Director, Sales Development
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Job Location:
Mountain View, CA - USA
Monthly Salary:
Not Disclosed
Posted on:
14 hours ago
Vacancies:
1 Vacancy
Job Summary
Role Overview
We are seeking a Director of Sales Development to own and scale top-of-funnel pipeline generation across Enterprise and Commercial segments in AMER. This leader will drive performance across both inbound and outbound motions with a strong emphasis on modern AI-enabled outbound sales alignment and disciplined execution.
Reporting directly to the AVP of Global Sales Development this role leads a team of 22 SDRs through three frontline managers and serves as a key member of the Revenue organization. This is a highly visible leadership role for a builder-operator who brings strong judgment urgency and a clear point of view.
What Youll Own
Pipeline & Performance
- Own and optimize top-of-funnel KPIs including lead conversion sales acceptance meeting quality and qualified pipeline creation.
- Diagnose performance trends using funnel metrics identify root causes and implement corrective action plans.
- Ensure SDR efforts are tightly aligned to revenue outcomes not just activity or volume.
- Own KPI tracking pipeline forecasting and operating cadences including regular business reviews and performance inspection.
Inbound & Outbound Strategy
- Develop and execute scalable inbound and outbound sales development strategies across Enterprise and Commercial segments.
- Own end-to-end execution of key initiatives from strategy through launch adoption and impact measurement.
- Build and continuously improve modern outbound motions including targeting messaging sequencing and experimentation.
- Lead adoption of AI tooling workflows and cadences that materially improve SDR productivity quality and engagement.
- Oversee the SDR tech stack to ensure effective adoption optimization and measurable impact.
AI Innovation & Enablement
- Own the vision and execution for AI-enabled sales development leveraging the SDR organizations unique position at the forefront of prospecting engagement and signal adoption.
- Partner with internal teams to pilot operationalize and scale AI-driven workflows tools and insights that improve productivity prioritization and pipeline quality.
- Drive adoption by translating AI capabilities into clear processes manager coaching and rep-level execution ensuring innovation leads to measurable impact.
- Establish feedback loops to assess what works iterate quickly and inform broader GTM and revenue innovation efforts.
Sales & Marketing Alignment
- Partner closely with Sales and Marketing leadership to align on lead quality ICP targeting routing and handoff processes.
- Act as a trusted thought partner to Sales leaders proactively resolving friction and ensuring SDR priorities remain aligned to field needs.
- Represent the SDR organization confidently in cross-functional and senior-leader forums.
- Anticipate GTM dependencies and proactively partner across Sales Marketing RevOps and Enablement to improve execution and pipeline predictability.
Leadership & Coaching
- Provide director-level leadership to frontline SDR managers enabling them to coach effectively inspect performance rigorously and raise the bar across their teams.
- Establish clear operating rhythms accountability standards and execution cadences to ensure initiatives land scale and stick.
- Build a culture of urgency healthy competition and continuous improvement.
Talent & Organization Building
- Own the people strategy for the AMER SDR organization including hiring development and succession planning.
- Attract and retain top talent while building a strong internal bench of future leaders.
- Ensure clear career paths and readiness for SDRs progressing into sales and leadership roles.
What Were Looking For & Experience Profile
- 5 years leading SDR or Sales Development teams with a consistent track record of exceeding pipeline and performance targets.
- Proven people leader who sets clear direction operates with urgency and leads effectively through managers.
- Deep expertise in coaching and developing SDR talent with a strong history of building internal mobility and future leaders.
- Strong analytical and operational rigor with the ability to diagnose funnel issues and drive measurable improvement.
- Strategic operator with experience designing scaling and optimizing inbound and outbound pipeline-generation programs.
- Trusted cross-functional partner with the ability to influence and align Sales Marketing RevOps and Enablement.
- Ability to lead and execute cross-functional initiatives end-to-end from strategy through adoption.
- Comfortable leveraging modern sales technology and AI-enabled tools to improve execution and outcomes.
- Bachelors degree in Business Marketing or related field; MBA or advanced degree preferred but not required.
Required Experience:
Director
Key Skills
- Fundraising
- Management Experience
- Biotechnology
- Clinical Development
- Clinical Trials
- Research & Development
- Training & Development
- Grant Writing
- Economic Development
- Leadership Experience
- Public Speaking
- Product Development
About Company
A group of defense and intelligence experts saw savvy attackers compromising endpoints seemingly at will. Traditional approaches failed to provide sufficient protection. They founded SentinelOne to develop a dramatic new approach to endpoint protection. It’s one that applies AI and ma ... View more
