Senior Director, Global Sales Development

iCert Global

Icertis, an AI-powered contract intelligence company, seeks a senior leader to scale global SDR operations. Driving enterprise pipeline creation, AI-enabled growth plays, manager development, and strategic account engagement.

Posted 8/14/2026full-timeRemote • Virginia • 🇺🇸 United StatesSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive experience in building and scaling SDR organizations, with a strong focus on pipeline generation, funnel management, and performance metrics. Proficient in leveraging AI and modern sales technologies to enhance account engagement and drive predictable revenue growth.

Highest-signal resume keywords

Enterprise SaaS Sales DevelopmentFunnel ManagementCoaching ExpertiseSalesforce ProficiencyAI Application in Sales Development

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Pipeline GenerationConversion MetricsPerformance InspectionAccount-Based Marketing (ABM)GTM Play-Based Operating ModelsOpportunity ManagementCapacity PlanningExecutive OutreachStrategic Account EngagementSales Cycle Management

Soft Skills

CoachingAccountabilityCuriosityResilienceOperational Excellence

Tools & Technologies

Salesforce6senseDemandbaseOutreachSalesloftGongLinkedIn Sales NavigatorZoomInfoMarketoHubSpot

Industry Keywords

B2B SaaSSDR OperationsGrowth MarketingRevOpsCustomer SuccessPartner ProgramsAccount EngagementPipeline MotionsComplex Enterprise SalesGlobal SDR Teams

About the role

Key responsibilities & impact

Build a global SDR operating model spanning inbound qualification, outbound prospecting, account-based motions, partner programs, and expansion opportunities
Align SDR efforts with GTM plays, target accounts, industry priorities, and Enterprise Sales objectives
Measure pipeline quality, conversion, progression, and revenue impact
Own SDR-sourced and SDR-influenced pipeline with Growth Marketing, Sales, RevOps, Product Marketing, Alliances, and Customer Success
Improve account engagement, meeting quality, qualified pipeline creation, opportunity acceptance, and conversion rates
Establish Sales and Marketing feedback loops to improve targeting, messaging, and campaign performance
Support Icertis’ Growth pod structure and priority GTM plays
Build playbooks for account targeting, persona strategy, messaging, qualification, and opportunity handoff
Apply AI across account research, signal identification, personalization, call preparation, coaching, and follow-up
Create AI playbooks, prompt libraries, quality standards, and inspection routines
Recruit, develop, and retain SDR managers and teams
Establish onboarding, coaching, performance management, career development, and succession planning programs
Personally participate in account planning, executive outreach, pipeline creation, and coaching for complex opportunities
Build a culture of accountability, curiosity, resilience, and operational excellence
Reposition SDR as a strategic account engagement engine and build a predictable, scalable pipeline creation engine

Requirements

What you’ll need

10+ years of enterprise SaaS sales development, pipeline generation, inside sales, or growth experience
Proven success building, scaling, or transforming SDR organizations
Strong knowledge of funnel management, conversion metrics, forecasting, capacity planning, and performance inspection
Hands-on coaching expertise across research, messaging, prospecting, qualification, and opportunity management
Experience partnering with Sales, Marketing, RevOps, Alliances, Customer Success, and executive stakeholders
Familiarity with Salesforce and modern sales and marketing technologies, including 6sense, Demandbase, Outreach, Salesloft, Gong, LinkedIn Sales Navigator, ZoomInfo, Marketo, and HubSpot
Practical experience applying AI to sales development and pipeline generation
Preferred: experience in a $250M+ ARR B2B SaaS environment
Preferred: background with ABM, GTM play-based operating models, or Growth pod structures
Preferred: experience supporting complex enterprise sales cycles and strategic accounts
Preferred: experience with partner-led pipeline motions involving Microsoft, SAP, Accenture, Deloitte, or PwC
Preferred: experience strengthening SDR operational cadence, conversion discipline, and manager coaching
Preferred: experience leading global or distributed SDR teams

Benefits

Comp & perks

Supporting employees’ and their families’ physical, mental, and financial well-being
Accelerating Icertians’ careers
Making a social and environmental impact in our communities
Diversity, equity, inclusion, and belonging (DEIB) programs
Generous holidays, including the 4th of July week off (paid)
Free professional and leadership coaching
Annual personal development allowance
Robust medical, dental, vision, and mental health benefits
Employee Assistance Program (EAP)
Equity (RSUs) and shared ownership in the company
Generous 401(k) match
Flexible work environment
Paid maternity and paternity leave
Generous holiday and PTO program
CaaS (Coaching as a Service)
7 Days for Humanity – seven paid volunteer days annually
Global and regional DEIB steering committees and employee resource groups (ERGs)
Global DEIB training programs and guest speakers throughout the year
Annual sales target incentive bonus
Base salary and equity component included in the compensation package