Executive Director, Sales Development Representatives

Awardco•Lindon, UT

About The Position

Awardco is reimagining the workplace to be more rewarding, supportive, and fun for everyone. As one of the fastest-growing companies in the employee experience industry, our mission is to help employees love what they do, love where they work, and get recognized for their efforts—especially our own employees. The Executive Director, Sales Development Representatives will be a critical leader in the Sales Department, responsible for driving the success and efficiency of our Sales Development Representative (SDR) organization. This role demands a strategic, hands-on leader who can not only manage and mentor a team of SDR managers but also design and execute training programs focused on developing SDRs into future Account Executives while ensuring high performance in their current Sales Development roles. Success in this position means scaling our sales pipeline generation efforts and maintaining a strong talent bench for the broader sales organization. The Team: You will be joining the dynamic Sales Department at Awardco. This team operates with the subculture of a high-growth company: fast-paced, collaborative, and results-oriented, backed by renowned investors. The primary challenge you will solve is scaling our sales development function to meet aggressive growth targets by enhancing the skill set and retention of our SDR team. This role will report directly to the VP of Sales and will be responsible for leading the entire SDR Department. You will lead managers who directly oversee the frontline of Awardco's revenue generation, working closely with Account Executives and Sales Operations. The Opportunity: This is a highly appealing leadership role because you will directly influence the growth trajectory of one of the nation's fastest-growing companies. As the Executive Director of SDR’s you will have a significant impact on revenue generation by optimizing the SDR pipeline and quality. This position offers a substantial career path and growth opportunities into more senior executive roles within Sales or Revenue Operations, given your responsibility for developing the foundational talent for the entire sales organization. Your success in building a successful SDR-to-AE promotion engine will be highly visible and rewarded.

Requirements

5+ years of progressive SDR Management Experience overseeing large or multiple Sales Development teams.
Demonstrated experience in implementing and running a successful SDR-to-AE promotion and development program.
Proven track record of exceeding pipeline generation targets and improving SDR productivity.
Strong verbal and written communication skills with the ability to present complex information clearly.
Expertise in utilizing CRM (e.g., Salesforce) and Sales Engagement platforms (e.g., Salesloft, Outreach) for reporting and process management.

Nice To Haves

8+ years of leadership experience in B2B SaaS sales development or inside sales.
Prior Sales Training, or Enablement experience, designing curriculum, and facilitating workshops.
Experience implementing AI strategies and solutions to support efficiency within a Sales organization.
Experience leading a global or multi-region Sales Development organization.
Bachelor’s degree in Business, Marketing, or a related field.
Specific expertise in implementing and leveraging AI or automation tools within a Sales Development workflow.

Responsibilities

Design and execute comprehensive sales training and enablement programs for SDRs focused on both immediate success in pipeline generation and long-term readiness for promotion to Account Executive (AE)
Oversee both the Inbound and Outbound SDR motions.
Partner with key stakeholders across Marketing, Finance, and HR to streamline communication and meet shared business objectives.
Work cross-functionally with Marketing and Product teams to align messaging, campaigns, and lead qualification criteria.
Lead the recruiting, interviewing, and onboarding process for new Sales Development Managers and provide input for new SDR hires.
Manage, mentor, and coach the Sales Development Manager team, ensuring they are effectively leading, developing, and motivating their respective SDR teams.
Develop and implement standardized processes, metrics, and best practices across the entire SDR organization to maximize efficiency and performance.
Collaborate with Sales Operations to analyze SDR performance data, identify bottlenecks, and implement solutions to optimize conversion rates and productivity.
Establish and manage a robust SDR-to-AE career path and talent development framework, ensuring a consistent and high-quality flow of internal candidates for AE roles.
Set and manage the SDR department's pipeline generation goals, forecasts, and budget, ensuring alignment with overall company sales objectives.
Instill a culture of continuous improvement, accountability, and high performance within the SDR team.
Maintain a deep understanding of the employee recognition industry and Awardco's revolutionary product to effectively guide and train the team.