance.
Technology & Operational Excellence- Evaluate and optimize the sales development technology ecosystem, including CRM, engagement, enrichment, intent, and analytics platforms.
- Leverage data to identify trends, productivity gaps, and opportunities for improvement.
- Establish scalable reporting, dashboards, and operating cadences.
- Promote experimentation and innovation in messaging, outreach methods, and pipeline generation strategies.
Success in this role will be measured through:- Qualified pipeline generated
- Pipeline contribution to revenue growth
- Meeting and opportunity creation
- Lead-to-opportunity conversion rates
- SDR/BDR productivity and attainment
- Pipeline coverage and forecast accuracy
- Speed-to-lead performance
- Rep ramp time and retention
- Team attainment against targets
- ROI and effectiveness of sales development programs
Qualifications- 10+ years of experience in sales, business development, sales development, or revenue leadership.
- 5+ years leading high-performing SDR/BDR organizations.
- Demonstrated success building and scaling sales development teams in a complex, high-growth environment.
- Strong understanding of enterprise B2B SaaS, technology, or similarly sophisticated sales motions.
- Proven ability to develop and execute pipeline generation strategies that drive measurable business outcomes.
- Experience leading managers and distributed teams.
- Strong analytical mindset with the ability to translate data into actionable business decisions.
- Experience with CRM platforms, modern sales engagement technologies, and outbound sales methodologies.
- Outstanding communication, executive presence, coaching, and stakeholder management skills.
- Ability to operate effectively across functions, teams, and business priorities.
- Up to 20% Travel Requirement - Domestic and International
Preferred Qualifications- Experience scaling a sales development organization through periods of growth and transformation.
- Experience supporting large, multi-segment sales organizations.
- Familiarity with account-based marketing and enterprise prospecting strategies.
- Experience implementing or optimizing sales engagement and revenue intelligence platforms.
- Bachelor's degree in Business, Marketing, Communications, or a related field, or equivalent professional experience.
What we offer:- Work location is Hybrid to our office in Midtown Tampa, FL or Austin, Texas.
- Competitive compensation and bonuses
- Flexible PTO and paid holidays
- 401(k) with employer matching
- Comprehensive Health insurance package including 100% employer-paid medical coverage
- Up to 12 weeks of Parental Leave
- Basic Life Insurance, Short-Term & Long-Term Disability, 100% employer-paid
- Quarterly teambuilding events, leadership luncheons, and companywide "All Hands" meetings
- Open door policy and business casual dress code
- We celebrate diversity as one of our core values. Join c-a-r-e and lead change initiatives together with us!
Department Sales Locations Tampa, Clearwater, Austin Remote status Hybrid Employment type Full-time Type of Job Non Student
