DX is headquartered in Salt Lake City, Utah and is one of the fastest-growing SaaS companies globally. We help engineering leaders build high-performing, productive teams. DX collects millions of data points daily, powering insights into developer productivity and experience at companies like Pinterest, GitHub, BNY, Xero, and many more . Our business has scaled profitably and grown rapidly-tripling annual recurring revenue in the last several years. DX recently closed on its acquisition by Atlassian. By joining Atlassian, we will expand our resources, accelerate growth and R&D, and ultimately deliver greater impact to our customers. What we value at DX: Companies have all kinds of culture slides. At DX, we want to be very clear about what we care about and how we judge performance. For us, it all boils down to individual mastery, becoming the best at your craft. Those who exhibit this quality will thrive here and be unduly rewarded. We can't control outcomes due to competitors, the economy, decision-makers, etc., but what we can control is doing our jobs at the highest level possible What you'll own: - Achieve opportunity and pipeline goals on a monthly, quarterly, and annual basis - Lead a team of 7-9 SDRs to consistently exceed their quota and support their professional development - Foster a positive culture that is obsessed with winning, helping our prospects, and motivating each other achieve their goals - Provide guidance to SDRs on best practices for prospecting, discovery, and engaging with prospects strategically - Analyze performance metrics, pinpoint areas for improvement, and coach to close gaps - 1+ years of experience in managing Sales/Sales Development or equivalent leadership roles, preferred experience within complex, B2B, SaaS businesses. - 2+ years of a quota carrying role in a fast-paced environment - Demonstrated proficiency in coaching, mentoring, and nurturing a team of sales representatives - Exhibit exceptional prioritization and organization skills - Proficient in utilizing tools including Salesforce, LinkedIn, Outreach, Gong, Slack, etc. - Have prior experience collaborating with leaders in areas such as demand generation, sales operations, and enablement Compensation At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience. In the United States, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are: Zone A: USD 117000 - USD 152750 Zone B: USD 105300 - USD 137475 Zone C: USD 97200 - USD 126900 This role may also be eligible for benefits, bonuses, commissions, and equity. Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter. Benefits & Perks Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits . About Atlassian At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together. We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines. To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them. To learn more about our culture and hiring process, visit go.atlassian.com/crh .

• Outbound telemarketing and cold calling • LinkedIn outreach and relationship building • Email campaign management and follow-up • Identifying and qualifying business owners and decision makers • Booking qualified appointments for the client’s senior consultants • Maintaining CRM activity and pipeline updates • Working closely with leadership on campaign strategy and messaging

• Connect with interested prospects: Reach out to leads from trials, events, content downloads, and marketing campaigns via phone, email, and SMS • Qualify and prioritize leads: Understand each prospect's business needs, timeline, and decision-making process to determine their fit with Arketa • Schedule high-quality demos: Set up meetings between qualified prospects and Account Executives, ensuring smooth handoffs with complete context • Become an Arketa expert: Understand our platform inside and out so you can speak confidently about how we solve real problems for fitness businesses • Keep everything organized: Maintain accurate records in HubSpot, track lead progression, and ensure nothing falls through the cracks • Collaborate across teams: Work closely with Marketing to optimize lead quality and provide feedback on campaign performance • Follow up strategically: Stay connected with prospects who aren't ready to move forward immediately, nurturing them until they're ready for next steps

Role Description The Senior Director, Global Sales Development owns the global Sales Development (SDR) operating model and strategy, ensuring consistent, scalable, and high‑quality pipeline generation across all regions. This role defines how Sales Development works globally, setting the systems, standards, and frameworks, while empowering regional teams to execute locally. As the consolidated voice of the SDR field, this leader partners closely with Sales, Marketing, Revenue Operations, and executive leadership to align top‑of‑funnel strategy with revenue priorities. The role leads through influence and governance, not direct people management, and is accountable for the effectiveness of the global SDR system. Key Responsibilities - Global Strategy & Operating Model (Accountable) - Define and own the global Sales Development strategy, including inbound/outbound balance, coverage models, and segmentation approach. - Establish global SDR role definitions, job architecture, and capacity modeling frameworks. - Standardize qualification criteria, ICP targeting principles, and meeting quality standards across regions. - Ensure the SDR model scales effectively with growth, market expansion, and changing go‑to‑market motions. - Regional Orchestration & Alignment (Accountable) - Partner with regional Sales and SDR leaders to ensure execution aligns with global strategy while enabling appropriate local flexibility. - Serve as the escalation point for systemic or cross‑regional issues impacting SDR effectiveness. - Represent regional SDR insights, constraints, and best practices to executive leadership as the “voice of the field.” - Enablement, Playbooks & Performance Systems (Accountable) - Own global SDR playbooks, messaging frameworks, and enablement curriculum. - Define global KPIs, reporting standards, and performance benchmarks for Sales Development. - Ensure enablement consistency and quality while supporting region‑specific localization where required. - Technology & Tooling (Accountable) - Own the strategy for the global SDR technology stack, including CRM workflows, sequencing tools, data, and AI/automation capabilities. - Lead tool selection, global configuration standards, and vendor management. - Partner with Revenue Operations and Marketing Operations to ensure reporting accuracy, data integrity, and workflow optimization. - People Systems & Talent Frameworks (Influences, Not Direct Management) - Define global hiring profiles, competency frameworks, onboarding standards, and career paths for SDR roles. - Partner with regional leaders on promotion criteria and talent development consistency. - Influence coaching quality and talent outcomes through systems, standards, and enablement—not direct line management. Qualifications - 10+ years of experience in Sales, Sales Development, or Revenue leadership roles. - Proven experience designing, scaling, and governing global SDR or top‑of‑funnel operating models. - Deep understanding of SDR tooling, analytics, and emerging sales technologies. - Demonstrated ability to lead through influence in complex, matrixed, and globally distributed organizations. - Strong executive communication skills and experience driving change at scale. Preferred Qualifications - Experience supporting multiple go‑to‑market motions (enterprise, mid‑market, commercial). - Prior ownership of global enablement, tooling, or revenue systems. Success Indicators - Consistent, high‑quality pipeline generation across regions. - Clear global standards with strong regional adoption. - Improved SDR productivity, meeting quality, and conversion metrics. - High confidence from Sales, Marketing, and Revenue leadership in the SDR operating system. Benefits - Medical, Dental, and Vision insurance - Disability insurance - Paid Parental Leave - 401(k) program - Generous Paid time off (PTO)