Director of Sales Development

OfficeSpace Software · Atlanta, GA · 3 days ago

Full-time

About the Role

OfficeSpace is looking for a Director of Sales Development to build the next generation of our pipeline engine. You will own inbound- and outbound-sourced pipeline across new-logo and expansion accounts, lead our strategic ABX motion, and develop SDRs and Senior SDRs into high-performing GTM talent. You'll shape how people and AI agents work together—using automation to expand capacity while keeping judgment, relationships, and buyer experience human-led. This is a builder role. You'll partner closely with Sales, Marketing, Revenue Operations, Finance, and Enablement to turn revenue goals into a focused operating system that improves account penetration, conversion, pipeline productivity, and talent development as OfficeSpace moves upmarket.

Responsibilities

Own the pipeline engine. Translate revenue targets, pipeline coverage, conversion rates, and productivity assumptions into SDR capacity, quotas, territories, coverage, and investment decisions.
Build a high-performing team. Lead, coach, and develop SDRs and Senior SDRs against clear goals for pipeline, conversion, quality, productivity, and progression.
Lead strategic ABX. Turn account segments, intent, buying-group signals, whitespace, and market triggers into focused action across Mid-Market and Enterprise new-logo and expansion accounts.
Build depth in priority accounts. Establish disciplined account-planning motions across research, contact mapping, personalization, calling, and multi-channel engagement.
Orchestrate people and AI. Decide which workflows AI agents should own, which should remain AI-assisted, and where human judgment creates the greatest advantage.
Build and govern AI-enabled workflows. Deploy, test, measure, and improve agents supporting research, prioritization, buying-group mapping, personalization, follow-up, coaching, and pipeline intelligence.
Turn AI into measurable capacity. Measure impact on opportunity creation, pipeline, conversion, velocity, productivity, buyer experience, and acquisition cost—not activity volume alone.
Improve the full GTM funnel. Strengthen Marketing-to-SDR prioritization and SDR-to-Sales qualification, context transfer, acceptance, and conversion.
Plan before adding headcount. Model tradeoffs across people, technology, AI agents, coverage, productivity, and conversion to identify the highest-leverage path to growth.
Build operating discipline. Establish forecasting, performance reporting, quality controls, and cross-functional operating cadences with Finance and Revenue Operations.
Coach in the work. Use calls, emails, account plans, qualification decisions, pipeline data, and AI-generated insights to make coaching specific and actionable.
Build future GTM leaders. Strengthen Ascend and create measurable development paths from SDR to Senior SDR, closing roles, leadership, and other GTM careers.
Raise the readiness bar. Build certifications around buyers, industries, messaging, qualification, ABX execution, AI-enabled selling, and responsible AI use.
Shape the system as we scale. Continuously challenge where work happens, who—or what—should perform it, and how OfficeSpace can generate more qualified pipeline without adding unnecessary complexity.

Requirements

Experience leading and transforming a B2B SaaS SDR or BDR organization.
A track record of building account-based prospecting or ABX motions across Mid-Market and Enterprise accounts.
Demonstrated success improving attainment, qualified pipeline, rep productivity, qualification quality, and downstream conversion.
Strong capability in capacity planning, organizational design, forecasting, territory and coverage strategy, and performance management.
Experience helping a GTM organization move upmarket.
A hands-on coaching style and experience building structured certification and talent-development programs.
Strong cross-functional leadership across Sales, Marketing, Revenue Operations, Marketing Operations, Finance, and Enablement.
The ability to turn financial and funnel targets into practical operating decisions for an SDR organization.
Fluency across modern GTM systems, including CRM, intent, sales engagement, prospecting, conversational marketing, conversation intelligence, analytics, and AI-enabled platforms.
Experience with platforms such as Salesforce, Salesloft, 6sense, Qualified, UserGems, Nooks, ZoomInfo, and LinkedIn Sales Navigator.
AI orchestration fluency: You can decompose GTM workflows, assign work intelligently across people and AI agents, define inputs and outputs, establish verification controls, and measure business impact.
Experience designing, deploying, governing, or improving AI agents and agentic GTM workflows.
Strong judgment about where automation improves performance—and where human context, creativity, accountability, or buyer trust must lead.
Experience developing SDRs into closing roles, leadership positions, or broader GTM careers.
The ability to turn complex GTM strategy into clear action for an early-career team.

Location

This role is based in Atlanta, Georgia and follows a hybrid in-office / remote work model. OfficeSpace hires employees in the following states: Georgia.

Benefits