The Director of Sales Development leads and develops a team of Sales Development Representatives, executing strategies to generate qualified sales pipelines and drive revenue growth.
Director of Sales DevelopmentPosition Overview
The Director of Sales Development leads and scales our outbound sales development organization, building high-performing teams that generate qualified pipeline for the sales organization. This role is responsible for strategy, execution, and team development to drive consistent revenue growth.
Key ResponsibilitiesTeam Leadership & Development
- Recruit, hire, onboard, and develop a team of Sales Development Representatives
- Create and implement comprehensive training programs for new and existing SDRs
- Establish performance metrics and conduct regular performance reviews
- Foster a culture of accountability, continuous improvement, and collaboration
- Provide coaching and mentorship to help team members achieve their goals and advance their careers
Strategy & Execution
- Develop and execute outbound sales development strategies to generate qualified pipeline
- Design and optimize prospecting processes, cadences, and messaging frameworks
- Collaborate with Marketing and Sales leadership to align on target accounts and ideal customer profiles
- Analyze performance data to identify trends, opportunities, and areas for improvement
- Set team goals and individual quotas aligned with company revenue objectives
Operations & Process
- Implement and optimize sales development tools and technology stack
- Establish and refine qualification criteria and handoff processes to Account Executives
- Create reporting dashboards to track key metrics (meetings set, opportunities created, pipeline generated)
- Develop and document best practices and standard operating procedures
- Manage budget and resource allocation for the sales development function
Cross-Functional Collaboration
- Partner with Sales leadership to ensure smooth lead handoff and feedback loops
- Work with Marketing to optimize lead generation campaigns and content
- Coordinate with Enablement to develop training materials and resources
- Provide market insights and competitive intelligence to Product and Marketing teams
Required
- 5+ years of experience in B2B sales development or inside sales, with 2+ years in a leadership role
- Proven track record of building and scaling high-performing SDR teams
- Strong understanding of sales development methodologies, tools, and best practices
- Experience with CRM systems (Salesforce preferred) and sales engagement platforms
- Excellent coaching, mentoring, and people development skills
- Data-driven approach with strong analytical and reporting capabilities
- Outstanding communication and presentation skills
Preferred
- Experience in [industry/sector]
- Background in selling [product type] solutions
- Familiarity with account-based sales development approaches
- Experience managing remote or distributed teams
Top Skills
Sales Engagement Platforms
Salesforce
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