Requirements
- You are a proven revenue leader who has not only grown teams but has scaled systems ,
- You understand how to build a modern, efficient Sales Development engine by combining the right people, processes, and technology ,
- You know how SDR organizations evolve and you have led that evolution by adopting new tools, building repeatable motions, and developing leaders who can operate with clarity, precision, and accountability ,
- You are equal parts coach, operator, and architect ,
- You love getting into the data, using insights to build scalable outbound strategies, leveraging automation to improve productivity, and partnering cross functionally to expand pipeline impact ,
- Most importantly, you know how to turn SDR teams into predictable pipeline generators that scale efficiently ,
- Good judgement - the exercise of critical thinking, analyzing and assessing problems and implications, identifying patterns, making connections of underlying issues, understanding risks and developing mitigation strategies, and taking ownership of the outcome ,
- Detail-oriented - exercises extreme attention to detail; is thorough, accurate, organized, and productive and seeks to understand both the cause and effect of a situation ,
- Foundational sales knowledge - the specific set of sales skills (prospecting, cold calling, nurturing, engaging, presenting, negotiating, closing etc) and knowledge (product, markets, trends, business etc) a person possesses to enact the exchange of value between a buyer and the vendor ,
- Results-driven - consistently achieves results, even under difficult circumstances ,
- Clear communication - the ability to articulate thoughts and express ideas effectively using oral, written, visual and non-verbal communication skills, as well as listening skills to gain understanding ,
- 10 or more years of SaaS sales development or inside sales leadership ,
- Minimum of 5 years of direct experience managing successful outbound lead generation teams (SDR, BDR) ,
- Demonstrated success scaling teams through technology, automation, and repeatable motions rather than headcount alone ,
- Strong experience using Salesforce.com, Salesloft, Gong.io and other sales tools/products ,
- Track record of achieving and surpassing expectations ,
- In-depth knowledge of sales and marketing alignment techniques and best practices ,
- Experience leading large teams – Ideally teams of 50 or more people ,
- Experience leading and developing a management team of sales managers ,
- Track record of building, executing and hitting sales plan ,
- Excellent negotiation and leadership skills ,
- Outstanding written and verbal communication skills
What the job involves
- Design and implement a scalable multi channel SDR strategy aligned with long term revenue goals ,
- Architect outbound motions through technology, automation, and signal based prospecting to increase efficiency and ROI ,
- Drive predictable pipeline creation by owning top of funnel forecasting, pacing, and funnel analytics ,
- Lead, coach, and develop SDR Managers and outbound teams while building a culture of performance, accountability, and continuous improvement ,
- Create career pathways, certification programs, and repeatable coaching frameworks to level up talent across the SDR organization ,
- Inspire collaboration, camaraderie, and a high performance culture reflective of Justworks values ,
- Implement, optimize, and integrate tools such as Salesforce, Salesloft or Outreach, Gong, AI driven automation, and intent or signal data platforms ,
- Partner with RevOps to build automated workflows, dashboards, scoring models, and reporting ecosystems that improve SDR productivity ,
- Introduce and refine process improvements to ensure the organization scales efficiently rather than linearly ,
- Collaborate closely with Marketing on targeting, MQL quality, lead routing, and inbound to outbound alignment ,
- Partner with the VP of Sales and Sales Leadership to ensure SDR metrics map to the annual operating plan and segment level pipeline goals ,
- Work with Product, RevOps, Business Operations, and Enablement teams to implement scalable outbound playbooks similar to how the Strategic Alliances team operates across functions ,
- Build repeatable account prioritization, sequencing, persona driven messaging, and territory models across all SDR segments ,
- Develop a testing and iteration framework to refine outbound strategies and introduce scalable motions such as vertical strategies, event based outreach, trigger based outreach, and multi threading ,
- Continuously refine processes to improve efficiency, consistency, and output across the team ,
- Own reporting and insights to Sales and Executive Leadership including pipeline coverage, conversion trends, productivity metrics, and forecast disciplines ,
- Ensure operational rigor around daily, weekly, and monthly performance expectations ,
- As a Director of Sales Development, how results are achieved is paramount for your success and ultimately result in our success as an organization