Director of Sales Development - Hybrid - (Midtown Tampa, FL or Austin, Texas)

Develop and execute the sales development strategy aligned with company growth objectives.

Design coverage models, territory strategies, account segmentation, and operating frameworks that maximize pipeline generation.

Build a scalable and predictable demand generation engine across a complex business environment.

Define and continuously improve SDR/BDR processes, methodologies, KPIs, and performance standards.

Identify opportunities to expand reach, improve efficiency, and unlock new sources of pipeline growth.

Lead, coach, and develop a high-performing sales development management team.

Foster a culture of accountability, collaboration, continuous improvement, and measurable results.

Recruit, onboard, and retain top-performing sales development talent.

Establish clear career paths and development opportunities for SDRs, team leads, and managers.

Create consistent operating standards while enabling teams to execute effectively within their respective markets.

Own sales development pipeline targets and overall performance.

Define success metrics across meetings generated, qualified opportunities, conversion rates, pipeline contribution, and business impact.

Analyze funnel performance and implement initiatives that improve productivity and conversion efficiency.

Partner with Sales Leadership to ensure effective lead qualification, opportunity creation, and pipeline progression.

Drive programs that improve outbound prospecting, inbound conversion, account-based engagement, and multi-channel outreach effectiveness.

Partner with Marketing to align demand generation, campaign execution, lead quality, and follow-up processes.

Collaborate with Revenue Operations on forecasting, reporting, territory design, technology strategy, and analytics.

Work closely with Sales Leadership to ensure sales development priorities support broader revenue objectives.

Partner with Product, Customer Success, and other stakeholders to refine market messaging and identify growth opportunities.

Provide executive leadership with insights on pipeline health, market trends, and business performance.

Evaluate and optimize the sales development technology ecosystem, including CRM, engagement, enrichment, intent, and analytics platforms.

Leverage data to identify trends, productivity gaps, and opportunities for improvement.

Establish scalable reporting, dashboards, and operating cadences.

Promote experimentation and innovation in messaging, outreach methods, and pipeline generation strategies.

Qualified pipeline generated

Pipeline contribution to revenue growth

Meeting and opportunity creation

Lead-to-opportunity conversion rates

SDR/BDR productivity and attainment

Pipeline coverage and forecast accuracy

Speed-to-lead performance

Rep ramp time and retention

Team attainment against targets

ROI and effectiveness of sales development programs

10+ years of experience in sales, business development, sales development, or revenue leadership.

5+ years leading high-performing SDR/BDR organizations.

Demonstrated success building and scaling sales development teams in a complex, high-growth environment.

Strong understanding of enterprise B2B SaaS, technology, or similarly sophisticated sales motions.

Proven ability to develop and execute pipeline generation strategies that drive measurable business outcomes.

Experience leading managers and distributed teams.

Strong analytical mindset with the ability to translate data into actionable business decisions.

Experience with CRM platforms, modern sales engagement technologies, and outbound sales methodologies.

Outstanding communication, executive presence, coaching, and stakeholder management skills.

Ability to operate effectively across functions, teams, and business priorities.

Up to 20% Travel Requirement – Domestic and International

Experience scaling a sales development organization through periods of growth and transformation.

Experience supporting large, multi-segment sales organizations.

Familiarity with account-based marketing and enterprise prospecting strategies.

Experience implementing or optimizing sales engagement and revenue intelligence platforms.

Bachelor's degree in Business, Marketing, Communications, or a related field, or equivalent professional experience.

Work location is Hybrid to our office in Midtown Tampa, FL or Austin, Texas.

Competitive compensation and bonuses

Flexible PTO and paid holidays

401(k) with employer matching

Comprehensive Health insurance package including 100% employer-paid medical coverage

Up to 12 weeks of Parental Leave

Basic Life Insurance, Short-Term & Long-Term Disability, 100% employer-paid

Quarterly teambuilding events, leadership luncheons, and companywide “All Hands” meetings

Open door policy and business casual dress code

We celebrate diversity as one of our core values. Join c-a-r-e and lead change initiatives together with us!