Director, Sales Development

Levitate • Raleigh, NC

8h

About The Position

At Levitate, we’re on a mission to make a real impact - for our customers, our team, and the world around us. We believe the best work comes from people who are curious, driven, and excited to grow. Our five core values guide everything we do, and we look for teammates who embody the traits that make those values come to life:
Creating Magic ✨ You have the persistence and grit to turn ambitious ideas into remarkable outcomes.
Showing Customer Empathy ❤️ You bring humble confidence, listening deeply, and putting customers first.
Making Data-Driven Decisions 📊 You pair creativity with insights to make smarter, faster choices.
Focusing on Solutions, Not Problems 🔍 You approach challenges with positivity and critical thinking, always looking for the way forward.
Making Small Improvements Every Day 🌱 You embrace coachability and lean into discomfort to grow, improve, and drive lasting change.
Here, you won’t just do a job, you’ll help create meaningful experiences, solve real problems, and shape the future of our company.
At Levitate, Director-level leaders are expected to operate beyond day-to-day execution. They diagnose complex performance problems, build repeatable systems, develop managers into leaders, and communicate proactively with senior leadership. This role is designed for someone ready to own outcomes, not just activity.
The Director of Sales Development owns the performance, health, and evolution of the Sales Development function. You will lead and develop SDR Managers, drive predictable and high-quality pipeline outcomes, and ensure our outbound and inbound motion runs as a scalable, reliable system, not a collection of individual efforts.
This role requires strong leadership judgment and operational rigor. When results are off track, you will run true root-cause analysis, determine what’s actually driving underperformance, and lead the organization through a measurable recovery plan. You’ll partner cross-functionally with Sales Leadership, RevOps, Marketing, and Enablement to improve conversion, meeting quality, and pipeline efficiency—while keeping decision-making grounded in what’s best for Levitate as a company.

Requirements

• 5+ years in B2B SaaS sales or revenue organizations, with 2+ years leading SDR teams (experience managing managers strongly preferred).
• Proven track record owning pipeline outcomes and improving conversion and efficiency through systems, coaching, and leadership, not just activity.
• Strong analytical and diagnostic skills—able to connect funnel metrics to root causes and build practical recovery plans.
• High bar for talent: ability to hire well, develop leaders, and address underperformance directly.
• Clear, polished communicator who manages up proactively and can produce leadership-ready narratives over time.
• Collaborative, low-ego, leader aligned with Levitate’s mission and values.

Responsibilities

• Own Outcomes & Diagnose Performance
• Own monthly and quarterly pipeline and meeting-generation outcomes for Sales Development, including pipeline quality and conversion health aligned to vertical team goals.
• Take responsibility for turning around underperforming teams or segments by diagnosing issues across people, management, process, leads, market, and culture, not just surface-level metrics.
• Build clear action plans with defined milestones and leading indicators, track progress rigorously, and adjust quickly when plans aren’t working.
• Systemize what’s working into repeatable playbooks and operating standards that scale across teams and managers.
• Lead Leaders: Develop SDR Managers & Build the Bench
• Hire, coach, and develop SDR Managers, raising the quality of front-line leadership across the organization.
• Set clear expectations for coaching, performance management, and culture, and hold managers accountable to those standards.
• Ensure managers are having direct, timely performance conversations and executing improvement plans consistently—not avoiding hard calls.
• Build the next generation of leaders by actively developing managers who are ready to take on greater scope over time.
• Operational Excellence & Planning (Quarterly Horizon)
• Own monthly and quarterly planning for the function, including targets, capacity assumptions, coverage plans, and execution rhythms.
• Establish and maintain a consistent operating cadence (weekly performance reviews, pipeline quality reviews, enablement feedback loops).
• Ensure strong forecasting and reporting discipline, with accurate inputs and a clear narrative on what’s happening, why, and what’s changing next.
• Cross-Functional Leadership & Pipeline Quality
• Partner with RevOps to improve workflow, routing, tooling, data quality, and productivity drivers.
• Partner with Sales Leadership to strengthen handoffs, meeting quality, and shared definitions of “good pipeline.”
• Partner with Marketing to improve lead strategy and conversion—without defaulting to “lead quality” as the explanation for missed outcomes.
• Financial & Company-First Decision Making
• Understand how Sales Development performance and resourcing impacts pipeline efficiency, CAC dynamics, and bookings outcomes, and incorporate that thinking into recommendations.
• Make company-first tradeoffs on headcount, incentives, tooling, and process—advocating for what’s best for Levitate, not just what’s easiest for the function.
• Evaluate proposals (e.g., incentives, capacity changes) through a financial lens and communicate second-order impacts clearly.
• Communicate Proactively & Manage Up
• Provide proactive, data-driven, and solutions-oriented updates to senior leadership: what’s working, what isn’t, why, and what you’re doing about it.
• Create clear written and presentation-ready narratives that build confidence your area of the business is under control and trending in the right direction.
• Anticipate risks, plan coverage, and communicate early rather than escalating issues reactively.

Benefits

• Daily catered lunches from locally-owned restaurants and diverse snack offerings
• Employee-led groups (run club, disc golf club, and book club, just to name a few) that bring employees with similar hobbies and interests together to inspire and build relationships
• Plentiful opportunities to volunteer with and contribute to local organizations that align with the passions of our staff
• Flexible PTO to facilitate strong work-life balance
• Paid parental leave that provides employees with support and flexibility as they grow their families
• Extensive benefit options including healthy lifestyle reimbursement, 401(k) matching, HSA/FSA, dental, vision, and mental health coverage, and much more
• Culture Crew and Emerging Leader programs to foster employee leadership development, inclusivity, and connection through year-round trainings and events

What This Job Offers

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