Sr. Director, Sales Development

Restaurant365 is a SaaS company disrupting the restaurant industry with its cloud-based platform for accounting and back-office operations. They are seeking a Senior Director of Sales Development to lead the Sales Development function, focusing on pipeline creation, talent development, and alignment with Sales, Marketing, and Operations to support revenue goals.

Responsibilities:

• Own the Sales Development strategy, execution, and pipeline contribution across all segments - Field, Mid-Market, ENT/Brand, Partner, Other as defined
• Partner closely with Sales leadership to align on opportunity creation goals, CW targets by segment, and account prioritization
• Drive adoption of AI-driven enrichment, orchestration, and automation strategies to improve targeting, efficiency, and conversion
• Develop and communicate the performance narrative — weekly, monthly, and quarterly — including pipeline results, ROI, and impact on company revenue
• Build, mentor, and scale a high-performing team; develop managers and create succession depth
• Partner with Marketing to orchestrate outbound campaigns, refine ICPs, and align XDR motions to demand generation programs
• Maintain and optimize the tech stack to ensure XDR teams are operating efficiently, with a focus on innovation and scalability
• Establish and track KPIs that align to business objectives; hold the team accountable to quotas and core values
• Operate as a cross-functional leader and thought partner to executive leadership, influencing go-to-market strategy and investment decisions
• Champion XDR as both a pipeline engine and a talent pipeline for future Sales roles
• Additional duties as assigned

Requirements:

• 8+ years of progressive leadership experience in Sales Development, Business Development, or related functions
• Proven track record of building and scaling SDR/BDR organizations that deliver measurable revenue impact
• Deep understanding of segment-specific sales development strategies
• Strong knowledge of sales development tools & technology, CRM systems (Salesforce), and advanced sales engagement platforms; experience implementing AI-driven strategies a plus
• Exceptional ability to analyze data, lead performance storytelling, and translate insights into strategic action
• Demonstrated success in building leadership bench strength, developing managers, and creating career pathways for SDR talent
• Excellent executive communication and influence skills; ability to operate as a peer to Sales and Marketing leadership
• Highly organized, proactive, and capable of leading both strategy and execution in a fast-paced environment
• Integrity, thoughtfulness, and a commitment to developing people and delivering results