Head of Sales Development

Role Overview

• Develop and execute the global SDR strategy aligned with Tumodo's revenue goals and market expansion plans
• Define the multi-year vision for the SDR function, including team structure, career paths, and specialization
• Establish the core KPIs, metrics, and reporting frameworks to measure the health and efficiency of the pipeline generation engine
• Recruit, hire, and develop top-tier SDR talent and future SDR managers
• Foster a high-performance, coaching-oriented culture
• Design and implement comprehensive onboarding, continuous training, and career development programs for the global SDR team
• Mentor and manage SDR Team Leads, elevating their leadership and operational capabilities
• Audit, redesign, and standardize global lead generation processes from prospecting to qualification and handoff to Sales
• Own the tech stack for the SDR function (CRM, enrichment, sequencing, automation, conversation intelligence)
• Ensure optimal tool utilization and ROI
• Continuously optimize outreach channels (cold call, email, LinkedIn, social), messaging, and segmentation strategies based on data and A/B testing
• Provide accurate and forward-looking forecasts of pipeline generation to sales and executive leadership
• Conduct deep-dive analysis on conversion rates, activity metrics, and market feedback to identify bottlenecks and opportunities
• Translate data insights into actionable strategies to improve lead quality, throughput, and alignment with the sales team
• Serve as the key liaison between Marketing, Sales, and Product leadership
• Ensure tight SLA alignment on lead definition, follow-up, and feedback loops
• Partner with Marketing to develop and refine account-based strategies (ABM) and optimize the lead-to-MQL journey
• Represent the SDR function in executive planning meetings, advocating for resources and strategic shifts

Requirements

• 7+ years in sales development, lead generation, or inside sales, with at least 3+ years in a direct leadership role managing SDR managers or global SDR team (experience in SaaS, B2B, or travel tech is a significant plus)
• Demonstrated experience in building, scaling, and optimizing an SDR function from the ground up or transforming an existing one
• Expert-level analytical skills with proficiency in CRM analytics (e.g., HubSpot, Salesforce) and sales engagement platforms
• Deep expertise in process design, tech stack management, and implementing systems that drive efficiency and scale
• Strong verbal and written communication skills in English
• Ability to influence stakeholders at all levels, from individual contributors to the C-suite
• Proven track record of developing talent, fostering a positive team culture, and driving teams to exceed ambitious targets
• Understanding of managing distributed teams and adapting strategies for different regions is highly desirable
• Intrinsically motivated by ambitious goals, relentless optimization, and being a key contributor to company growth

Benefits

• Opportunity to make a real impact in a global-scale SaaS startup
• Flexible, fast-moving team culture
• High-visibility role
• collaborate closely with the CCO to drive growth and market expansion
• Diversity, inclusion, and open collaboration at our core
• Equal-opportunity employer fostering a respectful, supportive work environment where everyone can thrive