Global Head of Sales Development

At Qualtrics we create software the world’s best brands use to deliver exceptional frontline experiences, build high‑performing teams, and design products people love. We are the creators and stewards of the Experience Management category, serving over 18 K clients globally. Joining our team means being part of a nimble, high‑functioning group empowered to set aggressive goals, move fast, and solve complex problems together.

Why We Have This Role

Global pipeline generation is the fuel that powers Qualtrics’ aggressive revenue targets. The Global Head of Sales Development will architect, scale, and lead our world‑class Sales Development Representative (SDR) organization across all global regions. Based out of our central hub in Dallas, Texas, this executive will own the strategy, operational engine, and talent‑development pipeline responsible for generating high‑quality qualified leads and pipeline for our enterprise sales teams. The leader will serve as the primary bridge connecting Global Marketing, Sales Leadership, and Revenue Operations, building a predictable, data‑driven outbound and inbound pipeline generation machine while establishing a premier talent engine that recruits, trains, and promotes high‑performing sales professionals across the entire company.

How You’ll Find Success

• Global Pipeline Strategy & Execution: Architect and execute a global inbound and outbound prospecting strategy that consistently meets or exceeds pipeline generation targets across all regional business units and customer segments.
• Scale & Operational Excellence: Modernize and optimize the SDR technology stack, cadence strategies, account‑based prospecting models, and lead‑routing workflows in partnership with Revenue Operations and Marketing.
• Talent Engine & Career Pathways: Build an industry‑leading talent incubator. Establish world‑class onboarding, continuous training, and structured career‑progression frameworks that transform SDRs into top‑performing Account Executives and sales leaders.
• Cross‑Functional Alignment: Maintain tight alignment with Global Marketing to maximize ROI on inbound demand‑generation campaigns, while partnering directly with Field Sales Leaders to ensure SDR strategy aligns seamlessly with regional go‑to‑market priorities.
• Data‑Driven Leadership: Establish a rigorous operational rhythm driven by clear KPIs (conversion rates, activity metrics, pipeline velocity, qualified opportunity creation, and ACV contribution). Leverage data to identify bottlenecks and pivot strategy rapidly.

How You’ll Grow

• Position yourself at the center of Qualtrics’ global go‑to‑market engine, gaining high visibility with executive leadership across Sales, Marketing, Operations, and Finance.
• Lead the adoption of cutting‑edge AI, machine‑learning, and automation tools across a massive, enterprise‑scale sales organization.
• Define the company’s long‑term sales culture by shaping hiring standards, career development, and early‑career trajectories for hundreds of future sales leaders.
• Deepen your international strategy expertise by architecting GTM motions tailored to diverse regional markets across the Americas, Europe, and Asia‑Pacific.

Things You’ll Do

• Deliver predictable global pipeline by consistently meeting and exceeding quarterly global pipeline conversion targets for enterprise, mid‑market, and vertical teams.
• Optimize inbound and outbound efficiency, increasing lead conversion rates and SDR productivity through advanced AI sales tools, modern sales plays, and precise account segmentation.
• Build the ultimate sales talent pipeline, maintaining a top‑tier promotion rate of SDRs moving into Account Executive, Account Manager, and leadership roles, reducing ramp time for promoted reps.
• Strengthen marketing alignment by co‑developing SLAs, campaign follow‑up playbooks, and feedback loops with Performance Marketing and Product Marketing leadership.
• Instill rigorous performance management via uniform global performance dashboards and inspection mechanisms that hold SDR managers and individual reps accountable to world‑class standards.
• Shape messaging and sales playbooks in partnership with Product Marketing to translate brand messaging and platform capabilities into highly converting outbound messaging sequences.

What We’re Looking For

• 12+ years of progressive technology sales experience, with 5+ years in senior executive leadership managing large‑scale global Sales Development / Business Development organizations in B2B enterprise SaaS.
• Track record of leading SDR teams of 50+ reps and multi‑tiered leadership layers across diverse geographic regions.