Director of Sales Development - Hybrid - (Midtown Tampa, FL or Austin, Texas)

Sales Development Strategy

Develop and execute the sales development strategy aligned with company growth objectives.
Design coverage models, territory strategies, account segmentation, and operating frameworks that maximize pipeline generation.
Build a scalable and predictable demand generation engine across a complex business environment.
Define and continuously improve SDR/BDR processes, methodologies, KPIs, and performance standards.
Identify opportunities to expand reach, improve efficiency, and unlock new sources of pipeline growth.

Leadership & Talent Development

Lead, coach, and develop a high-performing sales development management team.
Foster a culture of accountability, collaboration, continuous improvement, and measurable results.
Recruit, onboard, and retain top-performing sales development talent.
Create clear career paths and development opportunities for SDRs, team leads, and managers.
Create consistent operating standards while enabling teams to execute effectively within their respective markets.

Pipeline & Revenue Growth

Own sales development pipeline targets and overall performance.
Define success metrics across meetings generated, qualified opportunities, conversion rates, pipeline contribution, and business impact.
Analyze funnel performance and implement initiatives that improve productivity and conversion efficiency.
Partner with Sales Leadership to ensure effective lead qualification, opportunity creation, and pipeline progression.
Drive programs that improve outbound prospecting, inbound conversion, account-based engagement, and multi-channel outreach effectiveness.

Cross-Functional Partnership

Partner with Marketing to align demand generation, campaign execution, lead quality, and follow-up processes.
Collaborate with Revenue Operations on forecasting, reporting, territory design, technology strategy, and analytics.
Work closely with Sales Leadership to ensure sales development priorities support broader revenue objectives.
Partner with Product, Customer Success, and other stakeholders to refine market messaging and identify growth opportunities.
Provide executive leadership with insights on pipeline health, market trends, and business performance.

Technology & Operational Excellence

Evaluate and optimize the sales development technology ecosystem, including CRM, engagement, enrichment, intent, and analytics platforms.
Leverage data to identify trends, productivity gaps, and opportunities for improvement.
Establish scalable reporting, dashboards, and operating cadences.
Promote experimentation and innovation in messaging, outreach methods, and pipeline generation strategies.

Qualifications

• 10+ years of experience in sales, business development, sales development, or revenue leadership.
• 5+ years leading high-performing SDR/BDR organizations.
• Demonstrated success building and scaling sales development teams in a complex, high-growth environment.
• Strong understanding of enterprise B2B SaaS, technology, or similarly sophisticated sales motions.
• Proven ability to develop and execute pipeline generation strategies that drive measurable business outcomes.
• Experience leading managers and distributed teams.
• Strong analytical mindset with the ability to translate data into actionable business decisions.
• Experience with CRM platforms, modern sales engagement technologies, and outbound sales methodologies.
• Outstanding communication, executive presence, coaching, and stakeholder management skills.
• Able to operate effectively across functions, teams, and business priorities.
• Up to 20% travel requirement – domestic and international.