Director, Global Sales Development

Responsibilities

• Own quarterly and annual SDR-sourced pipeline ARR targets, with clear accountability for conversion quality and deal-size mix.
• Lead and evolve a global SDR organization with a focus on productivity per rep, qualification rigor, and sustainable throughput.
• Partner with GTM Ops, Sales leadership to define and enforce sales acceptance criteria, including disqualification standards.
• Collaborate with Marketing to align inbound, outbound, and product-led signals into intent-weighted SDR motions.
• Redesign SDR coverage, segmentation, and routing to support higher win-rate segments
• Own forecasting, capacity planning, and performance modeling in partnership with RevOps, including pipeline per SDR and ARR efficiency metrics.
• Continuously evolve the SDR playbook, including messaging, sequencing, tooling, and AI-assisted workflows, to drive measurable gains in productivity.
• Develop SDR managers as operators who understand pipeline economics, not just coaching and activity management.

About you

• You must be willing to work out of our San Jose office 3 days a week and travel internationally as needed.
• 5+ years leading global SDR teams in B2B SaaS, including experience designing teams to improve efficiency and conversion.
• Demonstrated success driving high-quality pipeline in multi-product, multi-segment sales environments.
• Strong command of pipeline economics, including deal-size mix, win-rate dynamics, and SDR cost efficiency.
• Hands-on leader who can move between strategic modeling and frontline coaching.
• Deep experience with modern sales development tooling (Outreach, Gong, CommonRoom, CRM, intent data, AI SDR workflows) and a track record of using technology to build efficient pipeline.