Director, Sales Development
About The Position
TEGNA Inc. (NYSE: TGNA) helps people thrive in their local communities by providing the trusted local news and services that matter most. With 64 television stations in 51 U.S. markets, TEGNA reaches more than 100 million people monthly across the web, mobile apps, streaming, and linear television. Together, we are building a sustainable future for local news. Job Summary TEGNA is seeking a high-energy, systems and process-oriented leader to serve as the Head of Sales Development. This executive will be responsible for the strategic oversight, performance, and scaling of our Sales Development Representative (SDR) and Inside Sales organizations. The ideal candidate is a specialist in high-velocity sales environments (Marketplaces, Lead-Gen, or SaaS). You will own the entire top-of-funnel engine—driving the systems, automation, and training required to turn inbound leads and outbound prospecting into high-quality revenue opportunities. This role requires a leader who can balance the needs of multiple internal stakeholders, including our local stations, while maintaining a relentless focus on data-driven sales execution.
Requirements
- High-Velocity Experience: 7+ years of leadership experience in a high-volume Sales Development or Inside Sales environment. Experience in Digital Marketplaces (e.g., Lead-Gen, Real Estate, or Professional Service platforms) or SaaS/Small Business Software is highly preferred.
- Operational Excellence: Proven track record of building sales systems, automating workflows, and using data to drive daily performance.
- Stakeholder Management: Ability to navigate complex organizational structures and influence stakeholders who may be new to the SDR/Inside Sales model.
- Scalability: Experience managing teams of 30+ individuals, preferably across multiple geographic locations.
- Communication: Exceptional ability to simplify complex sales processes into actionable training and playbooks.
- Tech Savvy: Expert-level knowledge of Salesforce.com and modern sales engagement platforms (e.g., Outreach, Salesloft, or Gong).
- Education: Bachelor’s degree in Business, Marketing, or related field.
Responsibilities
- Strategic Leadership: Own and drive the end-to-end SDR strategy, ensuring the program aligns with TEGNA’s revenue goals and scales across multiple markets.
- Systems & Automation: Build and optimize the "sales tech stack" (CRM, dialers, sequencing tools) to drive maximum efficiency for a high-turnover, high-activity team.
- Performance Management: Design and manage real-time dashboards and KPIs to track activity, conversion rates, and pipeline health.
- Team Development: Recruit, onboard, and coach a large, multi-regional team of SDRs and SDR Leaders. Create a "talent factory" that promotes top performers into senior sales roles.
- Stakeholder Collaboration: Act as the primary bridge between corporate strategy and local station leadership, ensuring buy-in and seamless hand-offs between SDRs and Account Executives.
- Productization: Partner with leadership to develop simple, standardized "packages" (linear, streaming, other digital) that allow for high-speed, repeatable selling to small and medium-sized businesses.
- Change Management: Lead the organization through the transition to a high-velocity sales model, innovating on prospecting techniques and lead-qualification frameworks.
Benefits
- TEGNA offers comprehensive benefits designed to safeguard the physical, mental and financial health of our employees and their families. TEGNA offers two medical plan options for full and part-time employees through Blue Cross Blue Shield of Texas, as well as access to dental and eye care coverage; fertility, surrogacy and adoption assistance; disability and life insurance.
- Our 401(k) program offers full, part-time and temporary employees the opportunity to contribute 1% - 80% of their pay on a pre-tax basis to TEGNA’s 401(k). Contributions made up to the first 4% of pay are eligible for a 100% match from the company and are 100% vested from day one.
- Regardless of participation in TEGNA medical plans, ALL employees and their eligible family members receive nine free virtual doctor’s appointments with a physician through Teladoc, and 12 free annual therapy sessions with a licensed clinician through Spring Health.
- TEGNA offers a generous Paid Time Off (PTO) benefit as well as nine paid holidays per year.
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What This Job Offers
Job Type
Full-time
Career Level
Director
