Head of Sales Development

AirGarage is on a mission to bring real estate online, starting with parking. The Head of Sales Development will lead the SDR organization, focusing on building and improving systems for pipeline generation while collaborating with sales and marketing teams to enhance performance and conversion rates.

Responsibilities:

• Lead the SDR organization through second-line leadership, developing managers and building a scalable team structure as we grow from ~11 to ~16 SDRs
• Architect how pipeline is generated at AirGarage, evolving our inbound and outbound playbooks and how SDRs and AEs collaborate across accounts
• Identify and implement ways to increase funnel throughput, improving conversion from lead → meeting → opportunity
• Partner with Revenue Operations on tooling, automation, and emerging AI capabilities that make SDR teams more effective
• Work cross-functionally with Sales Ops and Research to improve how we identify, prioritize, and enrich target accounts
• Serve as a key partner to Marketing to ensure demand generation efforts convert into high-quality pipeline
• Building and developing a high-performing SDR organization
• Establishing operating cadence, performance expectations, and accountability
• Improving meeting quality and SDR productivity
• Increasing the effectiveness of SDR-sourced pipeline
• Creating clear alignment between SDRs and AEs across territories and account ownership
• Help define and evolve AirGarage’s top-of-funnel motion
• Evolving the inbound and outbound SDR playbook
• Defining how SDRs and AEs collaborate across segments and accounts
• Helping shape lead qualification standards and handoff processes
• Identifying opportunities to improve conversion rates from lead → meeting → opportunity
• Developing frameworks for prioritizing the highest-value accounts and opportunities
• Work closely with Sales Ops and our Research function to improve how we identify and prioritize target accounts
• Market mapping and TAM insights
• Account enrichment and data quality
• Identifying high-potential properties and ownership groups within our market
• Ensuring SDRs are focused on the right opportunities
• Partner with Revenue Operations to continuously improve the systems and tools that power SDR productivity
• Contributing to initiatives such as: AI-assisted prospecting and personalization, Improved sequencing and outreach strategies, Automated research and account insights, Better prioritization of high-value leads and accounts
• Serve as a key partner to our future Marketing organization
• Creating strong feedback loops between Marketing and Sales Development around: Lead quality and conversion performance, Campaign effectiveness, Target segments and messaging, Funnel health and pipeline creation

Requirements:

• 5-7+ years of SaaS revenue experience
• Experience managing SDR teams and developing SDR managers
• Experience improving top-of-funnel performance (not just managing activity)
• Strong familiarity with modern sales technology and emerging AI tools
• A data-driven mindset and comfort working with funnel metrics
• Experience collaborating closely with Marketing and Revenue Operations teams
• Vertical SaaS companies
• Businesses with a 'rip and replace' sales motion
• Data-driven revenue organizations with strong outbound or hybrid SDR motions
• Companies where outbound prospecting plays a meaningful role in pipeline generation