Director, Sales Development (Upmarket)
Core
Lead and scale a Sales Development organization to drive pipeline generation and new business acquisition for Commercial, Enterprise, and Strategic segments.
Role type
Director, Sales Development (Upmarket)
Builds
SDR teams, outbound motions, and pipeline generation strategies for a Trust Management Platform.
Domain
Cybersecurity / SaaS / Enterprise Sales
Deliverable
production ML models | product features | dashboards & analysis | research | client delivery | infrastructure | physical/clinical work
Required skills
Building sales organizations from scratch, defining multi-year outbound strategy, designing repeatable sales playbooks, implementing AI-powered workflows, hiring and mentoring SDRs, forecasting accuracy, coaching to value-based selling, executive presence, cross-functional partnership, talent acquisition
Preferred skills
Deep understanding of AI-first sales motions, expertise in outbound prospecting and account-based motions, mastery of high-velocity deal cycles, strong written and verbal communication
Technologies
Nooks, Clay, 6sense, Gong, Outreach
Responsibilities
Build sales development organizations from the ground up, define and communicate a clear vision for the SDR organization, design and operationalize repeatable sales development playbooks, build AI-powered workflows to automate research and outreach, own ongoing hiring and development of SDR Managers and SDRs, deliver against monthly and quarterly revenue goals, report on team results through pipeline management, partner with senior sales management and RevOps to align on GTM strategy, lead the org through transformation during rapid growth
Seniority
Director, hands-on IC with team leadership