Director, Sales Development

Outreach • Atlanta, GA

1d • Hybrid

About The Position

Outreach is seeking a Director, Sales Development to lead their AI-powered sales software initiative. This role is crucial for shaping how AI is applied to prospecting, engagement, and pipeline generation, acting as both a growth engine and a product proving ground. The ideal candidate will define modern, AI-powered sales development, architect an AI-first outbound SDR strategy, and manage day-to-day execution. This position requires leading a team of one front-line manager and approximately 15 SDRs focused on targeted, insight-led engagement with Enterprise and Global accounts. The role involves coaching, developing the team, and fostering a culture of experimentation and continuous improvement. Collaboration with Sales, Marketing, Product, and RevOps is essential to align the go-to-market strategy with modern buyer evaluation of AI-driven sales technology. The position is based in Atlanta, GA, with an in-office requirement of 3 days per week.

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: Manager
• Education Level: No Education Listed