Director of Sales Development

OpenWorks • Phoenix, AZ

5h

About The Position

Openworks is a dynamic and innovative company that prides itself on fostering a culture of continuous learning and development. With 40 years in business, OpenWorks has earned year-over-year recognition on the Inc. 5000 and Franchise 500 fastest-growing organizations list. We are committed to empowering our employees and enhancing their skills to drive success in all aspects of sales and customer engagement.
We are looking for a Director, Sales Development to build and operate OpenWorks’ SDR function end-to-end. This is a founding, “builder/operator” leadership role responsible for creating the systems, processes, and coaching standards that turn inbound interest and targeted outbound prospecting into predictable, increasing opportunity creation.
You will own routing and SLAs, the MQL → SDR → AE workflow, SDR→MAE handoffs, sequences and enablement, reporting, onboarding, and quality standards—partnering tightly with RevOps, Marketing, and MAE leadership to scale our repeatable pipeline engine.
Reporting & Team: This role reports to the Chief Revenue Officer (CRO) and will initially lead a team of 4 SDRs, with expected growth to 6–8 SDRs as the program scales.
Hands-on Builder Expectation: This is a hands-on builder role for the first 6–12 months; expect to design, test, and implement workflows while simultaneously leading and coaching the team.

Requirements

• 5+ years in B2B sales development / revenue generation, including leading SDR/BDR teams and partnering closely with AEs, Marketing, and RevOps.
• Proven track record building or scaling an SDR program with measurable impact on pipeline (meetings held, opportunities created, conversion rates, and revenue attribution).
• Strong operator mindset: ability to design and run routing, SLAs, handoffs, qualification standards, and governance with high adoption.
• Comfortable being hands-on in the build phase - able to create the playbook, implement it, and coach to it.
• Built or scaled an SDR org from early-stage (0–X or X→2X+), including hiring, onboarding, ramp, and performance management.
• Personally owned or led implementation of HubSpot routing/workflows, lifecycle stages, handoffs, and dashboards (or equivalent CRM ops ownership).
• Built or scaled a Gong QA/coaching program (call review cadence, scorecards, coaching plans, competency development).
• Built a repeatable outbound + inbound conversion system: sequences, scripts, objections, channel mix, and experimentation/testing discipline.
• Created an enablement and content library in Seismic (or similar) for consistent execution across reps.
• Experience running multi-motion plays (SDR-owned accounts + coordinated plays on AE-owned accounts).
• Familiarity with ZoomInfo and LinkedIn Sales Navigator at scale.
• Experience with capacity modeling (SDR ramp curves, coverage models, pipeline targets tied to AE capacity).

Responsibilities

• Architect and run the inbound engine: Own inbound routing, speed-to-lead SLAs, and workflow design in HubSpot; implement and continuously optimize the MQL → SDR → MAE handoff, governance, and dashboards.
• Build repeatable inbound + outbound motions: Stand up SDR plays across SDR-owned accounts and coordinated prospecting on AE-owned accounts, leveraging ZoomInfo and LinkedIn Sales Navigator to drive consistent opportunity creation.
• Create the messaging and sequencing system: Build, standardize, and iterate on sequences, talk tracks, objection handling, and channel mix; maintain a best-in-class Seismic enablement library (email, call, voicemail, social).
• Establish quality and coaching as a system: Implement a durable Gong QA and coaching cadence (call reviews, scorecards, weekly skill themes, live coaching) that improves conversion and consistency—not just activity.
• Define and enforce qualification and handoff standards: Operationalize and govern “Qualified Meeting Held” standards (AE-attended + qualified opportunity) with clear stage discipline and accountability.
• Drive cross-functional alignment with Marketing and RevOps: Partner with Marketing on MQL quality and conversion improvements; partner with RevOps on workflow automation, reporting integrity, and data hygiene to ensure reliable attribution and decision-making.
• Own reporting and performance management: Build a weekly operating scorecard that ties activity → meetings → stage conversion → proposals → wins → attributed revenue, translating data into coaching priorities and execution plans.
• Build onboarding, certifications, and career paths: Create onboarding and ramp programs, role certifications, and ongoing enablement that drive faster time-to-productivity and consistent performance across the team.
• Plan capacity and scale responsibly: Develop and execute the SDR staffing plan, ramp model, and targets to scale pipeline until AE capacity becomes the constraint; publish forward-looking capacity recommendations.
• Run the operating cadence: Establish the weekly/biweekly rhythms that keep the system tight—SDR–AE syncs, governance, sequence testing, and continuous improvement—ensuring the SDR function runs predictably at scale.

Benefits

• Own a founding Director role with the mandate and autonomy to build OpenWorks’ SDR “machine” from the ground up.
• Directly influence growth by scaling predictable opportunity creation and improving downstream conversion through consistent qualification and stage discipline.
• Work cross-functionally with Marketing, RevOps, and MAE leadership to create a truly integrated inbound + outbound pipeline engine.
• Join a forward-thinking, inclusive environment with strong benefits and opportunities for career growth.
• Contribute to projects and initiatives that directly shape our company’s success.
• Collaborate with diverse teams and stakeholders across the organization.
• Competitive compensation, benefits, and the opportunity to grow your career in a forward-thinking and inclusive environment.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed