• Proactively generate and develop pipeline through strategic outbound prospecting, targeted account research, multi-threading, and personalized multi-channel engagement strategies • Partner closely with Account Executives to develop territory and account-based prospecting strategies that align to business priorities and pipeline goals • Conduct high-level discovery conversations with prospective customers and executive stakeholders to identify business challenges, strategic initiatives, and potential opportunities • Research and navigate complex enterprise technology environments by synthesizing various signals, organizational changes, technology investments, and market trends into thoughtful points of view and relevant customer outreach • Leverage AI-powered tools, modern sales technologies, and data-driven insights to improve prospecting effectiveness, workflow efficiency, and engagement outcomes • Utilize analytics, account intelligence, and market research to prioritize activities, personalize outreach, and drive intelligent engagement within priority accounts • Demonstrate strong ownership and accountability for achieving pipeline generation, discovery meeting, and opportunity creation targets within a performance-driven environment • Collaborate cross-functionally with Sales, Marketing, Revenue Operations, and other internal stakeholders to support go-to-market initiatives and optimize prospect engagement strategies • Continuously strengthen sales acumen, communication skills, industry knowledge, and technical understanding through ongoing training, feedback, mentorship, and self-directed learning • Adapt quickly to evolving market dynamics, customer needs, and internal priorities while maintaining a resourceful and solutions-oriented approach to problem-solving • Maintain ongoing communication with prospects through thoughtful and value-driven email, phone, and social touchpoints that advance customer understanding and engagement • Respond to, qualify, and prioritize inbound marketing leads and prospect inquiries related to Tealium solutions and services.

• Execute 125 daily touchpoints (calls and emails). • Schedule 25 qualified appointments per month with prospects. • Maintain accurate records in the CRM system. • Coordinate with closers and Account Executives for appointments. • Participate in daily morning huddles to review numbers. • Submit end-of-day reports detailing activities and results. • Complete all training sessions to master outreach strategies.

• Qualify, follow up, educate and develop a substantial volume of inbound and outbound leads • Efficiently respond and qualify inbound marketing leads according to set SLAs • Generate sales-ready meetings and opportunities for sales executives • Research target new accounts, identify key personas, add contacts, emails and generate interest through cold discovery calls and email campaigns • Leverage taught sales techniques to maximize customer interactions • Use strong selling and influencing skills to understand and uncover customer needs • Log, track, and maintain Salesforce consistently • Accurately distribute leads/meetings to assigned sales executives • Consistently achieve meeting quota • Work closely with Sales Directors and attend customer meetings as required • Attend sales meetings, training, and local trade shows

Role Description We’re looking for a strategic, execution-driven Director of Sales Development to lead and scale our global pipeline generation function. This is a high-impact leadership role where you’ll transform Sales Development from a traditional meeting-setting team into a modern, data-driven revenue engine. You’ll own both inbound and outbound pipeline strategy, driving measurable revenue through innovative prospecting, AI-enabled workflows, and best-in-class sales technology. In close partnership with Marketing, Sales, Revenue Operations, and Product Marketing, you’ll ensure consistent, high-quality pipeline creation across target markets—while continuously improving how we identify, engage, and convert prospective customers. What You’ll Do - Own Pipeline & Revenue Strategy - Develop and execute a global sales development strategy aligned to pipeline creation and revenue growth goals - Define pipeline targets, KPIs, and accountability frameworks tied to business outcomes - Partner cross-functionally to improve funnel performance, conversion rates, and revenue impact - Analyze pipeline health and deliver actionable insights on performance, capacity, and growth opportunities - Drive Outbound Excellence - Build and scale modern outbound programs leveraging intent data, ABM, and AI-driven insights - Develop repeatable prospecting playbooks that generate qualified pipeline and revenue opportunities - Continuously optimize targeting, messaging, and multi-channel outreach strategies - Drive strategic account penetration across priority industries, segments, and regions - Lead Innovation (AI, Automation & Tech) - Lead the evaluation, selection, and optimization of sales development technologies, including AI, automation, enrichment, and engagement platforms - Develop and execute strategies that automate repetitive workflows, improve team productivity, and enhance buyer engagement - Partner with RevOps to optimize lead routing, enrichment, qualification, and end-to-end workflow efficiency - Stay ahead of emerging trends and introduce innovative pipeline generation strategies - Build & Lead a High-Performing Team - Recruit, develop, and retain a high-performing BDR team - Establish performance expectations tied to pipeline creation, opportunity generation, and revenue contribution - Provide ongoing coaching, mentorship, and career development - Foster a culture of accountability, innovation, and continuous improvement - Own Inbound Conversion - Lead inbound lead management and qualification strategy - Partner with Marketing to optimize lead scoring, routing, and SLA performance - Improve speed-to-lead, qualification rates, and conversion into pipeline and revenue - Ensure marketing-generated demand converts into high-quality opportunities - Drive Cross-Functional & GTM Alignment - Partner with Sales, Marketing, Product Marketing, and Revenue Operations to align pipeline strategy with go-to-market priorities - Contribute to segmentation, territory planning, and pipeline coverage strategy - Serve as a strategic advisor on pipeline generation, sales productivity, and growth opportunities Qualifications - Bachelor’s degree in Business, Marketing, or a related field, or equivalent experience - 8+ years of progressive leadership experience in sales development within B2B SaaS or technology environments - Proven track record of building, scaling, and leading high-performing inbound and outbound pipeline generation teams - Demonstrated success implementing and leveraging sales technologies, including engagement platforms, AI solutions, and automation tools - Deep expertise in modern prospecting strategies, including account-based marketing (ABM), intent data, and buying signals - Strong experience with core GTM systems (e.g., Salesforce, Salesloft/Outreach, HubSpot, Gong, ZoomInfo) and emerging AI technologies - Data-driven and operationally minded, with a history of using analytics to drive strategy, improve performance, and inform decision-making - Experience leading organizational change, including the rollout of new processes, tools, and ways of working - Strong executive presence with exceptional leadership, coaching, and cross-functional stakeholder management skills Benefits - Comprehensive benefits package supporting health, financial security, and overall well-being - Medical coverage with two plan options: PPO with HRA or High Deductible Health Plan with HSA - Prescription drug coverage, telehealth services, and 100% in-network preventive care included - Dental and vision insurance - Company-paid life and disability insurance - Optional coverage: accident, critical illness, and hospital indemnity insurance - Flexible spending accounts (FSA) and Health Savings Account (HSA) options - Identity protection and legal services - Pet insurance - 401(k) with company match up to 4% - Paid time off, including vacation, sick time, and company holidays - Employee Assistance Program (EAP) for confidential support