Director, Sales Development

ABC Fitness is the #1 software provider for fitness businesses globally, supporting a vast network of clubs and members. They are seeking a Director of Sales Development to build and lead a high-performing Sales Development team, focusing on pipeline generation and operational excellence in a vertical SaaS environment.

Responsibilities:

• 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
• Led Sales Development in vertical SaaS or multi-product environments
• Built SDR teams from scratch or scaled from early-stage to maturity
• Experience in PE-backed or high-growth SaaS companies
• Implemented structured qualification frameworks (SPIN)
• Experience with account-based prospecting models
• Passion for fitness, wellness, or serving entrepreneurs
• History of growing SDRs into AE and leadership roles