Senior Director, Sales Development, SDRs
Instructure
full-time
Posted on:
Location Type: Remote
Location: Remote • Utah • 🇺🇸 United States
Visit company websiteJob Level
Senior
About the role
- Define and execute the comprehensive global Sales Development strategy, ensuring alignment across multiple product lines, complex sales cycles, and target customer segments.
- Deliver against quarterly and annual pipeline generation targets, focusing on improving the predictability and conversion rates of qualified opportunities (SQOs) into closed-won business.
- Own the SDR outreach methodology, continuously developing and refining high-impact outbound sales plays, personalization tactics, and sequencing strategies to penetrate target accounts effectively.
- Provide executive leadership and mentorship to the management team within the 40-person SDR organization, ensuring leadership consistency and execution alignment across all geographies.
- Establish and enforce scalable processes, uniform KPIs, and disciplined forecasting methodologies to drive efficiency across the global team.
- Champion data fluency, leveraging advanced analytics to inform outreach strategy, optimize resource allocation, and drive continuous improvement in qualification and conversion metrics.
- Own the adoption, utilization, and optimization of the core sales technology stack, ensuring maximum SDR productivity and accurate data integrity.
- Build a high-performance culture that prioritizes daily coaching and enablement. Ensure clear, motivating pathways for career growth from SDR to management and into Account Executive roles.
- Partner closely with Marketing, Sales, and RevOps to ensure seamless handoff processes, consistent messaging, and aligned go-to-market strategies that accelerate revenue across the entire organization.
Requirements
- 10+ years of sales leadership experience, including significant, verifiable experience leading B2B Sales Development/Lead Generation organizations of 40+ team members or more.
- Proven success managing a team of managers and scaling multi-product, multi-cycle, inbound and outbound SDR teams in B2B environments.
- Deep expertise in developing and executing high-velocity and strategic outbound and inbound Sales Development motions to identify and qualify target customer profiles.
- Hands-on experience implementing, administering, and optimizing sales engagement platforms (Outreach, Salesloft), ABM tools (Demandbase, 6sense), and CRM systems (Salesforce).
- Extensive experience managing geographically distributed teams across multiple regions and time zones, with a strong emphasis on global alignment and local market nuance.
- Exceptional communication, executive presence, influence, and change management skills.
- SaaS or Enterprise technology industry experience is strongly preferred.
Benefits
- Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success.
- Flexible schedules and a remote-friendly culture, with hybrid or onsite work options available in some regions for specific roles
- Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs.
- Comprehensive wellness programs and mental health support
- Annual learning and development stipends to support your growth
- The technology and tools you need to do your best work — typically a Mac, with PC options available in some locations
- Motivosity employee recognition program
- A culture rooted in inclusivity, support, and meaningful connection
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
sales development strategypipeline generationoutbound sales playssales forecasting methodologiesdata fluencyanalyticssales engagement platformsABM toolsCRM systemsB2B sales development
Soft skills
leadershipmentorshipcommunicationexecutive presenceinfluencechange managementcoachingteam buildingstrategic thinkingcollaboration