Director, Sales Development

LinkedIn•New York, NY

4d•Hybrid

About The Position

The Director, North America Sales Development is a quota-carrying leadership role responsible for driving pipeline generation and bookings impact across the North America market. This leader will own the performance, scale, and operating effectiveness of a large, distributed Sales Development organization spanning inbound and outbound. This role requires a business leader who can deliver consistent execution while driving step-change improvements in productivity, pipeline quality, and conversion efficiency. The Director will define and operationalize scalable coverage models, outreach strategies, and lead management frameworks that increase speed-to-engagement and improve top-of-funnel performance. A critical component of the role is leveraging AI and automation to improve operating leverage, enhance prospect engagement, and enable teams to focus on the highest-value activities. The Director will be accountable for identifying, piloting, and scaling capabilities that deliver measurable gains in productivity, pipeline generation, and customer outcomes. This leader will partner closely with Marketing, Sales, Strategic Finance, Enablement, and Sales Operations, while building and developing a strong multi-layer leadership organization.

Requirements

8+ years in sales leadership or sales operations leadership, with experience in Sales Development or a related GTM function
3+ years leading Managers
Demonstrated experience driving AI adoption or transformation within a sales or GTM organization
Experience launching or scaling new GTM motions
Track record of building efficient, high-performing teams in ambiguous, build-mode environments

Nice To Haves

Experience leading large, distributed Sales Development or inside sales organizations
Familiarity with AI-powered sales tools, automation platforms, and modern SD tech stacks
Strong cross-functional partnership experience with Sales, Marketing, Strategic Finance, and Product
Demonstrated ability to design and scale experimentation programs that translate into repeatable operating models

Responsibilities

Own North America Sales Development quota attainment, pipeline generation targets, and forecast accuracy
Define and execute pipeline generation strategies that improve prospect engagement rates, conversion efficiency, and handoff effectiveness to AEs
Increase productivity and pipeline impact through optimized coverage models, targeting strategies, and outreach effectiveness
Design and continuously improve scalable inbound and outbound operating models, including lead management, qualification standards, and routing frameworks
Improve pipeline velocity and win-rate contribution by strengthening execution discipline across qualification, prioritization, and handoff processes
Own outbound productivity benchmarks, capacity models, and performance standards across the North America organization
Lead structured experimentation initiatives to evolve Sales Development operating models, with clear hypotheses, success metrics, and scale criteria
Identify, pilot, and scale AI-enabled tools and workflows that deliver measurable improvements in productivity, pipeline quality, and rep effectiveness
Lead and develop a multi-layer Sales Development leadership organization, ensuring strong execution discipline, leadership effectiveness, and executive visibility into performance, risks, and growth opportunities across North America