Director, Global Sales Development - Enterprise SaaS (Remote US)

Responsibilities

• SDR Leadership & GTM Ownership
• Inbound SDR workflows, including lead routing, lead-to-speed SLAs, and rigorous qualification standards
• ICP Definition & Cross-Functional Alignment
• Translate ICP insights into SDR targeting, account prioritization, outbound plays and inbound qualification
• AI-First SDR Execution
• Design and operationalize an AI-first SDR motion to increase productivity and conversion
• Own implementation and daily usage of Nooks AI Dialer for call efficiency, coaching, and insights
• Own Nooks AI Prospector as the core outbound intelligence engine for ICP-aligned targeting, signal-based prospecting, and personalization at scale
• Outbound & Inbound Playbooks
• Build and maintain SDR playbooks covering: ICP-based segmentation and prioritization, Persona-driven messaging and talk tracks, Multichannel sequences (phone, email, LinkedIn), Objection handling, qualification, and AE handoff
• Direct, Channel & Public Sector Motions
• Apply direct selling experience to ensure SDR execution reflects real enterprise and mid-market deal dynamics
• Leverage channel selling experience to build partner-sourced pipeline across MSPs, MSSPs, SIs, distributors, and resellers
• Support partner recruitment, activation, and co-sell motions
• Lead SDR strategy for Federal, State, and Local Government, with experience booking meetings with government officials
• Sales Methodology, Tools & Rigor
• Ensure SDR execution aligns with Challenger, Sandler, MEDDPICC, and Command of the Message
• Implement champion tracking using Boomerang or UserGems
• Own SDR funnel performance in Salesforce, including speed-to-lead, conversion rates, pipeline sourced, and ROI
• Analytics & Scale
• Apply a left-brain / right-brain mindset—combining data-driven analysis with creative experimentation
• Continuously test and refine messaging, sequences, AI workflows, and qualification criteria
• Scale what works into repeatable, predictable SDR processes

Qualifications

• 10+ years in Sales, Sales Development, or GTM leadership roles
• Proven background in direct enterprise and mid-market B2B SaaS selling and channel selling experience required
• 3+ years of experience building, leading and growing SDR and quota-carrying global sales teams in a relevant cybersecurity space
• Hands-on experience with Nooks AI Dialer and Nooks AI Prospector, Gong, Marketo, LI Sales Nav, 6thSense or comparable tools
• Strong command of modern sales methodologies and pipeline discipline
• Experience engaging Federal and State government buyers
• Highly analytical, operationally strong, and cross-functionally effective