Senior Director of Sales Development

Requirements

This role requires a proven leader who can operate as a peer to senior executives, influence cross-functional strategy, and deliver measurable revenue impact

8+ years of progressive leadership experience in Sales Development, Business Development, or related functions

Proven track record of building and scaling SDR/BDR organizations that deliver measurable revenue impact

Deep understanding of segment-specific sales development strategies

Strong knowledge of sales development tools & technology, CRM systems (Salesforce), and advanced sales engagement platforms; experience implementing AI-driven strategies a plus

Exceptional ability to analyze data, lead performance storytelling, and translate insights into strategic action

Demonstrated success in building leadership bench strength, developing managers, and creating career pathways for SDR talent

Excellent executive communication and influence skills; ability to operate as a peer to Sales and Marketing leadership

Highly organized, proactive, and capable of leading both strategy and execution in a fast-paced environment

Integrity, thoughtfulness, and a commitment to developing people and delivering results

What the job involves

This is a senior leadership role, based onsite in our Austin office, responsible for leading the Sales Development function across multiple segments

As Senior Director, you will be accountable for pipeline creation, talent development, and alignment with Sales, Marketing, and Operations to ensure XDR strategies directly support company revenue goals

You will set the direction for the function, drive innovation through AI and technology adoption, and build scalable programs to extend our reach in defined segments

Own the Sales Development strategy, execution, and pipeline contribution across all segments - Field, Mid-Market, ENT/Brand, Partner, Other as defined

Partner closely with Sales leadership to align on opportunity creation goals, CW targets by segment, and account prioritization

Drive adoption of AI-driven enrichment, orchestration, and automation strategies to improve targeting, efficiency, and conversion

Develop and communicate the performance narrative — weekly, monthly, and quarterly — including pipeline results, ROI, and impact on company revenue

Build, mentor, and scale a high-performing team; develop managers and create succession depth

Partner with Marketing to orchestrate outbound campaigns, refine ICPs, and align XDR motions to demand generation programs

Maintain and optimize the tech stack to ensure XDR teams are operating efficiently, with a focus on innovation and scalability

Establish and track KPIs that align to business objectives; hold the team accountable to quotas and core values

Operate as a cross-functional leader and thought partner to executive leadership, influencing go-to-market strategy and investment decisions

Champion XDR as both a pipeline engine and a talent pipeline for future Sales roles

Additional duties as assigned

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