Director, Sales Development

Outreach • Atlanta, GA

9d • Hybrid

About The Position

We’re building the next generation of AI-powered sales software—and pipeline is our lifeblood. As an AI Native company building software for sales teams, our credibility starts with our own go-to-market execution. This role is critical in shaping how we apply AI to prospecting, engagement, and pipeline generation—serving as both a growth engine and a proving ground for our product. You won’t just lead an SDR team—you’ll help define what modern, AI-powered sales development looks like. We’re looking for a strategic, execution-oriented SDR leader to scale our Global and Enterprise pipeline engine. This role requires a rare blend: someone who can architect a modern, AI-first outbound SDR strategy while staying deeply involved in to day-to-day execution. You’ll lead a team of one front line manager and 15 SDRs driving highly targeted, insight-led engagement into complex Enterprise and Global accounts. The successful candidate will be a natural coach, giving timely development and feedback enabling their team to ramp quickly. You’ll partner closely with Sales, Marketing, Product, and RevOps to ensure our go-to-market motion reflects how modern buyers evaluate and adopt AI-driven sales technology.

Requirements

• 8+ years of experience in Sales Development / Pipeline Generation within high-growth SaaS
• 3+ years leading SDR teams, including managing managers
• Proven track record generating Enterprise and Global pipeline (large ACV, complex deals)
• Strong analytical mindset—comfortable using data, dashboards, and AI tools to drive decisions
• Hands-on leadership style with a willingness to dive into details and execution
• Exceptional coaching and communication skills, especially in enterprise selling contexts

Nice To Haves

• Previous experience creating and/or updating SDR Attribution models while partnering with Analytics, Marketing and Sales Leaders highly desired
• Experience in AI, data, or modern sales technology environments strongly preferred

Responsibilities

• Build an AI-First SDR Strategy: Define and execute a next-generation SDR strategy leveraging AI, automation, and data-driven insights
• Own Enterprise Pipeline Generation: Deliver consistent, high-quality pipeline for Global and Enterprise segments. Establish rigorous qualification standards aligned to complex, multi-stakeholder sales cycles. Ensure strong alignment and tight handoffs with Enterprise Account Executives
• Operational & Data Excellence: Own and optimize key metrics: pipeline generated, conversion rates, velocity, and deal influence. Partner with RevOps to build best-in-class reporting, forecasting, and tooling. Leverage AI and analytics to identify performance gaps and opportunities
• Lead & Scale the Team: Lead, coach, and develop a frontline SDR manager and a team of ~15 SDRs. Build a culture of experimentation, execution, accountability, and continuous improvement. Create clear career paths into closing roles and other GTM functions
• Stay Close to the Work (Player-Coach): Inspect pipeline and account strategies at a granular level. Coach reps on high-impact messaging, personalization, and executive-level conversations. Jump into strategic accounts to help unlock opportunities or navigate complex deals. Test and iterate on new outbound plays, sequences, and AI-driven workflows

Benefits

• Flexible time off
• 401k to help you save for the future
• Generous medical, dental, and vision coverage for full-time employees and their dependents
• A parental leave program that includes options for a paid night nurse, and a gradual return to work
• Infertility/ assisted reproductive services benefit
• Employee referral bonuses to encourage the addition of great new people to the team
• Snacks and beverages in the Office, along with fun events to celebrate
• Diversity and inclusion programs that promote employee resource groups like Outreach Women's Network, Latinx community, Outreach Black Connection, AAPI community, Pride/LGBTQIA+, Gender+, Disability Community, and Veterans/Military

What This Job Offers

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