Director, Sales Development

Work setup: Hybrid at Woodstone, San Antonio, Texas

Schedule: Monday - Friday, 8:00 AM - 5:00 PM CST

Responsibilities

How will success in this role be measured?

• Qualified pipeline generation meets or exceeds quarterly and annual targets.
• Sales Qualified Opportunity (SQO) and meeting attainment goals are consistently achieved.
• SDR-to-Sales Executive conversion rates improve over time.
• Pipeline forecasting accuracy and dashboard reporting support executive decision making.
• SDR productivity, quota attainment, and ramp times improve through coaching and enablement.
• HubSpot data quality, reporting integrity, and CRM adoption remain consistently high.
• Strong alignment is maintained between Sales Development, Marketing, Sales, and Revenue Operations.
• Employee engagement, retention, and internal promotion rates within the SDR organization demonstrate leadership effectiveness.

Sample activities to deliver the goals:

• Develop and execute the enterprise Sales Development strategy that aligns outbound pipeline generation with Carenet's revenue objectives.
• Build, scale, and continuously optimize Carenet's HubSpot-based Sales Development operating model, playbooks, prospecting methodology, and outbound motions.
• Recruit, coach, mentor, and develop a high-performing Sales Development organization while creating clear career paths, onboarding programs, and ongoing sales enablement.
• Establish performance expectations, productivity standards, and coaching routines that improve activity quality, conversion rates, and pipeline generation.
• Own Sales Development pipeline forecasting, ensuring qualified meeting, SQL, opportunity, and pipeline targets are achieved consistently.
• Design and continuously improve SDR-to-Sales Executive qualification criteria, handoff processes, and service-level expectations to maximize opportunity conversion.
• Partner with Marketing to align outbound campaigns, target account strategies, messaging, lead routing, and campaign performance.
• Partner with Revenue Operations to optimize HubSpot configuration, dashboards, reporting, automation, lead scoring, and SDR technology.
• Leverage HubSpot reporting, funnel analytics, and conversion metrics to identify trends, improve prospecting effectiveness, and optimize outbound performance.
• Establish KPI-driven operating rhythms, including weekly pipeline reviews, forecast meetings, conversion analysis, and executive reporting.
• Serve as the executive owner for HubSpot Sales Development processes, ensuring data integrity, reporting accuracy, CRM adoption, and operational discipline.
• Monitor outbound effectiveness across prospecting channels, continuously refining sequences, messaging, targeting strategies, and qualification approaches.
• Partner with HR and executive leadership to develop performance management processes, compensation effectiveness, and incentive programs that reinforce desired behaviors.
• Serve as a player-coach when necessary by participating in strategic prospecting efforts, executive outreach, and high-value opportunity development.
• Collaborate with Sales Executives to improve opportunity quality, accelerate sales cycles, and increase downstream revenue conversion.
• Champion continuous improvement by introducing new prospecting methodologies, sales technologies, automation capabilities, and best practices that increase SDR productivity and pipeline quality.

Requirements

• Bachelor's degree in Business, Marketing, Communications, or a related field; Master's degree preferred.
• Seven (7) to ten (10)+ years of progressive sales, business development, or sales development experience, including leadership responsibility for outbound pipeline generation organizations.
• Demonstrated success building, scaling, and leading high-performing Sales Development (SDR/BDR) organizations.
• Proven experience developing outbound prospecting strategies that consistently generate qualified pipeline and contribute to revenue growth.
• Advanced expertise with HubSpot Sales Hub, including sequences, workflows, reporting, dashboards, pipeline management, automation, and CRM administration.
• Strong understanding of modern B2B sales methodologies, outbound prospecting strategies, buyer journeys, and demand generation practices.
• Experience partnering with Marketing, Revenue Operations, and Sales leadership to align pipeline generation strategies and operational execution.
• Strong analytical skills with experience using funnel metrics, forecasting models, conversion analytics, and pipeline reporting to drive business decisions.
• Demonstrated leadership experience hiring, coaching, mentoring, and developing sales professionals in performance-driven environments.
• Excellent executive communication, presentation, facilitation, and stakeholder management skills.
• Strong business acumen with the ability to balance strategic planning and operational execution.
• Experience within healthcare, healthcare technology, BPO, SaaS, or other complex B2B sales environments preferred.
• Demonstrated ability to lead organizational change, improve sales processes, and implement scalable operating models that support business growth.