Your ImpactWe 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.
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