Director of Sales Development

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The Director, Sales Development leads a multi-team Business Development Representatives (BDR) organization across outbound-focused teams and the Enterprise Sales Development Program. This role is accountable for building both a high-performing pipeline-generation engine and a differentiated sales talent development program that prepares early-career and high-potential talent for future sales roles.
This position balances near-term business outcomes with long-term talent development by driving qualified pipeline through new-logo acquisition and cross-sell/upsell motions, while attracting, hiring, onboarding, coaching, retaining, and advancing BDRs, BDR leaders, and Enterprise Sales Development Program participants through structured development experiences.

Essential Key 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.