The Director, Sales Development leads a multi-team Business Development Representatives (BDR) organization across outbound-focused teams and the Enterprise Sales Development Program. This role is accountable for building both a high-performing pipeline-generation engine and a differentiated sales talent development program that prepares early-career and high-potential talent for future sales roles.
This position balances near-term business outcomes with long-term talent development by driving qualified pipeline through new-logo acquisition and cross-sell/upsell motions, while attracting, hiring, onboarding, coaching, retaining, and advancing BDRs, BDR leaders, and Enterprise Sales Development Program participants through structured development experiences.
Essential Key Responsibilities- Lead and develop BDR leaders across outbound-focused teams, ensuring consistent standards for pipeline execution, leadership effectiveness, coaching discipline, talent development, and performance management across managers and representatives.
- Scale the global BDR organization by establishing repeatable recruiting, onboarding, coaching, performance management, and talent-development practices across all hubs.
- Own team pipeline-creation goals while building a repeatable talent-development system that improves BDR productivity, readiness, promotion paths, retention, and leadership bench strength.
- Own the Enterprise Sales Development Program as a strategic talent pipeline, including program structure, rotation design, performance standards, coaching model, field exposure, and career-pathing for college graduates rotating through multiple sales roles over a 12+ month development experience.
- Partner with Account Executives, Area Vice Presidents, Customer Success, Marketing, Demand Generation and Sales Leaders to align territory and segment coverage, account priorities, campaign plays, lead quality, and meeting-to-opportunity conversion across teams.
- Hold BDR leaders accountable for attainment against qualified pipeline, opportunity creation, accepted and held meetings, conversion rates, activity quality, SLA adherence, productivity, and CRM hygiene; conduct forecast and performance reviews and address performance gaps.
- Use SFDC, sales-engagement platforms, and performance dashboards to maintain CRM hygiene, inspect outbound execution, improve rep and manager productivity, identify coaching opportunities, and deliver accurate performance reporting.
- Partner with Marketing, Demand Generation, Sales Enablement, Talent Acquisition, Revenue Operations, Business Intelligence, and CRM partners to coordinate outbound campaigns, workforce planning, leadership development, reporting, territory design, and process improvements.
- Build succession plans for BDR leaders and career pathways for high-potential BDRs and Enterprise Sales Development Program participants into Account Executive, Customer Success, Sales Operations, and leadership roles. Present regular business reviews that balance pipeline contribution, talent development, operating health, promotion readiness, and program outcomes.
- Additional duties as assigned.
Education and Experience- Bachelor's Degree Required
- 7 to 10 years of experience
- Master's Degree Preferred
Essential Skills and/or Certifications- Bachelor's degree is required.
- 10+ years of progressive B2B sales experience, including substantial outbound prospecting, new- logo acquisition, and pipeline-creation experience.
- 5+ years of people-leadership experience, including experience managing managers, leading multi-team Sales Development organizations, and developing early-career sales talent.
- Experience leading outbound motions across both new-logo acquisition and cross-sell/upsell motions within existing customer accounts.
- Experience designing or leading early-career sales development, graduate rotation, or sales talent accelerator programs is preferred.
- Proven record of meeting or exceeding pipeline or revenue targets and managing conversion, activity, and productivity KPIs.
- Strong recruiting, coaching, communication, analytical, change-leadership, and cross-functional collaboration skills.
- Proficiency with SFDC and outbound sales-engagement platforms, with the ability to use data to improve execution and CRM hygiene.
- SaaS, technology, data, or information-services experience is preferred
- MEDDPICC or a similar sales methodology is an advantage.
- Proficiency in Microsoft Office Suites Skills
- Show an ownership mindset in everything you do; be a problem solver, be curious and be inspired to take action, be proactive, seek ways to collaborate and connect with people and teams in support of driving success
- Continuous growth mindset, keep learning through social experiences and relationships with stakeholder, experts, colleagues and mentors as well as widen and broaden your competencies through structural courses and programs
Benefits We Offer• Generous paid time off in your first year, increasing with tenure.
• Up to 16 weeks 100% paid parental leave after one year of employment.
• Paid sick time to care for yourself or family members.
• Education assistance and extensive training resources.
• Do Good Program: Paid volunteer days & donation matching.
• Competitive 401k with company matching.
• Health & wellness benefits, including discounted Wellhub membership rates.
• Medical, dental & vision insurance for you, spouse/partner & dependents.
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