Censys

Sales Development Rep

• 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.

Director, Sales Development