Own the entire sales development function: strategy, hiring, process, tooling, and performance
Build, coach, and scale a high-performing team focused on outbound and inbound pipeline generation
Design and iterate on messaging, and targeting strategies for the higher education market
Partner closely with the CRO on pipeline targets, forecasting, and GTM strategy
Collaborate with Marketing on pipeline plays, lead flow, event strategy, and campaign-to-pipeline conversion
Collaborate with Account Executives to ensure seamless lead handoff and feedback loops
Establish the systems, metrics, and cadences that drive accountability and continuous improvement
Recruit and develop top talent — create a team culture that attracts ambitious people and accelerates their careers
Leverage AI tools and automation to maximize team efficiency and outbound coverage
Represent the sales development function in GTM leadership discussions, contributing to company-wide go-to-market planning

5+ years in B2B sales development, or similar roles, with at least 2 years managing a team
Track record of building or significantly scaling a pipeline generation function
Strong point of view on outbound strategy, prospecting methodology, and enablement
Experience hiring, onboarding, and developing early-career sales talent
Comfort operating in a fast-moving, ambiguous environment where you're building the plane while flying it
Analytical mindset — you manage by metrics without losing sight of coaching and culture
Familiarity with CRM systems, sales engagement platforms, and modern prospecting tools
Higher education or edtech experience is a strong plus, but not required — intellectual curiosity about the space matters more
Energy, ownership, and a bias toward action

Head of Sales Development

Key skills