Sales Development Representative
Softcard (acquired by Google)
Director, Sales Development
Censys
full-time
Posted on:
Location: 🇺🇸 United States
Visit company websiteJob Level
Lead
About the role
- Business owner of Censys’ top-of-funnel pipeline; set strategy, lead execution, and ensure alignment across Sales, Marketing, and Revenue Operations to deliver predictable growth.
- Report directly to the Chief Revenue Officer (CRO) and serve as the primary point of contact for all SDR performance updates, forecasts, and strategic initiatives.
- Drive global pipeline strategy, generation, and quality to support ARR goals.
- Recruit, develop, and lead a high-performing SDR team with clear career paths and comp plans that motivate.
- Own SDR tools, workflows, and playbooks to maximize efficiency and predictability.
- Advance how SDRs leverage AI in prospecting, pipeline creation, and reporting.
- Partner with Revenue Operations to develop pipeline KPI’s and insights on SDR performance and pipeline trends.
- Design and manage SDR compensation models, productivity benchmarks, and hiring plans.
- Collaborate with Marketing to drive campaign strategy and execute on campaigns, and partner with Sales to optimize demand campaigns and conversions.
- Continuously refine outbound and inbound motions, ensuring the SDR function is a growth engine for the business.
Requirements
- 5+ years managing high performing sales development teams in B2B SaaS environment
- Proven success leading global SDR organizations
- Experience designing and executing outbound motions and pipeline strategies
- Strong reporting, forecasting, and executive communication skills
- Passion for developing people, building culture, and aligning teams to business outcomes
