Anomali

Director, Global Sales Development

Anomali

full-time

Posted on:

Location Type: Remote

Location: Texas • United States

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Job Level

Lead

Tech Stack

Cyber Security

About the role

  • Build, lead, and scale global SDR teams aligned to Enterprise, Mid-Market, Partner, and Public Sector (SLED) segments
  • Own inbound SDR workflows, including lead routing, lead-to-speed SLAs, and rigorous qualification standards
  • Ensure SDR output consistently translates into high-quality pipeline and closed revenue
  • Co-own the definition, refinement, and operationalization of Anomali’s ICP
  • Partner cross-functionally with Sales, Product, Engineering, Marketing, Channel, and RevOps
  • Translate ICP insights into SDR targeting, account prioritization, outbound plays and inbound qualification.
  • Design and operationalize an AI-first SDR motion to increase productivity and conversion
  • Own implementation and daily usage of Nooks AI Dialer for call efficiency, coaching, and insights
  • Own Nooks AI Prospector as the core outbound intelligence engine for ICP-aligned targeting, signal-based prospecting, and personalization at scale
  • Build and maintain SDR playbooks covering:
  • ICP-based segmentation and prioritization
  • Persona-driven messaging and talk tracks
  • Multichannel sequences (phone, email, LinkedIn)
  • Objection handling, qualification, and AE handoff
  • Apply modern SDR plays including intent-led outbound, champion reactivation, competitive takeout, and partner-assisted motions
  • Apply direct selling experience to ensure SDR execution reflects real enterprise and mid-market deal dynamics
  • Leverage channel selling experience to build partner-sourced pipeline across MSPs, MSSPs, SIs, distributors, and resellers
  • Support partner recruitment, activation, and co-sell motions
  • Lead SDR strategy for Federal, State, and Local Government, with experience booking meetings with government officials
  • Ensure SDR execution aligns with Challenger, Sandler, MEDDPICC, and Command of the Message
  • Implement champion tracking using Boomerang or UserGems
  • Own SDR funnel performance in Salesforce, including speed-to-lead, conversion rates, pipeline sourced, and ROI
  • Apply a left-brain / right-brain mindset—combining data-driven analysis with creative experimentation
  • Continuously test and refine messaging, sequences, AI workflows, and qualification criteria
  • Scale what works into repeatable, predictable SDR processes

Requirements

  • 10+ years in Sales, Sales Development, or GTM leadership roles
  • Proven background in direct enterprise and mid-market B2B SaaS selling and channel selling experience required
  • 3+ years of experience building, leading and growing SDR and quota-carrying global sales teams in a relevant cybersecurity space.
  • Hands-on experience with Nooks AI Dialer and Nooks AI Prospector, Gong, Marketo, LI Sales Nav, 6thSense or comparable tools
  • Strong command of modern sales methodologies and pipeline discipline
  • Experience engaging Federal and State government buyers
  • Highly analytical, operationally strong, and cross-functionally effective
  • Candidates local to our Redwood City, CA HQ will be expected to work a hybrid schedule onsite.
  • This position is not eligible for employment visa sponsorship. The successful candidate must not now, or in the future, require visa sponsorship to work in the US
Benefits
  • Equal Opportunities Monitoring
  • Special assistance or accommodation to apply for a posted position
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales developmentB2B SaaS sellingSDR team leadershippipeline managementdirect sellingchannel sellingdata analysisqualification criteriamultichannel sequencesobjection handling
Soft Skills
analyticaloperationally strongcross-functional collaborationcreative experimentationleadershipcommunicationstrategic thinkingproblem-solvingadaptabilityteam building