We are seeking a Director of Sales Development to own and scale top-of-funnel pipeline generation across Enterprise and Commercial segments in APJ. This leader will drive performance across both inbound and outbound motions, with a strong emphasis on modern, AI-enabled outbound, sales alignment, and disciplined execution.

Reporting directly to the AVP of Global Sales Development, this role leads a team of 10 SDRs and serves as a key member of the Revenue organization. This is a highly visible leadership role for a builder-operator who brings strong judgment, urgency, and a clear point of view.

What will you do?

• Pipeline & Performance
  • Own and optimize top-of-funnel KPIs, including lead conversion, sales acceptance, meeting quality, and qualified pipeline creation.
  • Diagnose performance trends using funnel metrics, identify root causes, and implement corrective action plans.
  • Ensure SDR efforts are tightly aligned to revenue outcomes — not just activity or volume.
  • Own KPI tracking, pipeline forecasting, and operating cadences, including regular business reviews and performance inspection.

• Inbound & Outbound Strategy
  • Develop and execute scalable inbound and outbound sales development strategies across Enterprise and Commercial segments.
  • Own end-to-end execution of key initiatives, from strategy through launch, adoption, and impact measurement.
  • Build and continuously improve modern outbound motions, including targeting, messaging, sequencing, and experimentation.
  • Lead adoption of AI, tooling, workflows, and cadences that materially improve SDR productivity, quality, and engagement.
  • Oversee the SDR tech stack to ensure effective adoption, optimization, and measurable impact

• AI Innovation & Enablement
  • Own the vision and execution for AI-enabled sales development, leveraging the SDR organization’s unique position at the forefront of prospecting, engagement, and signal adoption.
  • Partner with internal teams to pilot, operationalize, and scale AI-driven workflows, tools, and insights that improve productivity, prioritization, and pipeline quality.
  • Drive adoption by translating AI capabilities into clear processes, manager coaching, and rep-level execution, ensuring innovation leads to measurable impact.
  • Establish feedback loops to assess what works, iterate quickly, and inform broader GTM and revenue innovation efforts.

• Sales & Marketing Alignment
  • Partner closely with Sales and Marketing leadership to align on lead quality, ICP targeting, routing, and handoff processes.
  • Act as a trusted thought partner to Sales leaders, proactively resolving friction and ensuring SDR priorities remain aligned to field needs.
  • Represent the SDR organization confidently in cross-functional and senior-leader forums.
  • Anticipate GTM dependencies and proactively partner across Sales, Marketing, RevOps, and Enablement to improve execution and pipeline predictability.
    
    
• Leadership & Coaching
  • Provide director-level leadership to frontline SDR managers, enabling them to coach effectively, inspect performance rigorously, and raise the bar across their teams.
  • Establish clear operating rhythms, accountability standards, and execution cadences to ensure initiatives land, scale, and stick.
  • Build a culture of urgency, healthy competition, and continuous improvement.
    
    
• Talent & Organization Building
  • Own the people strategy for the APJ SDR organization, including hiring, development, and succession planning.
  • Attract and retain top talent while building a strong internal bench of future leaders.
  • Ensure clear career paths and readiness for SDRs progressing into sales and leadership roles

What skills and knowledge should you bring?

• 5+ years leading SDR or Sales Development teams, with a consistent track record of exceeding pipeline and performance targets.
• Proven people leader who sets clear direction, operates with urgency, and leads effectively through managers.
• Deep expertise in coaching and developing SDR talent, with a strong history of building internal mobility and future leaders.
• Strong analytical and operational rigor, with the ability to diagnose funnel issues and drive measurable improvement.
• Strategic operator with experience designing, scaling, and optimizing inbound and outbound pipeline-generation programs.
• Trusted cross-functional partner with the ability to influence and align Sales, Marketing, RevOps, and Enablement.
• Ability to lead and execute cross-functional initiatives end-to-end, from strategy through adoption.
• Comfortable leveraging modern sales technology and AI-enabled tools to improve execution and outcomes.

Why us?

You will be joining a cutting-edge company, where you will tackle extraordinary challenges and work with the very best in the industry!