Director, Sales Development

Box•Chicago, IL

9d•Hybrid

About The Position

Box is the market leader in Intelligent Content Management. We help organizations securely manage, collaborate on, and extract value from their most important content through the power of AI. Our Sales Development organization is a critical part of Box’s growth strategy. The team creates new customer relationships, identifies meaningful business opportunities, and generates qualified pipeline across the sales segments it supports. As Director, Sales Development you will lead and develop a team of Sales Development Managers and their teams. You will help translate Box’s broader go-to-market priorities into focused execution, improve team productivity and effectiveness, and build a consistent, scalable pipeline-generation engine. You will also contribute to the continued transformation of Sales Development by combining strong sales fundamentals with modern operating practices, AI, automation, intent signals, experimentation, and data-driven prioritization.

Requirements

8+ years of progressive experience across B2B SaaS Sales and/or Sales Development/Lead Generation/Business Development
4+ years of Sales Development leadership experience, including managing frontline managers or leading a multi-team organization
A strong track record of leading managers and multi-team Sales Development organizations within a B2B SaaS environment, with demonstrated success accelerating qualified opportunity creation and predictable pipeline generation.
Experience building, operating, and scaling Sales Development programs across multiple customer segments and sales motions, while translating broader company and Sales Development priorities into clear operating plans, performance goals, and consistent execution.
Demonstrated experience implementing, optimizing, and scaling modern outbound programs across account prioritization, persona coverage, messaging, sequencing, multi-threaded prospecting, and integrated go-to-market plays.
A proven ability to build productive partnerships and leading cross-functional initiatives across Marketing, Sales, Operations, Enablement, Product Marketing, and Analytics to improve targeting, handoffs, attribution, conversion, and overall pipeline performance.
Experience recruiting, retaining, developing, and mentoring managers and representatives while supporting onboarding, certification, succession planning, and continued career advancement.
Strong analytical expertise tied directly to business impact, organizational goals, pipeline forecasting, capacity planning, conversion performance, resource allocation, and operating discipline.
Experience building disciplined testing processes, evaluating results, scaling successful approaches, and converting learnings into repeatable programs and playbooks.
A progressive thinker who challenges conventional methodologies, navigates ambiguity with resilience, introduces new approaches to solving complex GTM challenges, and stays current on industry trends, tools, and methodologies.
A proactive, growth-minded leader with experience applying AI, automation, intent signals, sales engagement platforms, and CRM technology to improve research, prioritization, personalization, coaching, and seller productivity.
Experience evaluating, implementing, and scaling modern Sales Development technology, including sales engagement, prospecting intelligence, intent and signal data, AI, automation, dialers, and CRM platforms. Relevant tools may include Outreach, LinkedIn Sales Navigator, ZoomInfo, UserGems, Clay, ChatGPT, Claude, Nooks, 6sense, and Salesforce.
An excellent communicator who can inspire teams, influence senior stakeholders, and turn complex information into clear decisions.
Passionate about fostering belonging and inclusion while maintaining high engagement and accountability in a hybrid/flex-work environment, with a minimum of three days per week in the office.

Responsibilities

Scale the Pipeline Engine: Lead, coach, and develop a high-performing, multi-level Sales Development team to accelerate qualified pipeline and opportunity creation. Recruit and retain exceptional managers and representatives while building a strong bench of future Box sales leaders.
Operationalize GTM Alignment: Help implement and continually improve cross-functional processes that align Marketing, Sales, Operations, Enablement, and Analytics around unified pipeline goals. Align Sales Development resources with territory plans, account priorities, and the highest-value growth opportunities while establishing clear qualification standards, seamless handoffs, and shared accountability for conversion.
Execute Best-in-Class Enablement: Help drive the execution and adoption of multi-level enablement programs grounded in Box’s objectives, business model, and sales methodology. Coach managers to translate these programs into consistent execution and ensure clear progression from onboarding through certification and continued career advancement.
Drive Analytical Rigor and Governance: Own day-to-day operating performance within the team’s scope, including pipeline forecasting, operating rhythms, productivity metrics, conversion rates, capacity planning, and pipeline quality. Use data to diagnose performance, identify opportunities, allocate resources, and clearly communicate results, risks, insights, and recommendations to senior leadership.
Advance Scalable Operations and Outbound Excellence: Contribute to the design, implementation, and continued enhancement of Sales Development frameworks, processes, technology, and integrations. Translate broader strategy into effective outbound execution across account prioritization, persona coverage, messaging, sequencing, multi-threaded prospecting, and coordinated go-to-market plays.
Build a Disciplined Experimentation Engine: Establish repeatable processes for testing new audiences, buyer hypotheses, messages, channels, and prospecting motions. Quickly identify and scale what works, codify learnings into repeatable playbooks, and help develop industry- and use-case-specific programs grounded in customer pain points, relevant proof points, stakeholder needs, and Box’s value proposition.
Cultivate Cohesive Leadership: Coach and develop Sales Development managers, help implement leadership development programs, and strengthen leadership practices that foster cohesion, development, and accountability. Build effective succession plans and maintain high performance across a hybrid working environment.
Champion AI-First Innovation: Help operationalize an AI-first approach by integrating AI, agents, automation, intent data, and human judgment into research, prioritization, personalization, coaching, and daily decision-making. Partner with Revenue Operations to evaluate and scale modern GTM technology using clear success measures tied to productivity, pipeline quality, conversion, and cost effectiveness.
Strengthen Cross-Functional Feedback Loops: Establish consistent mechanisms for translating frontline conversations, objections, competitive intelligence, and emerging use cases into improved messaging, programs, enablement, and business decisions.
Foster Culture, Belonging, and Customer Focus: Promote and foster Box’s core values and culture of belonging, treating inclusion as a leadership practice while maintaining high accountability and engagement. Ensure the team delivers a high-quality prospect experience that reflects the Box brand and creates credible engagement with prospective customers.