Director, Sales Development (outbound demand generation)
About the role
The Director is responsible for defining and leading Equinix's outbound demand generation strategy and sales development transformation agenda. This role sits at the intersection of revenue marketing, sales development, operations, technology, data, and AI. The successful candidate will lead the evolution of Equinix's outbound engine, driving the people, process, technology, and operating model changes required to significantly increase pipeline creation, seller productivity, and revenue impact. While foundational programmes, processes, and technologies exist today, this role is focused on transformation and scale. The Director will assess current capabilities, identify improvement opportunities, and execute a multi-year roadmap that modernises outbound engagement, improves operational efficiency, strengthens measurement and attribution, and leverages AI-driven innovation. Working closely with Sales, GTM Operations, Marketing, Data, Digital, and Technology teams, this leader will build a scalable, globally consistent outbound motion that contributes predictable pipeline growth across both direct and indirect routes to market.
Responsibilities
- Define and execute the global outbound demand generation and SDR transformation strategy
- Develop a multi-year roadmap that improves pipeline creation, productivity, scalability, and operational effectiveness
- Evaluate and optimise outbound engagement models, segmentation strategies, account prioritisation frameworks, and coverage approaches
- Lead change management initiatives associated with new processes, technologies, and operating models
- Establish global standards while supporting regional market requirements
- Own outbound pipeline creation goals and performance measures globally
- Establish KPI