Description
Role Overview
The Sales Development Director will be responsible for leading, coaching, and developing a high-performing global or regional Sales Development (SDR/BDR) organization. This strategic role requires a seasoned leader to manage our pipeline generation engine, drive operational efficiency, and ensure alignment with Sales and Marketing objectives. The Director will directly manage a team of Managers, ensuring the consistency, quality, and effectiveness of all outbound and inbound lead generation activities.
Key Responsibilities
1. Leadership and People Management (Team of 4 Managers)
Direct Management: Directly manage and mentor four (4) Sales Development Managers, each leading a team of 7-8 BDRs/SDRs. (Total oversight of 28-32 Business Development Representatives).
Talent Development: Implement and manage a robust coaching program focused on prospecting skills, vertical knowledge, product expertise, and career pathing for Managers and BDRs.
Recruitment & Retention: Partner with HR and Recruiting to attract, hire, and onboard top-tier Sales Development talent, ensuring a low attrition rate and strong team culture.
Performance Management: Conduct regular 1:1 meetings, performance reviews, and implement performance improvement plans (PIPs) as needed, fostering a culture of accountability and excellence.
2. Strategy and Operations
Go-to-Market Strategy: Design and execute the regional BDR strategy, including market segmentation, account prioritization, and targeting based on ideal customer profiles (ICP).
Process Optimization: Continuously evaluate and optimize the entire BDR operational workflow, including territory planning, lead qualification criteria (e.g., MEDDPICC, BANT), and hand-off processes to the Account Executive (AE) teams.
Incentive Design: Work with Sales Leadership to design compensation plans and SPIFFs that motivate high performance, align with company goals, and drive consistent pipeline growth.
3. Performance and Reporting
Pipeline Generation: Own the team's monthly and quarterly quota for qualified meetings, pipeline creation, and revenue influence.
Forecasting & Analysis: Provide accurate weekly and monthly forecasts for qualified opportunities generated. Analyze key performance indicators (KPIs) such as conversion rates, call activity, email metrics, and average opportunity value.
Cross-functional Alignment: Serve as the primary liaison between Sales, Marketing, and Operations teams to ensure a seamless lead-to-opportunity process and consistent messaging across all channels. Collaborates with other operational units to identify best practice sharing and paths to innovation
Training & Enablement: Collaborate with Sales Enablement to design and deliver onboarding and ongoing training programs covering messaging, objection handling, product knowledge, and competitive positioning.
Required Qualifications
Experience: 7+ years of Sales experience, with a minimum of 3-5 years of direct management experience leading Account executives and or Business development representatives
Scale Management: Proven track record of managing an organization of 25+ Sales Development Representatives across multiple territories or segments and/or demonstrated impact on complex projects across multiple countries/teams
Leadership Acumen: Demonstrated ability to coach Managers and Account Executives effectively, drive results through others, and build a positive, high-energy sales culture.
Operational Excellence: Deep expertise in sales development technology, best practices for outbound prospecting, and pipeline reporting within a complex CRM environment (e.g., Salesforce).
Communication: strong communication skills to be able to navigate in ambiguous situations
Fluent in English and French.
Education: Bachelor's degree in Business, Marketing, or a related field.
Preferred Qualifications
Solid Experience in a rapidly scaling SaaS or B2B Enterprise technology environment.
Familiarity with modern sales methodologies (e.g., Challenger Sale, SPIN, Value Selling).
Prior experience in designing territory segmentation