Director of Sales Development

Facilities Management Express•Columbus, OH

2h•Remote

About The Position

The Director, Sales Development is a high-impact leadership role responsible for owning the entire sales development function at FMX. You will drive pipeline growth and set the strategy for how our SDR teams engage and qualify prospects. Reporting to the Senior VP of Sales, you will lead all top-of-funnel sales resources by directly managing the SDR Managers. This role acts as the primary point of contact with Marketing, Sales, and Business Operations to ensure a seamless process. It requires a blend of strategic thinking, sales process knowledge, and team development to ensure the SDR teams are targeting the right accounts, using the right messaging, and converting high-quality opportunities for the Account Executive team in the K-12, Higher Education, and State/Local Government sectors.

Requirements

5+ years of experience leading sales development or inside sales teams, preferably in a SaaS or tech environment
2+ years managing SDR managers or team leads, with a proven ability to lead through leaders
Strong understanding of SDR pipeline metrics, sales funnels, lead qualification frameworks (e.g., MEDDPICC), and conversion optimization
Deep experience working in partnership with Sales, Marketing, and RevOps to execute full-funnel strategies
Track record of building and scaling SDR teams across multiple segments (e.g., verticals, inbound/outbound)
Excellent coaching and mentoring skills, with a passion for developing future sales talent
Proficiency with modern sales tools and systems, including Salesforce, Hubspot, Salesloft, Gong, or similar
Strong communication, organizational, and leadership skills
Experience building outbound and inbound strategies with a clear understanding of persona-based messaging
Data-driven and analytical with a bias for process improvement and operational scale
Comfortable working in a fast-paced, high-growth environment with shifting priorities
Enthusiastic, collaborative, and highly motivated to contribute to team and company goals
A match with our core pillars: Teamwork, Excellence, and Integrity

Responsibilities

Lead and manage the entire Sales Development function at FMX, overseeing two SDR teams through their respective managers
Set and refine the overall SDR strategy, including segmentation, messaging, KPIs, compensation planning, and alignment with GTM priorities
Partner closely with the Senior VP of Sales to ensure SDR goals and performance support revenue targets
Drive the strategy for outbound and inbound pipeline creation, including territory assignments, outreach cadences, and conversion benchmarks
Hire, train, coach, and retain top SDR leadership talent, while fostering a high-performance, results-driven culture
Ensure SDR Managers have the resources, structure, and support they need to lead high-performing teams
Collaborate with Marketing and BizOps on lead quality, funnel metrics, and campaign performance
Work cross-functionally to continuously optimize how leads are generated, handed off, and converted across the customer journey
Own forecasting and reporting of SDR-sourced pipeline performance by segment and rep
Introduce and maintain scalable processes and tools (e.g., Salesforce, Salesloft, Gong) to maximize SDR productivity and visibility
Foster a culture of coaching, development, accountability, and collaboration across all SDR teams
Track key metrics such as call/email activity, qualification rate, conversion to opportunities, and pipeline velocity
Identify new strategies for talent development and upward mobility from SDR into other revenue roles
Support strategic initiatives such as industry-focused campaigns, ABM, and vertical-specific outreach tactics

Benefits

100% company-paid health, dental, and vision insurance.
At FMX we are remote first, but you’re welcome to use our office as you need.
We have one all-company event each year to ensure that you can put a face to that name and establish high-trust relationships with your teammates and co-workers.
When you’re in the office, you can take advantage of our free snacks, beverages, and office kegerator.
We’ll give you everything necessary to do your job (company-sponsored laptop, headset, etc.).
We will also provide up to $500 to help with equipment, furniture, and accessories.
You will also get $60/month toward your home internet connection.
Generous PTO and UTO (unplanned time off) policies: If you’re sick, why should that cut into your vacation time?
We offer a flexible schedule to help you manage personal appointments, such as doctor or dentist visits, as long as you're meeting performance expectations and project timelines.
Feel free to keep it casual, we do.
You’ll enjoy a collaborative culture and a close-knit team: We're a team of hard-working, high-fiving, friendly folks. We take collaboration, transparency, continuous improvement, and work/life balance seriously.
This position offers a base salary and a Company Performance Bonus.
401(k) and medical / dental / vision / short and long term disability / life insurance