Connect Procurement, Accounts Payable, Vendor Management, Expenses, and Payments in one ERP-integrated Procure-to-Pay platform with Billy. Backed by Insight.
About the role
The Senior Director of Sales Development leads 30 to 40 SDRs across multiple managers, covering both outbound and inbound. This is a second-line leadership role and a seat at the revenue table. You will own Sales Development pipeline as a revenue number, partner closely with Marketing, RevOps, and Sales leadership, and act as a lieutenant to the VP of Sales on delivering predictable pipeline against the plan.
What they're looking for
- Own the pipeline number. Accountable for Sales Development-sourced pipeline and the Closed-Won revenue it produces. Forecast it, inspect it weekly, and close gaps before the month ends
- Serve as a lieutenant of revenue. Participate in forecast calls, pipeline reviews, and annual planning. Flag where the plan is at risk early, with a recommendation attached
- Lead leaders. Develop a bench of SDR managers who coach well. Raise the hiring bar, build a promotion path into AE roles, and manage performance with clarity and care
- Build the talent engine. Own onboarding, ramp, enablement, and career progression, developing future AEs and leaders from within the SDR ranks
- Run the coaching cadence. Film room, call review, and 1:1s on a schedule that holds for every manager and rep. Coach meeting quality and opportunity conversion as distinct skills
- Stay hands-on. Personally inspect cadence performance and the quality of every meeting passed to Sales. Hold the qualification standard, retire what underperforms, and scale what works
More about this role
The Senior Director of Sales Development leads 30 to 40 SDRs across multiple managers, covering both outbound and inbound. This is a second-line leadership role and a seat at the revenue table. You will own Sales Development pipeline as a revenue number, partner closely with Marketing, RevOps, and Sales leadership, and act as a lieutenant to the VP of Sales on delivering predictable pipeline against the plan. We are looking for a leader who is relentless about the number, runs a coaching standard that never slips, and treats pipeline quality as seriously as pipeline volume.
- Own the pipeline number. Accountable for Sales Development-sourced pipeline and the Closed-Won revenue it produces. Forecast it, inspect it weekly, and close gaps before the month ends.
- Serve as a lieutenant of revenue. Participate in forecast calls, pipeline reviews, and annual planning. Flag where the plan is at risk early, with a recommendation attached.
- Lead leaders. Develop a bench of SDR managers who coach well. Raise the hiring bar, build a promotion path into AE roles, and manage performance with clarity and care.
- Build the talent engine. Own onboarding, ramp, enablement, and career progression,...
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