**WHY WE'RE LOOKING FOR YOU: **
We’re scaling fast and our go-to-market motions need to match the pace. Our customers span industries, geographies, and complex buying environments, and our AI-forward platform has expanded the opportunity set for strategic outbound and qualified inbound pipeline creation. We’re looking for a Director who can scale a global Sales Development function that supports enterprise-focused sales motions, improves pipeline predictability, and ensures our qualification engine is efficient, data-driven, and aligned to revenue outcomes.
**WHO YOU'LL WORK WITH: **
Reporting to our Sr. Director of Demand Generation and work closely with Sales, Marketing, Product Marketing, RevOps, and Customer Success to ensure Sales Development is aligned to account strategy, enterprise persona priorities, and forecasting expectations. You’ll collaborate deeply with Marketing on persona development and campaign integration, and with Sales on qualification standards, SLAs, multi-threading, and account orchestration. Success looks like a global function that is predictable, well-integrated, and viewed as a reliable contributor to revenue growth.
WHAT YOU’LL DO:
You’ll lead and scale global Sales Development across inbound qualification and outbound prospecting. You’ll oversee a distributed organization of Outbound BDRs and Inbound SDRs — including their managers — currently based in Salt Lake City and London. You’ll introduce structure, operational discipline, and repeatable processes for scale, refine playbooks for enterprise personas, and partner cross-functionally to improve conversion, predictability, and pipeline quality. You’ll also help define how the function leverages AI across research, targeting, personalization, prioritization, and workflow automation to increase both velocity and efficiency.
**IN THIS ROLE, YOU WILL: **
- Own the global inbound and outbound Sales Development strategy and deliver qualified pipeline aligned to revenue targets.
- Scale organizational design across regions, including management structure, coverage, hiring, and performance management.
- Develop and refine outbound playbooks, segmentation, and messaging — including AI-assisted research and workflow automation.
- Partner with Marketing, Sales, and RevOps on campaign integration, qualification criteria, forecasting, and funnel governance.
- Leverage data to identify conversion gaps, optimize productivity, and inform tool investments and resourcing decisions.
- Build leadership capability within the organization through effective coaching, feedback, and operational discipline.
- Represent Sales Development in executive forums and support GTM planning, reporting, and budget alignment.
**THE SKILLSETS YOU’LL BRING: **
- 5-7 years of experience in manager role leading BDR/SDR teams
- Experience leading and scaling global BDR/SDR teams supporting enterprise GTM motions.
- Proven ability to hire, develop, and retain high-performing managers and individual contributors.
- Strong operational rigor across funnel management, forecasting, and revenue reporting.
- Familiarity with AI-enabled GTM workflows (e.g., research, personalization, prioritization, automation).
- Effective collaborator with Sales, Marketing, and RevOps with executive-ready communication.
- Comfortable operating in a dynamic, high-growth environment with accountability and ownership expectations.