Global Head of Sales DevelopmentWhy We Have This RoleGlobal pipeline generation is the fuel that powers Qualtrics' aggressive revenue targets. The Global Head of Sales Development will architect, scale, and lead our world-class Sales Development Representative (SDR) organization across all global regions. Based out of our central hub in Dallas, Texas, this executive will own the strategy, operational engine, and talent development pipeline responsible for generating high-quality qualified leads and pipeline for our enterprise sales teams.
This leader will serve as the primary bridge connecting Global Marketing, Sales Leadership, and Revenue Operations. You will build a predictable, data-driven outbound and inbound pipeline generation machine while establishing a premier talent engine that recruits, trains, and promotes high-performing sales professionals across the entire company.
How You'll Find SuccessAs the Global Head of Sales Development, you will play a pivotal role in accelerating Qualtrics' top-line revenue growth. Success in this role will be defined by excellence across the following areas:
- Global Pipeline Strategy & Execution: Architect and execute a global inbound and outbound prospecting strategy that consistently meets or exceeds pipeline generation targets across all regional business units and customer segments.
- Scale & Operational Excellence: Modernize and optimize the SDR technology stack, cadence strategies, account-based prospecting models, and lead routing workflows in partnership with Revenue Operations and Marketing.
- Talent Engine & Career Pathways: Build an industry-leading talent incubator. Establish world-class onboarding, continuous training, and structured career progression frameworks that transform SDRs into top-performing Account Executives and sales leaders.
- Cross-Functional Alignment: Maintain tight alignment with Global Marketing to maximize ROI on inbound demand generation campaigns, while partnering directly with Field Sales Leaders to ensure SDR strategy aligns seamlessly with regional go-to-market priorities.
- Data-Driven Leadership: Establish a rigorous operational rhythm driven by clear KPIs (conversion rates, activity metrics, pipeline velocity, qualified opportunity creation, and ACV contribution). Leverage data to identify bottlenecks and pivot strategy rapidly.
How You'll Grow- Executive Leadership at Scale: Position yourself at the center of Qualtrics' global go-to-market engine, gaining high visibility with executive leadership across Sales, Marketing, Operations, and Finance.
- Master the Future of Sales Tech: Lead the adoption of cutting-edge AI, machine learning, and automation tools across a massive, enterprise-scale sales organization.
- Build a Legacy Talent Engine: Define the company's long-term sales culture by shaping the hiring standards, career development, and early-career trajectories for hundreds of future sales leaders.
- Expand Global Market Influence: Deepen your international strategy expertise by architecting GTM motions tailored to diverse regional markets across the Americas, Europe, and Asia-Pacific.
Things You'll Do- Deliver Predictable Global Pipeline: Consistently meet and exceed quarterly global pipeline conversion targets to fuel worldwide revenue requirements across enterprise, mid-market, and vertical teams.
- Optimize Inbound & Outbound Efficiency: Increase lead conversion rates and SDR productivity by implementing advanced AI sales tools, modern sales plays, and precise account segmentation.
- Build the Ultimate Sales Talent Pipeline: Maintain a top-tier promotion rate of SDRs moving into Account Executive, Account Manager, and leadership roles, reducing ramp time for promoted reps.
- Strengthen Marketing Alignment: Maximize campaign yield by co-developing SLAs, campaign follow-up playbooks, and feedback loops directly with Performance Marketing and Product Marketing leadership.
- Instill Rigorous Performance Management: Establish uniform global performance dashboards and inspection mechanisms that hold SDR managers and individual reps accountable to world-class standards.
- Shape Messaging & Sales Playbooks: Partner with Product Marketing to translate brand messaging and platform capabilities into highly converting outbound messaging sequences.
What We're Looking For On Your Resume- 12+ years of progressive technology sales experience, with 5+ years in senior executive leadership managing large-scale global Sales Development / Business Development organizations in B2B enterprise SaaS.
- Track record of leading SDR teams of 50+ reps and multi-tiered leadership layers across diverse geographic regions.
- Demonstrated history of driving predictable, high-volume pipeline growth supporting multi-billion-dollar enterprise ARR targets.
- Deep expertise in modern sales engagement technology stacks (e.g., Salesforce, Outreach/Salesloft, ZoomInfo, AI enablement tools).
- Proven experience designing and executing successful inbound lead routing and account-based outbound prospecting strategies.
- Must be located in or willing to relocate to Dallas, Texas (hybrid office structure).
- Bachelor's degree required; Advanced degree preferred.
What You Should Know About This Team- Energy & Growth Culture: The Sales Development team is the heart and hustle of Qualtrics-a high-energy, fast-paced environment where competitive drive meets authentic teamwork.
- Foundational Business Impact: We don't just support the pipeline; we create it. Every major deal at Qualtrics traces its roots back to the strategic, creative outreach of the SDR organization.
- Unrivaled Career Progression: We are deeply committed to internal mobility. This team is designed to be the primary incubator for future Account Executives, Field Leaders, and Go-To-Market executives.
- Data-Informed & Scrappy: We combine cutting-edge technology and data analytics with grit and relentless testing to continuously discover better ways to connect with decision-makers.
Our Team's Favorite Perks and Benefits- Competitive compensation, uncapped earning potential, and strategic career advancement opportunities.
- Work with a world-class team driving innovation in experience management and Generative AI.
- Private health insurance, annual Qualtrics Experience Bonus, wellness stipend to support your personal well-being and growth.
- Hybrid work model designed to foster impactful collaboration alongside flexible remote work capabilities.
The Qualtrics Hybrid Work Model: We gather in the office three days a week; Mondays and Thursdays, plus one day selected by your organizational leader. These purposeful in-person days in thoughtfully designed offices help us do our best work and harness the power of collaboration and innovation. For the rest of the week, work where you want, owning the integration of work and life. #hybrid
