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Senior Director, Sales Development, SDRs
Location
United States
Posted
155 days ago
Salary
0
Seniority
Senior
Job Description
Senior Director, Sales Development, SDRs
Instructure
• As our Senior Director of Global Sales Development (SDR), you will be the executive leader responsible for the strategy, execution, and predictable performance of our entire global Sales Development organization, consisting of 40+ team members. • Your primary mandate is to design, implement, and optimize a world-class pipeline generation engine that consistently delivers high-quality, sales-qualified opportunities to our Account Executives. • Set and Execute Global Strategy: Define and execute the comprehensive global Sales Development strategy, ensuring alignment across multiple product lines, complex sales cycles, and target customer segments. • Predictable Pipeline Generation: Deliver against quarterly and annual pipeline generation targets, focusing on improving the predictability and conversion rates of qualified opportunities (SQOs) into closed-won business. • Optimize Sales Playbook: Own the SDR outreach methodology, continuously developing and refining high-impact outbound sales plays, personalization tactics, and sequencing strategies to penetrate target accounts effectively. • Provide executive leadership and mentorship to the management team within the 40-person SDR organization, ensuring leadership consistency and execution alignment across all geographies. • Establish and enforce scalable processes, uniform KPIs, and disciplined forecasting methodologies to drive efficiency across the global team.
Job Requirements
- Scale Experience (Mandatory):10+ years of sales leadership experience, including significant, verifiable experience leading B2B Sales Development/Lead Generation organizations of 40+ team members or more.
- Management Layer Expertise: Proven success managing a team of managers and scaling multi-product, multi-cycle, inbound and outbound SDR teams in B2B environments.
- Deep Domain Knowledge: Deep expertise in developing and executing high-velocity and strategic outbound and inbound Sales Development motions to identify and qualify target customer profiles.
- Technology Fluency: Hands-on experience implementing, administering, and optimizing sales engagement platforms (Outreach, Salesloft), ABM tools (Demandbase, 6sense), and CRM systems (Salesforce).
- Global Leadership: Extensive experience managing geographically distributed teams across multiple regions and time zones, with a strong emphasis on global alignment and local market nuance.
- Soft Skills: Exceptional communication, executive presence, influence, and change management skills.
- SaaS or Enterprise technology industry experience is strongly preferred.
Benefits
- Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success.
- Flexible schedules and a remote-friendly culture, with hybrid or onsite work options available in some regions for specific roles
- Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs.
- Comprehensive wellness programs and mental health support
- Annual learning and development stipends to support your growth
- The technology and tools you need to do your best work — typically a Mac, with PC options available in some locations
- Motivosity employee recognition program
- A culture rooted in inclusivity, support, and meaningful connection
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