DescriptionThe Senior Director of Sales Development leads 30 to 40 SDRs across multiple managers, covering both outbound and inbound. This is a second-line leadership role and a seat at the revenue table. You will own Sales Development pipeline as a revenue number, partner closely with Marketing, RevOps, and Sales leadership, and act as a lieutenant to the VP of Sales on delivering predictable pipeline against the plan. We are looking for a leader who is relentless about the number, runs a coaching standard that never slips, and treats pipeline quality as seriously as pipeline volume.
What You Will Do- Own the pipeline number. Accountable for Sales Development-sourced pipeline and the Closed-Won revenue it produces. Forecast it, inspect it weekly, and close gaps before the month ends.
- Serve as a lieutenant of revenue. Participate in forecast calls, pipeline reviews, and annual planning. Flag where the plan is at risk early, with a recommendation attached.
- Lead leaders. Develop a bench of SDR managers who coach well. Raise the hiring bar, build a promotion path into AE roles, and manage performance with clarity and care.
- Build the talent engine. Own onboarding, ramp, enablement, and career progression, developing future AEs and leaders from within the SDR ranks.
- Run the coaching cadence. Film room, call review, and 1:1s on a schedule that holds for every manager and rep. Coach meeting quality and opportunity conversion as distinct skills.
- Stay hands-on. Personally inspect cadence performance and the quality of every meeting passed to Sales. Hold the qualification standard, retire what underperforms, and scale what works.
- Put AI to work on quality. Use AI to sharpen targeting, account research, and message relevance, so reps spend more time in better conversations.
- Hold partners to supply. Set explicit account and lead supply, data quality, and instrumentation requirements with Marketing and RevOps. Track delivery weekly and escalate early.
- Own the system end to end. Capacity planning, coverage by segment and ERP, targeting, messaging, and conversion from first touch to Closed-Won. Fix the constraint wherever it sits.
What You Will Bring- 8+ years in B2B SaaS, with 5+ years leading Sales Development or Inside Sales teams, including 3+ years as a second-line leader of three or more managers.
- A track record of carrying a pipeline number tied to revenue, at a B2B SaaS company scaling through meaningful growth.
- Proof of improving pipeline quality by increasing meeting-to-opportunity or opportunity-to-close conversion rates.
- Experience selling to finance buyers (CFO, Controller, VP Finance) in the mid-market.
- Hands-on fluency with HubSpot, Gong, Nooks, LinkedIn Sales Navigator, and AI-powered sales engagement tools, and the habit of inspecting the data yourself.
- Experience applying AI to targeting, research, and messaging in a Sales Development org.
- A history of building strong partnerships with Marketing and RevOps on targeting, lead definitions, and capacity models.
- A coaching standard others notice, and managers and reps who grew under you.
You Will Get- The flexibility of working from our Austin, TX office three days a week (Tuesday, Wednesday, and Thursday), with the option to work remotely for the remainder of the week.
- Stock Options
- Full medical, dental, and vision insurance
- 401(k) + employer match
- Access to cutting-edge AI tools, including ChatGPT Enterprise, to enhance productivity, support innovation, and streamline daily workflows
- Opportunities and development for career and personal growth
- Strong and experienced leadership that supports your growth and success
- An open-concept, modern workspace within an inclusive and dynamic scale-up culture
