Overview
Company
Anomali is headquartered in Silicon Valley and is the Leading AI-Powered Security Operations Platform that modernizes security operations. At the center of it is an omnipresent, intelligent, and multilingual Anomali Copilot that automates key workflows and empowers your team to deliver critical threat insights to leadership in seconds.
Anomali unifies ETL, SIEM, XDR, SOAR, and the world’s largest repository of global intelligence into a single, cloud-native platform that improves detection, speeds investigations, and reduces costs at scale.
Do more with less. Be Different. Be the Anomali.
Learn more at www.anomali.com
Job Description The Director, Global Sales Development will be responsible for building and managing a team of Sales Development Representatives (SDRs). The SDRs are responsible for meeting and exceeding a sales quota by excelling at key critical success factors, including inbound lead follow up, outbound calls, opportunity identification, pipeline creation and upsell/cross-sell.
Responsibilities
SDR Leadership & GTM Ownership:
Build, lead, and scale global SDR teams aligned to Enterprise, Mid-Market, Partner, and Public Sector (SLED) segments
SDR Leadership & GTM Ownership:
Own inbound SDR workflows, including lead routing, lead-to-speed SLAs, and rigorous qualification standards
SDR Leadership & GTM Ownership:
Ensure SDR output consistently translates into high-quality pipeline and closed revenue
ICP Definition & Cross-Functional Alignment:
Co-own the definition, refinement, and operationalization of Anomali’s ICP
ICP Definition & Cross-Functional Alignment:
Partner cross-functionally with Sales, Product, Engineering, Marketing, Channel, and RevOps
ICP Definition & Cross-Functional Alignment:
Translate ICP insights into SDR targeting, account prioritization, outbound plays and inbound qualification.
AI-First SDR Execution:
Design and operationalize an AI-first SDR motion to increase productivity and conversion
AI-First SDR Execution:
Own implementation and daily usage of Nooks AI Dialer for call efficiency, coaching, and insights
AI-First SDR Execution:
Own Nooks AI Prospector as the core outbound intelligence engine for ICP-aligned targeting, signal-based prospecting, and personalization at scale
Outbound & Inbound Playbooks:
Build and maintain SDR playbooks covering ICP-based segmentation and prioritization
Outbound & Inbound Playbooks:
Persona-driven messaging and talk tracks
Outbound & Inbound Playbooks:
Multichannel sequences (phone, email, LinkedIn)
Outbound & Inbound Playbooks:
Objection handling, qualification, and AE handoff
Outbound & Inbound Playbooks:
Apply modern SDR plays including intent-led outbound, champion reactivation, competitive takeout, and partner-assisted motions
Direct, Channel & Public Sector Motions:
Apply direct selling experience to ensure SDR execution reflects real enterprise and mid-market deal dynamics
Direct, Channel & Public Sector Motions:
Leverage channel selling experience to build partner-sourced pipeline across MSPs, MSSPs, SIs, distributors, and resellers
Direct, Channel & Public Sector Motions:
Support partner recruitment, activation, and co-sell motions
Direct, Channel & Public Sector Motions:
Lead SDR strategy for Federal, State, and Local Government, with experience booking meetings with government officials
Sales Methodology, Tools & Rigor:
Ensure SDR execution aligns with Challenger, Sandler, MEDDPICC, and Command of the Message
Sales Methodology, Tools & Rigor:
Implement champion tracking using Boomerang or UserGems
Sales Methodology, Tools & Rigor:
Own SDR funnel performance in Salesforce, including speed-to-lead, conversion rates, pipeline sourced, and ROI
Analytics & Scale:
Apply a left-brain / right-brain mindset—combining data-driven analysis with creative experimentation
Analytics & Scale:
Continuously test and refine messaging, sequences, AI workflows, and qualification criteria
Analytics & Scale:
Scale what works into repeatable, predictable SDR processes
Qualifications Required Skills/Experience
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
What Success Looks Like
An AI-enabled SDR organization with strong lead-to-speed and qualification rigor
A clearly defined ICP embedded across inbound, outbound, partner, and public sector motions
Predictable, high-quality pipeline that converts efficiently into revenue
Equal Opportunities Monitoring
It is our policy to ensure that all eligible persons have equal opportunity for employment and advancement on the basis of their ability, qualifications and aptitude. We select those suitable for appointment solely on the basis of merit without regard to an individual's disability, race, color, religion, sex, sexual orientation, gender identity, national origin, age, or status as a protected veteran. Monitoring is carried out to ensure that our equal opportunity policy is effectively implemented.
If you are interested in applying for employment with Anomali and need special assistance or accommodation to apply for a posted position, contact our Recruiting team at recruiting@anomali.com.
#J-18808-Ljbffr
Anomali is headquartered in Silicon Valley and is the Leading AI-Powered Security Operations Platform that modernizes security operations. At the center of it is an omnipresent, intelligent, and multilingual Anomali Copilot that automates key workflows and empowers your team to deliver critical threat insights to leadership in seconds.
Anomali unifies ETL, SIEM, XDR, SOAR, and the world’s largest repository of global intelligence into a single, cloud-native platform that improves detection, speeds investigations, and reduces costs at scale.
Do more with less. Be Different. Be the Anomali.
Learn more at www.anomali.com
Job Description The Director, Global Sales Development will be responsible for building and managing a team of Sales Development Representatives (SDRs). The SDRs are responsible for meeting and exceeding a sales quota by excelling at key critical success factors, including inbound lead follow up, outbound calls, opportunity identification, pipeline creation and upsell/cross-sell.
Responsibilities
SDR Leadership & GTM Ownership:
Build, lead, and scale global SDR teams aligned to Enterprise, Mid-Market, Partner, and Public Sector (SLED) segments
SDR Leadership & GTM Ownership:
Own inbound SDR workflows, including lead routing, lead-to-speed SLAs, and rigorous qualification standards
SDR Leadership & GTM Ownership:
Ensure SDR output consistently translates into high-quality pipeline and closed revenue
ICP Definition & Cross-Functional Alignment:
Co-own the definition, refinement, and operationalization of Anomali’s ICP
ICP Definition & Cross-Functional Alignment:
Partner cross-functionally with Sales, Product, Engineering, Marketing, Channel, and RevOps
ICP Definition & Cross-Functional Alignment:
Translate ICP insights into SDR targeting, account prioritization, outbound plays and inbound qualification.
AI-First SDR Execution:
Design and operationalize an AI-first SDR motion to increase productivity and conversion
AI-First SDR Execution:
Own implementation and daily usage of Nooks AI Dialer for call efficiency, coaching, and insights
AI-First SDR Execution:
Own Nooks AI Prospector as the core outbound intelligence engine for ICP-aligned targeting, signal-based prospecting, and personalization at scale
Outbound & Inbound Playbooks:
Build and maintain SDR playbooks covering ICP-based segmentation and prioritization
Outbound & Inbound Playbooks:
Persona-driven messaging and talk tracks
Outbound & Inbound Playbooks:
Multichannel sequences (phone, email, LinkedIn)
Outbound & Inbound Playbooks:
Objection handling, qualification, and AE handoff
Outbound & Inbound Playbooks:
Apply modern SDR plays including intent-led outbound, champion reactivation, competitive takeout, and partner-assisted motions
Direct, Channel & Public Sector Motions:
Apply direct selling experience to ensure SDR execution reflects real enterprise and mid-market deal dynamics
Direct, Channel & Public Sector Motions:
Leverage channel selling experience to build partner-sourced pipeline across MSPs, MSSPs, SIs, distributors, and resellers
Direct, Channel & Public Sector Motions:
Support partner recruitment, activation, and co-sell motions
Direct, Channel & Public Sector Motions:
Lead SDR strategy for Federal, State, and Local Government, with experience booking meetings with government officials
Sales Methodology, Tools & Rigor:
Ensure SDR execution aligns with Challenger, Sandler, MEDDPICC, and Command of the Message
Sales Methodology, Tools & Rigor:
Implement champion tracking using Boomerang or UserGems
Sales Methodology, Tools & Rigor:
Own SDR funnel performance in Salesforce, including speed-to-lead, conversion rates, pipeline sourced, and ROI
Analytics & Scale:
Apply a left-brain / right-brain mindset—combining data-driven analysis with creative experimentation
Analytics & Scale:
Continuously test and refine messaging, sequences, AI workflows, and qualification criteria
Analytics & Scale:
Scale what works into repeatable, predictable SDR processes
Qualifications Required Skills/Experience
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
What Success Looks Like
An AI-enabled SDR organization with strong lead-to-speed and qualification rigor
A clearly defined ICP embedded across inbound, outbound, partner, and public sector motions
Predictable, high-quality pipeline that converts efficiently into revenue
Equal Opportunities Monitoring
It is our policy to ensure that all eligible persons have equal opportunity for employment and advancement on the basis of their ability, qualifications and aptitude. We select those suitable for appointment solely on the basis of merit without regard to an individual's disability, race, color, religion, sex, sexual orientation, gender identity, national origin, age, or status as a protected veteran. Monitoring is carried out to ensure that our equal opportunity policy is effectively implemented.
If you are interested in applying for employment with Anomali and need special assistance or accommodation to apply for a posted position, contact our Recruiting team at recruiting@anomali.com.
#J-18808-Ljbffr