7+ years in sales development or sales, including 3+ years leading and hiring SDR/BDR teams
Proven experience building an outbound motion from scratch in a high-growth startup
Strong fluency with AI tools for prospecting and pipeline operations
Hands-on experience with modern outbound tech stack (CRM, sequencing, enrichment)
Demonstrated ability to hire and retain top SDR talent
Comfortable selling technical products to technical buyers
Exceptional written and verbal communication skills
Responsibilities
Own the outbound pipeline number and set targets for the team
Define ICP, segmentation, and account coverage in collaboration with Sales and Marketing
Design an SDR function leveraging AI for research and automation
Manage the outbound tech stack and reporting metrics
Collaborate with AEs and Sales leadership on account strategy and feedback
Run experiments on channels and messaging to optimize outreach
Act as a player-coach by prospecting into strategic accounts while building the SDR team
Benefits
Opportunity to build and lead a foundational sales team
Work in a dynamic, high-growth startup environment
Access to modern AI tools and technologies
Collaborative work culture with Sales and Marketing teams
Potential for career growth and leadership development
Full Job Description
Your Impact
We are looking for a Director of Sales Development to build our outbound engine from the ground up. This is a founding leadership role: you will own top-of-funnel pipeline generation end to end, from further ICP definition and outbound strategy to hiring, ramping and coaching the first SDR team. The ideal candidate has carried a pipeline number, built an outbound motion from scratch, and is AI-native, using agents, automation and signal-based prospecting to generate pipeline with a fraction of the headcount a traditional SDR org would require. You will be a player-coach early, personally prospecting into strategic accounts while you build the team and playbook behind you.
Candidates are ideally based in the SF Bay Area or willing to relocate (you will be working on-site at our Mountain View office a few days a week), but remote candidates will also be considered.
Responsibilities
Pipeline: Own the outbound pipeline number. Set targets, build the forecast, and hold the team accountable to qualified pipeline that converts to tangible revenue.
Outbound Strategy: Define ICP, segmentation, territory and account coverage in partnership with Sales and Marketing. Build the messaging, sequences and multi-channel plays to help break into target accounts.
AI-Native Motion: Design an SDR function around modern tooling, with AI agents for research and personalization, signal-based triggers, automated enrichment and routing. Continuously replace manual work with systems to yield outsized output per rep.
Systems & Data: Own the outbound stack and the reporting layer on top of it, including CRM hygiene, sequencing and enrichment tools, conversion metrics by stage, source and rep.
Sales Partnership: Work hand in hand with AEs and Sales leadership on account strategy, handoff quality and feedback loops, and with Marketing on campaigns, events and inbound follow-up.
Experimentation: Run a fast test-and-learn cadence on channels, messaging and audiences, scaling the most impactful plays.
Player-Coach: Prospect directly into strategic accounts, while alsorecruiting, ramping and coaching our first SDRs.
Requirements
7+ years in sales development or sales, including 3+ years leading and hiring SDR/BDR teams
Track record of building an outbound motion from scratch at a high-growth startup and hitting pipeline targets consistently
Deep fluency with AI tools and a strong point of view on how to apply them to prospecting, research, personalization and pipeline operations
Hands-on command of the modern outbound stack (CRM, sequencing, enrichment, intent and signal data) and the analytical rigor to instrument and improve every stage of the funnel
Demonstrated ability to hire, ramp and retain strong SDRs, with a real bench of people who would join you again
Comfort selling technical products to technical buyers, and the credibility to engage senior stakeholders directly
Ability to operate independently and thrive in ambiguity, with no task too small
Exceptional written and verbal communication skills
The United States base salary range for this full-time position is between $230,000 - $290,000 + variable + equity + benefits. Your recruiter can share more about the specific salary range for your targeted location during the hiring process.
