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

Responsibilities

• Build, lead, and scale global SDR teams aligned to Enterprise, Mid-Market, Partner, and Public Sector (SLED) segments
• Own inbound SDR workflows, including lead routing, lead-to-speed SLAs, and rigorous qualification standards
• Ensure SDR output consistently translates into high-quality pipeline and closed revenue
• Co-own the definition, refinement, and operationalization of Anomali’s ICP
• Partner cross-functionally with Sales, Product, Engineering, Marketing, Channel, and RevOps
• Translate ICP insights into SDR targeting, account prioritization, outbound plays and inbound qualification
• 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
• 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
• Apply modern SDR plays including intent-led outbound, champion reactivation, competitive takeout, and partner-assisted motions
• 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