Director, Sales Development

SentinelOne•Mountain View, CA

About The Position

Role Overview We are seeking a Director of Sales Development to own and scale top-of-funnel pipeline generation across Enterprise and Commercial segments in AMER. This leader will drive performance across both inbound and outbound motions, with a strong emphasis on modern, AI-enabled outbound, sales alignment, and disciplined execution. Reporting directly to the AVP of Global Sales Development, this role leads a team of ~22 SDRs through three frontline managers and serves as a key member of the Revenue organization. This is a highly visible leadership role for a builder-operator who brings strong judgment, urgency, and a clear point of view.

Requirements

5+ years leading SDR or Sales Development teams, with a consistent track record of exceeding pipeline and performance targets.
Proven people leader who sets clear direction, operates with urgency, and leads effectively through managers.
Deep expertise in coaching and developing SDR talent, with a strong history of building internal mobility and future leaders.
Strong analytical and operational rigor, with the ability to diagnose funnel issues and drive measurable improvement.
Strategic operator with experience designing, scaling, and optimizing inbound and outbound pipeline-generation programs.
Trusted cross-functional partner with the ability to influence and align Sales, Marketing, RevOps, and Enablement.
Ability to lead and execute cross-functional initiatives end-to-end, from strategy through adoption.
Comfortable leveraging modern sales technology and AI-enabled tools to improve execution and outcomes.
Bachelor’s degree in Business, Marketing, or related field

Nice To Haves

MBA or advanced degree preferred but not required.

Responsibilities

Own and optimize top-of-funnel KPIs, including lead conversion, sales acceptance, meeting quality, and qualified pipeline creation.
Diagnose performance trends using funnel metrics, identify root causes, and implement corrective action plans.
Ensure SDR efforts are tightly aligned to revenue outcomes — not just activity or volume.
Own KPI tracking, pipeline forecasting, and operating cadences, including regular business reviews and performance inspection.
Develop and execute scalable inbound and outbound sales development strategies across Enterprise and Commercial segments.
Own end-to-end execution of key initiatives, from strategy through launch, adoption, and impact measurement.
Build and continuously improve modern outbound motions, including targeting, messaging, sequencing, and experimentation.
Lead adoption of AI, tooling, workflows, and cadences that materially improve SDR productivity, quality, and engagement.
Oversee the SDR tech stack to ensure effective adoption, optimization, and measurable impact.
Own the vision and execution for AI-enabled sales development, leveraging the SDR organization’s unique position at the forefront of prospecting, engagement, and signal adoption.
Partner with internal teams to pilot, operationalize, and scale AI-driven workflows, tools, and insights that improve productivity, prioritization, and pipeline quality.
Drive adoption by translating AI capabilities into clear processes, manager coaching, and rep-level execution, ensuring innovation leads to measurable impact.
Establish feedback loops to assess what works, iterate quickly, and inform broader GTM and revenue innovation efforts.
Partner closely with Sales and Marketing leadership to align on lead quality, ICP targeting, routing, and handoff processes.
Act as a trusted thought partner to Sales leaders, proactively resolving friction and ensuring SDR priorities remain aligned to field needs.
Represent the SDR organization confidently in cross-functional and senior-leader forums.
Anticipate GTM dependencies and proactively partner across Sales, Marketing, RevOps, and Enablement to improve execution and pipeline predictability.
Provide director-level leadership to frontline SDR managers, enabling them to coach effectively, inspect performance rigorously, and raise the bar across their teams.
Establish clear operating rhythms, accountability standards, and execution cadences to ensure initiatives land, scale, and stick.
Build a culture of urgency, healthy competition, and continuous improvement.
Own the people strategy for the AMER SDR organization, including hiring, development, and succession planning.
Attract and retain top talent while building a strong internal bench of future leaders.
Ensure clear career paths and readiness for SDRs progressing into sales and leadership roles.