Director, Sales Development

Role Overview

• Drive significant qualified pipeline generation with consistent quarterly performance
• Deliver SQL and opportunity targets that fuel revenue attainment
• Maintain disciplined lead response times and outbound execution standards
• Ensure 95%+ SLA adherence on MQL follow-up and inbound qualification
• Improve MQL → SQL → Opportunity conversion rates quarter-over-quarter
• Deliver predictable pipeline coverage (minimum 3x for Sales partners)
• Protect opportunity quality while maximizing velocity and conversion
• Forecast pipeline contribution with executive-level clarity
• Build, coach, and retain a team of high-performing SDRs and frontline SDR leaders across North America
• Design hiring systems that attract A-players and filter false positives
• Implement behavior-based coaching that increases meeting-to-opportunity conversion
• Create ramp programs that get new SDRs to productivity in ~90 days
• Manage performance with clarity; accelerate top performers, manage underperformers decisively
• Develop future Account Executives and Sales Leaders from within
• Create a culture of accountability, activity discipline, and growth.
• Own full-funnel prospecting motion: lead → conversation → meeting → SQL → opportunity
• Pressure-test pipeline math: reps × activity × connect rate × conversion = opportunity creation
• Build inspection cadences that surface pipeline risk early
• Institute structured discovery and qualification frameworks (e.g., SPIN, MEDDICC-light)
• Design territory, segmentation, and sequencing strategy
• Align comp plans to opportunity quality and revenue impact
• Optimize outbound, inbound, and account-based motions
• Maintain CRM hygiene and activity integrity as a leadership discipline
• Report pipeline performance with Board-ready precision
• Partner cross-functionally with Marketing, Sales, RevOps, and Product
• Identify and eliminate friction in handoffs between SDR and AE
• Optimize sales engagement tools and sequencing platforms
• Build repeatable systems
• not heroic prospecting acts
• Continuously refine messaging based on market feedback

Requirements

• 5+ years in SaaS sales leadership with proven ability to scale revenue
• 7+ years of experience in SaaS selling and revenue teams
• 3+ years managing SDR sales teams of 10+ sellers
• Track record of consistently exceeding quota (120%+ club membership preferred)
• Mastery of SPIN Selling and behavior-based coaching frameworks
• Demonstrated ability to build pipeline math models and manage capacity planning with a data-driven mindset with strong analytical rigor
• Experience in high-velocity, short-cycle sales (sub-30 day ideal)
• Fluency in CRM analytics, funnel metrics, and revenue operations
• Excellent communication skills, both verbal and in writing, with fluency in English.

Tech Stack

• SQL

Benefits

• Purpose led company with a Values focused culture – Best Life, One Team, Growth Mindset
• Time Off – with our open PTO policy, we offer flexibility in how and when you take PTO!
• Days of Disconnect – once a quarter, we take a collective breather and enjoy a day off together around the globe. #oneteam
• Parental & Pawternity Leave – we offer leave for when your family grows by two feet or four paws!
• Best Life Perk – we are committed to meeting you wherever you are in your fitness journey with a quarterly reimbursement
• Medical/Dental/Vision coverage
• EAP – we get you help when you need it. Period.
• Premium Calm App – enjoy tranquility with a Calm App subscription for you and up to 4 dependents over the age of 16
• And more! – so many benefits we couldn’t even fit them all here!