Head of Sales Development

Exa is building a search engine for the AI era. Our Search API powers Agents Fortune 500s and AI labs as we transform an industry that hasnt been disrupted since the 90s. Were a largely SF-based team of 100 from Harvard MIT Meta Google Research ex-founders and dropouts alike.

We recently raised an $85M Series B from Benchmark and were rapidly building the most intelligent search engine in history. Were high agency low-ego and united by the feeling that this is one of the last problems worth getting right.

The Head of Sales Development will build lead and continuously evolve Exas SDR organization to support rapid growth. Youll own pipeline generation strategy across inbound and outbound motions develop high-impact teams and leaders and ensure operational excellence across the SDR function.

This role partners deeply with Sales Marketing and RevOps to align on pipeline quality coverage and execution scaling a best-in-class sales development engine. This is hands-on high-ownership work. Youll build from zero and scale fast.

• Exas global Sales Development strategy and operating model including outbound and inbound motions capacity planning segmentation and coverage to support company revenue goals.

• Building scaling and leading a high-performing SDR organization. Setting the bar for talent leadership expectations and long-term succession planning.

• Establishing a data-driven growth engine. Using performance analytics and continuous optimization to improve pipeline quality conversion rates and efficiency.

• Creating and sustaining a culture of excellence accountability and operational rigor. Aligning performance management coaching frameworks and standards across the team.

• Designing compensation incentive and recognition programs that drive consistent over-performance while aligning SDR behavior to revenue and pipeline priorities.

• Developing future revenue leaders. Implementing career paths readiness frameworks and promotion criteria.

• SDR performance reporting and forecasting. Defining KPIs SLAs and dashboards that give executive leadership clear visibility and inform strategic decisions.

• Cross-functional partnership with Marketing RevOps and Sales Leadership to align demand generation territory strategy tooling and process improvements.

• Hands-on by default. Youve personally managed MDM configured SSO run cables and set up conference rooms. You dont outsource the details.

• Security-minded. You think about access controls compliance and risk without being asked. SOC2 and IAM arent acronyms you have to look up.

• Operationally obsessed. You notice when something is broken before anyone else does and you fix it without making it a big deal.

• A great onboarding partner. New hires have a smooth first day because of you. Youve built onboarding and offboarding processes that actually work at scale.

• Comfortable with ambiguity and building from zero. High grit high ownership.

• Excited to advocate for Exa. You care deeply about building the infrastructure that lets us build perfect search.

• 7 years of sales / SDR leadership experience in a high-growth technology company.

• Located in the San Francisco Bay Area and willing to commute to the office a minimum of 2x per week.

• Deep understanding of modern SDR processes and tools such as Outreach Gong LinkedIn Sales Nav 6sense and Zoominfo.

• Experience executing an outbound multichannel strategy.

• Consistent track record of exceeding quota while both leading a team and as an individual contributor.

• Strong analytical experience with managing pipeline goals and forecasting.

This is an in-person opportunity in the San Francisco Bay Area or New York City Metro. Were big believers in in-person addition to premium healthcare benefits (medical dental vision) we also offer fertility benefits and a monthly wellness stipend to all of our employees

Exa is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race creed color religion sex sexual orientation gender identity or expression national origin disability age veteran status marital status pregnancy or related conditions criminal histories consistent with applicable law or any other basis protected by applicable law.

Required Experience:

Director