Director, Sales Development

Presidio • Woburn, MA

5d • Hybrid

About The Position

Presidio is a leading global digital solutions and services provider, helping organizations drive innovation and achieve their business objectives through advanced technology solutions. We are looking for an experienced sales development leader to join Vista, our fast-growing inside sales development organization. Presidio continues to go through an extraordinary period of growth, and Vista, Presidio’s Inside Sales Organization, has become a key growth engine within it. Vista brings together Sales Development Representatives, Account Managers, and Associate Digital Sales Executives under one operating model. We hire people early in their careers and develop them into passionate, data-driven, outcome-focused sellers who harness the power of AI and couple it with the human element. We then promote them as next generation sellers dedicated to serving our customers and contributing to Presidio’s success.
The Sales Director role will lead, coach, and develop a team of Sales Development Representatives (SDRs) to generate pipeline, meet pipeline and revenue targets, and cultivate a winning culture within the team. We leverage leading AI platforms to make our people more intelligent, more thoughtful, and better prepared to serve our customers, and the leader in this seat must understand and embrace that model and teach it. The role will continue to play a critical part in establishing Presidio as a market leader in strategic account engagement, and will be pivotal in defining excellence in the recruitment, development, and enablement of Presidio sales professionals.

Requirements

• 10+ years of experience in technology sales or related field.
• 2+ Years of experience in business development leadership, preferably within technology or a related field.
• You have carried a number yourself and then made other people better at carrying theirs.
• A demonstrated history of coaching, developing, and promoting talent. This is the single most important qualification for this role.
• Deep understanding of sales processes, prospecting best practices, and pipeline management. Familiarity with a formal sales methodology such as Challenger, MEDDIC, or SPIN.
• Ability to analyze data, identify trends, and translate insights into coaching and strategy. Comfortable working in Salesforce, Outreach.io, and other relevant tools.
• Hands-on familiarity with leading AI platforms and a genuine conviction that they make sellers better. You do not need to be technical, but you should already be using these tools and be able to teach others to use them well.
• Excellent verbal and written communication skills. Able to effectively articulate Presidio’s value proposition and coach SDRs on positioning our offerings.
• Proven track record of thriving in a fast-paced, high-growth environment. Able to pivot quickly based on changes in market conditions or company priorities.
• Bachelor’s degree or equivalent experience and/or military experience.

Nice To Haves

• Deep understanding of sales processes, prospecting best practices, and pipeline management. Familiarity with a formal sales methodology such as Challenger, MEDDIC, or SPIN.
• Ability to analyze data, identify trends, and translate insights into coaching and strategy. Comfortable working in Salesforce, Outreach.io, and other relevant tools.
• Hands-on familiarity with leading AI platforms and a genuine conviction that they make sellers better. You do not need to be technical, but you should already be using these tools and be able to teach others to use them well.

Responsibilities

• Lead, inspire, and coach a team of SDRs to meet and exceed their lead generation and pipeline targets. Foster a high-performance, positive culture focused on accountability, collaboration, and growth.
• Develop and execute a scalable SDR strategy that aligns with company objectives, ensuring effective targeting and outreach to strategic verticals and key accounts.
• Play a leading role in recruiting top SDR talent. Work closely with HR to identify high-potential candidates and actively contribute to the hiring process. The quality of this team is set at the point of hire.
• Set performance KPIs for SDRs, track progress, and provide constructive coaching. We measure conversion to meetings and conversion to pipeline rather than raw activity counts. Create development plans and conduct regular one-on-one sessions to help SDRs reach their full potential.
• Own each rep’s development plan and their readiness to move into a field selling role. Extend the existing onboarding and training curriculum as the business changes, including product knowledge, prospecting craft, and effective use of Outreach.io, Salesforce, LinkedIn Sales Navigator, and AI tooling.
• Champion the practical use of AI across the sales development motion. Set the standard for how reps use AI to research accounts, prepare for conversations, and sharpen their thinking, while holding the line on the human judgment and relationship building that AI cannot replace.
• Partner closely with marketing, sales, and operations teams to ensure alignment on messaging, campaign execution, and effective lead handoff to Account Executives. Provide insights and feedback to optimize campaigns and enhance lead quality.
• Monitor SDR activity metrics (e.g., calls, emails, meetings booked) and conversion rates. Report on team performance, successes, and challenges to sales leadership.
• Drive accountability for pipeline creation and ensure SDRs focus on both strategic whitespace accounts and high-potential opportunities within existing accounts.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior