Location - Hybrid

This is a hybrid role based out of our San Francisco, Corporate Headquarter office, 3 days in the office, 2 days remote OR one of our Hub locations, Boston, MA or Raleigh, NC, which means you may be expected to work from a designated co-working space from time to time, and will otherwise work remotely from home, until such time as a dedicated office is established.

Release Assurance at the Speed of AI |Meet the new Sauce Labs

The Role

The Senior Director, Growth is an AI-first revenue leader responsible for setting the macro strategy, revenue architecture, and cross-functional alignment of an intelligent, end-to-end pipeline engine. Reporting to executive leadership, this role bridges marketing and sales executive strategy-focusing on expanding our outbound/inbound SDR function, driving predictive pipeline models, and enabling functional marketing leads to scale their teams.

Rather than managing day-to-day tactical execution, you will focus on high-level channel architecture, budget optimization, sales leadership alignment, and scaling our revenue operations to maximize global pipeline output.

Responsibilities

Pipeline Strategy & Executive Revenue Alignment

• Align on global pipeline target setting, forecasting models, and macro growth strategy across inbound and outbound channels.
• Champion an agentic AI revenue stack, equipping functional leaders and teams with predictive tools, data frameworks, and automation.
• Partner directly with executive leadership to align intent detection, lead handoff, SLA compliance, account scoring, and revenue forecasts.
• Set top-level performance metrics across the entire funnel (MQL, SAL, SQL, CAC, and LTV) and guide functional leads on portfolio optimization.

Demand Generation & Growth Strategy

• Align investment strategy and capital allocation for integrated growth initiatives, including ABM, paid media, field programs, and content syndication.
• Serve as an executive sponsor and mentor to functional Marketing leaders, empowering them to scale their teams, execute campaigns, and drive tactical programs.
• Oversee enterprise martech stack investments (Salesforce, HubSpot/Marketo, Demandbase, Gong, Outreach) to ensure clean data architecture, attribution modeling, and operational alignment.

Sales Development (SDR) Operations

• Directly build, scale, and lead the inbound and outbound Sales Development (SDR) organization.
• Establish and refine high-converting SDR playbooks, qualification frameworks (MEDDPICC, BANT), and outbound messaging strategies.
• Set SDR activity targets, quota benchmarks, and career progression pathways in tight coordination with Sales Leadership.
• Drive enterprise outbound strategies to penetrate target accounts and optimize inbound response velocity.

Required Skills

• Experience: 10+ years of progressive experience in B2B SaaS demand generation, with at least 3-5 years leading integrated demand gen and SDR/BDR teams.
• Track Record: Proven ability to build and scale a $20M+ pipeline engine and consistently hit revenue targets.
• Leadership: Exceptional cross-functional leadership skills with experience managing both creative marketers and fast-paced sales teams.
• Analytical Mindset: Deep mastery of marketing/sales technology, revenue attribution models, and data-driven pipeline forecasting.
• Communication: Excellent executive presentation skills with the ability to articulate marketing impact to C-level stakeholders.

We are excited to share the base salary for this position exclusive of fringe benefits, potential bonuses or stock-based compensation. Your base salary compensation will be determined based on factors such as geographic location, skills, education, and/or experience, along with its relationship to the base salaries of current team members at Sauce Labs that are similarly situated.

Benefits and Perks that we offer include health coverage (medical, dental, and vision) along with disability and life insurance. In addition, Sauce Labs offers parental leave benefits, flexible time off, professional development, and a 401(k) retirement plan with match. To see more about benefits and perks at Sauce Labs, please check out our careers page at saucelabs.com/company/careers.

US Compensation Range

$230,000-$270,000 USD