Director, Global Sales Development

Responsibilities:

Own quarterly and annual SDR-sourced pipeline ARR targets , with clear accountability for conversion quality and deal-size mix.

Lead and evolve a global SDR organization with a focus on productivity per rep, qualification rigor, and sustainable throughput .

Partner with GTM Ops, Sales leadership to define and enforce sales acceptance criteria , including disqualification standards.

Collaborate with Marketing to align inbound, outbound, and product-led signals into intent-weighted SDR motions .

Redesign SDR coverage, segmentation, and routing to support higher win-rate segments

Own forecasting, capacity planning, and performance modeling in partnership with RevOps, including pipeline per SDR and ARR efficiency metrics .

Continuously evolve the SDR playbook, including messaging, sequencing, tooling, and AI-assisted workflows, to drive measurable gains in productivity.

Develop SDR managers as operators who understand pipeline economics , not just coaching and activity management.

About you:

You must be willing to work out of our San Jose office 3 days a week and travel internationally as needed.

5+ years leading global SDR teams in B2B SaaS, including experience designing teams to improve efficiency and conversion .

Demonstrated success driving high-quality pipeline in multi-product, multi-segment sales environments .

Strong command of pipeline economics , including deal-size mix, win-rate dynamics, and SDR cost efficiency.

Hands-on leader who can move between strategic modeling and frontline coaching.

Deep experience with modern sales development tooling (Outreach, Gong, CommonRoom, CRM, intent data, AI SDR workflows) and a track record of using technology to build efficient pipeline.