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