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)
