Sales Development Director

Why Box Needs You

Box is the market leader in Intelligent Content Management. We help organizations securely manage, collaborate on, and extract value from their most important content through the power of AI.

Our Sales Development organization is a critical part of Box’s growth strategy. The team creates new customer relationships, identifies meaningful business opportunities, and generates qualified pipeline across the sales segments it supports. As Director, Sales Development you will lead and develop a team of Sales Development Managers and their teams. You will help translate Box’s broader go-to-market priorities into focused execution, improve team productivity and effectiveness, and build a consistent, scalable pipeline-generation engine. You will also contribute to the continued transformation of Sales Development by combining strong sales fundamentals with modern operating practices, AI, automation, intent signals, experimentation, and data-driven prioritization.

Your impact at Box

• Scale the Pipeline Engine: Lead, coach, and develop a high-performing, multi-level Sales Development team to accelerate qualified pipeline and opportunity creation. Recruit and retain exceptional managers and representatives while building a strong bench of future Box sales leaders.

• Operationalize GTM Alignment: Help implement and continually improve cross-functional processes that align Marketing, Sales, Operations, Enablement, and Analytics around unified pipeline goals. Align Sales Development resources with territory plans, account priorities, and the highest-value growth opportunities while establishing clear qualification standards, seamless handoffs, and shared accountability for conversion.

• Execute Best-in-Class Enablement: Help drive the execution and adoption of multi-level enablement programs grounded in Box’s objectives, business model, and sales methodology. Coach managers to translate these programs into consistent execution and ensure clear progression from onboarding through certification and continued career advancement.

• Drive Analytical Rigor and Governance: Own day-to-day operating performance within the team’s scope, including pipeline forecasting, operating rhythms, productivity metrics, conversion rates, capacity planning, and pipeline quality. Use data to diagnose performance, identify opportunities, allocate resources, and clearly communicate results, risks, insights, and recommendations to senior leadership.

• Advance Scalable Operations and Outbound Excellence: Contribute to the design, implementation, and continued enhancement of Sales Development frameworks, processes, technology, and integrations. Translate broader strategy into effective outbound execution across account prioritization, persona coverage, messaging, sequencing, multi-threaded prospecting, and coordinated go-to-market plays.