Develop and execute strategy: Build and drive the sales development strategy aligned to sales and marketing goals, with clear ownership of pipeline growth.
Lead and mentor the team: Hire, manage, coach, and develop a high-performing team of SDRs and Managers, including performance management and career development.
Optimize processes and systems: Implement and refine tools, workflows, and sales cadences to improve efficiency, quality, and conversion.
Partner cross-functionally: Collaborate with Marketing and Sales to align messaging, campaigns, targeting, and lead generation strategies.
Measure, analyze, and report performance: Track key KPIs, surface insights, remove blockers to pipeline growth, and report pipeline impact to senior leadership.

8+ years in sales development, including 3–5+ years in leadership roles managing SDR teams.
Proven track record building and scaling high-performing sales development orgs; enterprise B2B SaaS experience preferred (marketing technology a plus).
Demandbase experience strongly preferred.
Strong working knowledge of modern sales development tools and workflows (examples: Salesforce, Outreach, LinkedIn Sales Navigator, Clay, Nooks, etc.) and a data-driven approach to operating the function.
Strong leadership, coaching, and team-building skills with a focus on developing talent and driving performance.
Excellent communication and collaboration skills, with the ability to influence stakeholders across departments and levels.
High initiative, strong strategic thinking, and problem-solving ability in a fast-moving environment.
Continual learner with curiosity around innovation and AI, with interest in evolving the SDR function.
Interest in public speaking, thought leadership, and building a personal brand.

Senior Director, Business Development

Key skills