Director of Sales Development (R-20038)

About the role

Responsibilities

• Lead and develop BDR leaders across outbound-focused teams, ensuring consistent standards for pipeline execution, leadership effectiveness, coaching discipline, talent development, and performance management across managers and representatives.
• Scale the global BDR organization by establishing repeatable recruiting, onboarding, coaching, performance management, and talent-development practices across all hubs.
• Own team pipeline-creation goals while building a repeatable talent-development system that improves BDR productivity, readiness, promotion paths, retention, and leadership bench strength.
• Own the Enterprise Sales Development Program as a strategic talent pipeline, including program structure, rotation design, performance standards, coaching model, field exposure, and career-pathing for college graduates rotating through multiple sales roles over a 12+ month development experience.
• Partner with Account Executives, Area Vice Presidents, Customer Success, Marketing, Demand Generation and Sales Leaders to align territory and segment coverage, account priorities, campaign plays, lead quality, and meeting-to-opportunity conversion across teams.
• Hold BDR leaders accountable for attainment against qualified pipeline, opportunity creation, accepted and held meetings, conversion rates, activity quality, SLA adherence, productivity, and CRM hygiene; conduct forecast and performance reviews and address performance gaps.
• Use SFDC, sales-engagement platforms, and performance dashboards to maintain CRM hygiene, inspect outbound execution, improve rep and manager productivity, identify coaching opportunities, and deliver accurate performance reporting.
• Partner with Marketing, Demand Generation, Sales Enablement, Talent Acquisition, Revenue Operations, Business Intelligence, and CRM partners to coordinate outbound campaigns, workforce planning, leadership development, reporting, territory design, and process improvements.
• Build succession plans for BDR leaders and career pathways for high-potential BDRs and Enterprise Sales Development Program participants into Account Executive, Customer Success, Sales Operations, and leadership roles. Present regular business reviews that balance pipeline contribution, talent development, operating health, promotion readiness, and program outcomes.
• Additional duties as assigned.