Director, Global Sales Development (Remote US)

Anomali is a Leading AI-Powered Security Operations Platform headquartered in Silicon Valley. The Director, Global Sales Development will be responsible for building and managing a team of Sales Development Representatives (SDRs) to meet and exceed sales quotas through effective lead management and pipeline creation.

Responsibilities:

• Build, lead, and scale global SDR teams aligned to Enterprise, Mid-Market, Partner, and Public Sector (SLED) segments
• Own inbound SDR workflows, including lead routing, lead-to-speed SLAs, and rigorous qualification standards
• Ensure SDR output consistently translates into high-quality pipeline and closed revenue
• Co-own the definition, refinement, and operationalization of Anomali’s ICP
• Partner cross-functionally with Sales, Product, Engineering, Marketing, Channel, and RevOps
• Translate ICP insights into SDR targeting, account prioritization, outbound plays and inbound qualification
• Design and operationalize an AI-first SDR motion to increase productivity and conversion
• Own implementation and daily usage of Nooks AI Dialer for call efficiency, coaching, and insights
• Own Nooks AI Prospector as the core outbound intelligence engine for ICP-aligned targeting, signal-based prospecting, and personalization at scale
• Build and maintain SDR playbooks covering:
• ICP-based segmentation and prioritization
• Persona-driven messaging and talk tracks
• Multichannel sequences (phone, email, LinkedIn)
• Objection handling, qualification, and AE handoff
• Apply modern SDR plays including intent-led outbound, champion reactivation, competitive takeout, and partner-assisted motions
• Apply direct selling experience to ensure SDR execution reflects real enterprise and mid-market deal dynamics
• Leverage channel selling experience to build partner-sourced pipeline across MSPs, MSSPs, SIs, distributors, and resellers
• Support partner recruitment, activation, and co-sell motions
• Lead SDR strategy for Federal, State, and Local Government, with experience booking meetings with government officials
• Ensure SDR execution aligns with Challenger, Sandler, MEDDPICC, and Command of the Message
• Implement champion tracking using Boomerang or UserGems
• Own SDR funnel performance in Salesforce, including speed-to-lead, conversion rates, pipeline sourced, and ROI
• Apply a left-brain / right-brain mindset—combining data-driven analysis with creative experimentation
• Continuously test and refine messaging, sequences, AI workflows, and qualification criteria
• Scale what works into repeatable, predictable SDR processes

Requirements:

• 10+ years in Sales, Sales Development, or GTM leadership roles
• Proven background in direct enterprise and mid-market B2B SaaS selling and channel selling experience required
• 3+ years of experience building, leading and growing SDR and quota-carrying global sales teams in a relevant cybersecurity space
• Hands-on experience with Nooks AI Dialer and Nooks AI Prospector, Gong, Marketo, LI Sales Nav, 6thSense or comparable tools
• Strong command of modern sales methodologies and pipeline discipline
• Experience engaging Federal and State government buyers
• Highly analytical, operationally strong, and cross-functionally effective
• Candidates local to our Redwood City, CA HQ will be expected to work a hybrid schedule onsite
• This position is not eligible for employment visa sponsorship. The successful candidate must not now, or in the future, require visa sponsorship to work in the US