About the Role:
We are seeking a strategic and results-driven Senior Director of Sales Development to lead our 45-strong Global Sales Development Representative (SDR) team across the UK, Germany, US, and Australia. This leader will drive the development and execution of a high-impact allbound new logo sales development strategy while also expanding engagement within existing customer accounts.This role requires a blend of strategic oversight, leadership, and hands-on execution to ensure SDR initiatives directly contribute to pipeline growth, revenue acceleration, and market expansion. You will work closely with Sales, Marketing, Product Marketing, and Revenue Operations leadership to align SDR strategy with broader company objectives, ensuring seamless lead qualification and conversion into sales opportunities.Expected Travel:
This is a global role requiring approximately 30% travel for on-site team coaching, strategy alignment, and collaboration with regional leadership.
Key Responsibilities
Strategic Leadership & Execution
- Lead, coach, and mentor global SDR leaders and teams across the UK, Germany, US, and Australia to consistently exceed pipeline generation targets and KPIs.
- Develop and execute a comprehensive allbound strategy, seamlessly integrating inbound and outbound sales development approaches.
- Align SDR strategy with revenue goals by closely collaborating with Sales, Marketing, and Customer Success leadership to drive pipeline conversion and ARR growth.
- Partner with Product Marketing to refine SDR messaging, ensuring value-driven outreach that resonates with target personas.
- Own the weekly pipeline forecast and lead bi-weekly pipeline calls with Sales to drive visibility, accountability, and forecasting accuracy.
Data, AI, and Technology Optimization
- Leverage AI-driven insights and intent data from tools such as 6sense, UserGems, and Outreach, combined with dynamic target account methodologies, to optimize lead targeting and engagement strategies.
- Integrate AI-powered tools to enhance SDR workflows, automation, and proficiency, improving efficiency and conversion rates.
- Continuously analyze and refine SDR outreach strategies using AI-driven analytics, intent data, and engagement insights to maximize lead conversion.
- Evaluate and implement emerging AI-based sales technologies to streamline workflows, improve SDR effectiveness, and enhance predictive lead scoring.
Process Improvement & Cross-Functional Collaboration
- Continuously enhance SDR processes to improve efficiency, scalability, and alignment with Sales and Marketing, ensuring seamless opportunity progression through the sales funnel.
- Collaborate cross-functionally with Sales, Marketing, and Revenue Operations to ensure seamless opportunity handoff, timely follow-up, and consistent communication.
- Drive operational excellence, ensuring high-quality lead qualification and seamless pipeline progression to accelerate sales velocity.
Talent Development & Culture Building
- Implement robust training and development programs to elevate SDR skills, productivity, and performance, including AI-driven coaching and enablement tools.
- Champion a culture of learning and innovation, fostering continuous improvement through peer coaching, best practice sharing, and professional development programs.
- Implement career progression frameworks to develop SDRs into future Account Executives, Sales Leaders, or other GTM roles.
- Act as a visible leader within the company, driving SDR engagement, motivation, and connection to the broader business mission.
Key Success Metrics
- Pipeline Contribution: % of qualified pipeline generated by SDRs per quarter.
- Conversion Rates: Lead-to-opportunity and opportunity-to-closed-won improvements.
- SDR Productivity: Outreach activity, engagement rates, and efficiency gains from AI-driven automation.
Qualifications
- 10+ years of experience in sales development, with at least 5 years in a leadership role within a B2B SaaS environment.
- Proven track record of building, scaling, and optimizing high-performing inbound and outbound SDR teams.
- Experience in sales and pipeline generation for business application software, such as Human Capital Management, Customer Relationship Management , Finance, or Enterprise Resource Planning , is required.
- Demonstrated ability to develop and implement data-driven strategies that drive sustained pipeline growth.
- Experience leading and managing global teams across multiple regions, ensuring alignment while adapting to local market dynamics.
- Experience leveraging AI-powered sales technologies to enhance SDR efficiency, prospecting accuracy, and engagement effectiveness.
- Strong analytical mindset, with expertise in translating performance data into actionable sales development improvements.
- Exceptional leadership, coaching, and communication skills—able to inspire teams, align cross-functional stakeholders, and drive execution.
- Deep understanding of sales technologies, including Salesforce, Outreach, ABM platforms like 6sense, AI-driven sales engagement tools, and data enrichment/analytics platforms.
- Experience partnering with Revenue Operations, Sales, and Marketing to streamline workflows and maximize GTM efficiency.
- Excellent presentation and listening skills, with the ability to engage effectively with senior management and C-level stakeholders.
This role is ideal for a strategic thinker and hands-on leader who is passionate about sales development, AI-driven innovation, and pipeline generation. If you're ready to drive significant growth, scale a world-class SDR function, and make a lasting impact on a multi-product, multi-segment business, we want to hear from you.
This role is a 90/10 split for OTE.
