Senior Director, Growth

About Us

Sauce Labs is the world’s largest full-lifecycle, test automation platform, and the company behind Selenium. Trusted by 80% of the world’s top ten largest financial institutions and over 300,000 enterprise users, Sauce Labs provides the only AI platform capable of turning business intent into autonomous testing and quality assurance. With a proprietary dataset of 8.7 billion test runs, Sauce Labs empowers the Fortune 2000 to bridge the gap between AI-driven code generation and enterprise-grade software quality. Learn more at http://saucelabs.com.

The Role

The Senior Director, Growth is an AI-first revenue leader responsible for setting the macro strategy, revenue architecture, and cross-functional alignment of an intelligent, end-to-end pipeline engine. Reporting to executive leadership, this role bridges marketing and sales executive strategy—focusing on expanding our outbound/inbound SDR function, driving predictive pipeline models, and enabling functional marketing leads to scale their teams. Rather than managing day-to-day tactical execution, you will focus on high-level channel architecture, budget optimization, sales leadership alignment, and scaling our revenue operations to maximize global pipeline output.

Responsibilities

• Pipeline Strategy & Executive Revenue Alignment: Align on global pipeline target setting, forecasting models, and macro growth strategy across inbound and outbound channels; champion an agentic AI revenue stack, equipping functional leaders and teams with predictive tools, data frameworks, and automation; partner directly with executive leadership to align intent detection, lead handoff, SLA compliance, account scoring, and revenue forecasts; set top-level performance metrics across the entire funnel (MQL, SAL, SQL, CAC, and LTV) and guide functional leads on portfolio optimization.
• Demand Generation & Growth Strategy: Align investment strategy and capital allocation for integrated growth initiatives, including ABM, paid media, field programs, and content syndication; serve as an executive sponsor and mentor to functional Marketing leaders, empowering them to scale their teams, execute campaigns, and drive tactical programs; oversee enterprise martech stack investments (Salesforce, HubSpot/Marketo, Demandbase, Gong, Outreach) to ensure clean data architecture, attribution modeling, and operational alignment.
• Sales Development (SDR) Operations: Directly build, scale, and lead the inbound and outbound Sales Development (SDR) organization; establish and refine high-converting SDR playbooks, qualification frameworks (MEDDPICC, BANT), and outbound messaging strategies; set SDR activity targets, quota benchmarks, and career progression pathways in tight coordination with Sales Leadership; drive enterprise outbound strategies to penetrate target accounts and optimize inbound response velocity.

Required Skills

• Experience: 10+ years of progressive experience in B2B SaaS demand generation, with at least 3–5 years leading integrated demand gen and SDR/BDR teams.