Director, Sales Development

Kahua•Alpharetta, GA

5d•Onsite

About The Position

Kahua is hiring a Director of Sales Development to lead its Sales Development team from its Avalon office in Alpharetta, Georgia. The role oversees Sales Development Representatives (SDRs) and Sales Development Managers, reports to the Vice President of Revenue Growth, and owns the pipeline and performance delivered by the team. The director will shape the next stage of Sales Development at Kahua, setting standards for prospecting, coaching, hiring, and employee development while building on an existing team, technology stack, and executive support. The position calls for a people-first leader who develops managers and SDRs, fosters an engaged and inclusive team, and builds continuous improvement into the organization’s operating practices. The director will use data, feedback, AI, and sales technology to improve effectiveness while maintaining quality and responsible use. They will establish career paths, recruiting and onboarding programs, performance measures, and the operating rhythm for territories, account assignments, prospecting, and qualification. The director will partner across Sales, Marketing, Revenue Operations, Finance, HR, and Enablement on targets, handoffs, campaigns, capacity, headcount, and compensation. They will report on activity, conversion, pipeline, and team health; maintain Salesforce data quality for forecasting; and communicate market feedback about buyers and messaging. Kahua identifies its core values as Customer Focus, Teamwork, Performance, Continuous Improvement, and Work-Life Balance, and states its commitment to equal employment opportunities and a diverse, inclusive workforce.

Requirements

At least 5 years of experience leading SDR/BDR teams, including managers or a team of 10 or more SDRs.
Proven track record managing and developing successful sales development teams.
Experience with sales development methodologies and best practices.
Experience with Salesforce, Gong, and modern sales development tools.
Demonstrated leadership and people-management skills, including coaching, mentoring, and developing team members.
High integrity, strong work ethic, and commitment to excellence.
Business acumen and ability to understand and navigate strategic sales.
Strong collaboration and relationship-building skills across cross-functional teams.
Ability to balance operational execution with longer-term process improvements.
Strong organizational, communication, and project-management skills.
Commitment to exceptional internal customer service and operational excellence.
Alignment with Kahua’s core values of Teamwork, Customer Focus, Continuous Improvement, Performance, and Work-Life Balance.
Bachelor’s degree from an accredited university or college, or equivalent professional experience.

Nice To Haves

Sales development leadership in B2B SaaS, PaaS, or enterprise software, particularly construction technology or complex, multi-stakeholder sales.
Quantified sales development leadership results, including pipeline generated, conversion gains, and reduced ramp time.
Experience carrying an individual quota in B2B sales.
Track record of promoting SDRs into closing, customer success, marketing, or leadership roles.
Experience building hiring, onboarding, and career-path programs from the ground up.
Experience adopting AI-assisted prospecting tools and deploying them across a team.
Ability to communicate clearly with both SDRs and executives, including on forecast calls.

Responsibilities

Lead through SDR Managers, set expectations, coach and develop them, and hold them accountable for engaged, inclusive, high-performing teams.
Make engagement, recognition, retention, and team health part of the team’s outcomes.
Evaluate SDR processes, structure, performance, and results; use data and feedback to identify issues, test improvements, and scale what works.
Use AI and sales technology to improve research, personalization, workflow, coaching, and reporting, with responsible use and clear measures of impact.
Coach and develop SDR Managers and SDRs through live call coaching, weekly one-on-ones, Gong call reviews, and skill-based training; maintain a visible daily presence on the floor.
Build and run an SDR career path from ramp through potential promotion into Account Executive, Customer Success, Marketing, or leadership roles.
Recognize strong performance publicly and specifically.
Own SDR recruiting with HR, including sourcing, interview design, and offers.
Design onboarding and ramp programs with Enablement to help new SDRs become productive and confident quickly.
Own Sales Development results for meetings held, opportunities created, and pipeline generated.
Define the operating rhythm, including territories, account assignment, prospecting standards, and qualification criteria.
Partner with Account Executives, Sales leadership, Marketing, Revenue Operations, and Finance on target accounts, handoffs, campaign design, capacity planning, headcount, and SDR compensation.
Report weekly to Revenue leadership on activity, conversion, pipeline, and team health, including context behind the numbers.
Maintain Salesforce data quality sufficient for accurate forecasting.
Bring market feedback to Kahua, including buyer perspectives and feedback on messaging.