Director, Sales Development

Mastercontrol•Salt Lake City, UT

20d•Onsite

About The Position

The Director of Sales Development will architect and execute a world-class sales development strategy that aligns with MasterControl's aggressive growth objectives. This executive will lead a global team of SDRs and ADRs, optimizing the conversion of marketing-generated leads into qualified sales opportunities and outbound account development.

Requirements

10+ years of progressive experience in sales development or related fields, with at least 5 years in senior leadership roles
Proven track record of scaling global SDR teams and significantly improving lead-to-opportunity conversion rates
Exceptional analytical skills with a data-driven approach to decision-making
Demonstrated ability to develop and implement innovative sales development strategies
Strong understanding of CRM systems, sales automation tools, and marketing technology stacks (SFDC, ShowPad, SalesLoft)
Outstanding communication and interpersonal skills, with the ability to influence at all levels of the organization
Global mindset with experience managing diverse, geographically dispersed teams
Proven ability to meet and exceed performance targets (Pipeline Create and Closed Won)
Proven track record of talent performance management (i.e. Proven ability to develop talent to AEs and AMs)
Comp plan design expertise
Proven experience with inbound and outbound execution including Account-Based Marketing (ABM)

Responsibilities

Develop and implement a comprehensive sales development strategy that maximizes the efficiency of our demand generation efforts.
Collaborate with sales executives to align sales development initiatives with overarching sales goals
Drive innovation in lead qualification and opportunity creation processes
Build and lead a high-performing, globally distributed team of SDRs
Implement best-in-class training and development programs to cultivate top talent
Design and execute performance management systems that drive accountability and results
Leverage advanced analytics to continuously refine lead-scoring models and qualification criteria
Develop and monitor key performance indicators (KPIs) to measure team effectiveness and ROI
Utilize data-driven insights to optimize SDR productivity and lead conversion rates
Partner with Marketing to ensure seamless alignment between demand generation and sales development efforts
Work closely with Sales leadership to optimize the handoff of qualified opportunities
Engage with Product and Customer Success teams to maintain a deep understanding of our value proposition and customer needs