Director, Global Sales Development - Enterprise SaaS (Remote US)
About The Position
Anomali is seeking a Director, Global Sales Development to build and manage a team of Sales Development Representatives (SDRs). These SDRs are responsible for meeting and exceeding sales quotas through effective inbound lead follow-up, outbound calls, opportunity identification, pipeline creation, and upsell/cross-sell activities. The role involves owning global SDR teams aligned to various market segments, managing inbound SDR workflows, and ensuring SDR output translates into high-quality pipeline and revenue. A key aspect of this role is defining and operationalizing Anomali’s Ideal Customer Profile (ICP) and partnering cross-functionally with Sales, Product, Engineering, Marketing, Channel, and RevOps. The position also requires designing and implementing an AI-first SDR motion, utilizing tools like Nooks AI Dialer and Nooks AI Prospector to enhance productivity and targeting. Building and maintaining SDR playbooks, applying modern sales plays, and ensuring SDR execution aligns with modern sales methodologies are also critical responsibilities. The role requires direct selling experience in enterprise and mid-market B2B SaaS, channel selling experience, and experience supporting partner-sourced pipeline. Additionally, the Director will lead SDR strategy for government sectors and ensure SDR funnel performance is tracked and optimized using tools like Salesforce and Boomerang or UserGems. Success in this role will be measured by an AI-enabled SDR organization with strong lead-to-speed and qualification rigor, a clearly defined ICP, and predictable, high-quality pipeline conversion.
Requirements
- 10+ years in Sales, Sales Development, or GTM leadership roles
- Proven background in direct enterprise and mid-market B2B SaaS selling and channel selling experience required
- 3+ years of experience building, leading and growing SDR and quota-carrying global sales teams in a relevant cybersecurity space
- Hands-on experience with Nooks AI Dialer and Nooks AI Prospector, Gong, Marketo, LI Sales Nav, 6thSense or comparable tools
- Strong command of modern sales methodologies and pipeline discipline
- Experience engaging Federal and State government buyers
- Highly analytical, operationally strong, and cross-functionally effective
- Candidates local to our Redwood City, CA HQ will be expected to work a hybrid schedule onsite.
- This position is not eligible for employment visa sponsorship. The successful candidate must not now, or in the future, require visa sponsorship to work in the US
Responsibilities
- Build, lead, and scale global SDR teams aligned to Enterprise, Mid-Market, Partner, and Public Sector (SLED) segments
- Own inbound SDR workflows, including lead routing, lead-to-speed SLAs, and rigorous qualification standards
- Ensure SDR output consistently translates into high-quality pipeline and closed revenue
- Co-own the definition, refinement, and operationalization of Anomali’s ICP
- Partner cross-functionally with Sales, Product, Engineering, Marketing, Channel, and RevOps
- Translate ICP insights into SDR targeting, account prioritization, outbound plays and inbound qualification
- Design and operationalize an AI-first SDR motion to increase productivity and conversion
- Own implementation and daily usage of Nooks AI Dialer for call efficiency, coaching, and insights
- Own Nooks AI Prospector as the core outbound intelligence engine for ICP-aligned targeting, signal-based prospecting, and personalization at scale
- Build and maintain SDR playbooks covering: ICP-based segmentation and prioritization, Persona-driven messaging and talk tracks, Multichannel sequences (phone, email, LinkedIn), Objection handling, qualification, and AE handoff
- Apply modern SDR plays including intent-led outbound, champion reactivation, competitive takeout, and partner-assisted motions
- Apply direct selling experience to ensure SDR execution reflects real enterprise and mid-market deal dynamics
- Leverage channel selling experience to build partner-sourced pipeline across MSPs, MSSPs, SIs, distributors, and resellers
- Support partner recruitment, activation, and co-sell motions
- Lead SDR strategy for Federal, State, and Local Government, with experience booking meetings with government officials
- Ensure SDR execution aligns with Challenger, Sandler, MEDDPICC, and Command of the Message
- Implement champion tracking using Boomerang or UserGems
- Own SDR funnel performance in Salesforce, including speed-to-lead, conversion rates, pipeline sourced, and ROI
- Apply a left-brain / right-brain mindset—combining data-driven analysis with creative experimentation
- Continuously test and refine messaging, sequences, AI workflows, and qualification criteria
- Scale what works into repeatable, predictable SDR processes
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
