Senior Director, Sales Development (SDRs)

Instructure is committed to enhancing people's lives through intuitive learning products. They are seeking a Senior Director of Global Sales Development to lead the strategy and execution of their global Sales Development organization, focusing on pipeline generation and team performance.

Responsibilities:

• Set and Execute Global Strategy: Define and execute the comprehensive global Sales Development strategy, ensuring alignment across multiple product lines, complex sales cycles, and target customer segments
• Predictable Pipeline Generation: Deliver against quarterly and annual pipeline generation targets, focusing on improving the predictability and conversion rates of qualified opportunities (SQOs) into closed-won business
• Optimize Sales Playbook: Own the SDR outreach methodology, continuously developing and refining high-impact outbound sales plays, personalization tactics, and sequencing strategies to penetrate target accounts effectively
• Manage Managers & Scale: Provide executive leadership and mentorship to the management team within the 40-person SDR organization, ensuring leadership consistency and execution alignment across all geographies
• Implement Standardization: Establish and enforce scalable processes, uniform KPIs, and disciplined forecasting methodologies to drive efficiency across the global team
• Data-Driven Performance: Champion data fluency, leveraging advanced analytics to inform outreach strategy, optimize resource allocation, and drive continuous improvement in qualification and conversion metrics
• Tech Stack Optimization: Own the adoption, utilization, and optimization of the core sales technology stack, including sales engagement platforms (Outreach), account-based orchestration tools (6sense, Demandbase), and CRM systems, ensuring maximum SDR productivity and accurate data integrity
• Coaching & Career Pathing: Build a high-performance culture that prioritizes daily coaching and enablement. Ensure clear, motivating pathways for career growth from SDR to management and into Account Executive roles
• Go-to-Market Partnership: Partner closely with Marketing, Sales, and RevOps to ensure seamless handoff processes, consistent messaging, and aligned go-to-market strategies that accelerate revenue across the entire organization

Requirements:

• 10+ years of sales leadership experience, including significant, verifiable experience leading B2B Sales Development/Lead Generation organizations of 40+ team members or more
• Proven success managing a team of managers and scaling multi-product, multi-cycle, inbound and outbound SDR teams in B2B environments
• Deep expertise in developing and executing high-velocity and strategic outbound and inbound Sales Development motions to identify and qualify target customer profiles
• Hands-on experience implementing, administering, and optimizing sales engagement platforms (Outreach, Salesloft), ABM tools (Demandbase, 6sense), and CRM systems (Salesforce)
• Extensive experience managing geographically distributed teams across multiple regions and time zones, with a strong emphasis on global alignment and local market nuance
• Exceptional communication, executive presence, influence, and change management skills
• SaaS or Enterprise technology industry experience is strongly preferred