Head of Sales Development

Exa•San Francisco, CA

2d•$210,000 - $300,000•Onsite

About The Position

Exa is building a search engine for the AI era. Our Search API powers Agents, Fortune 500s, and AI labs as we transform an industry that hasn't been disrupted since the 90s. We're a largely SF-based team of ~100 from Harvard, MIT, Meta, Google Research, ex-founders, and dropouts alike. We recently raised an $85M Series B from Benchmark, and we're rapidly building the most intelligent search engine in history. We're high agency, low-ego, and united by the feeling that this is one of the last problems worth getting right. The Head of Sales Development will build, lead, and continuously evolve Exa's SDR organization to support rapid growth. You'll own pipeline generation strategy across inbound and outbound motions, develop high-impact teams and leaders, and ensure operational excellence across the SDR function. This role partners deeply with Sales, Marketing, and RevOps to align on pipeline quality, coverage, and execution, scaling a best-in-class sales development engine. This is hands-on, high-ownership work. You'll build from zero and scale fast.

Requirements

7+ years of sales / SDR leadership experience in a high-growth technology company.
Located in the San Francisco Bay Area and willing to commute to the office a minimum of 2x per week.
Deep understanding of modern SDR processes and tools such as Outreach, Gong, LinkedIn Sales Nav, 6sense, and Zoominfo.
Experience executing an outbound multichannel strategy.
Consistent track record of exceeding quota while both leading a team and as an individual contributor.
Strong analytical experience with managing pipeline goals and forecasting.
AI-native. You use AI to compound output. You've integrated AI into outbound workflows, prospecting, and rep enablement. This is core to how this role operates, not a nice-to-have.
Comfortable with ambiguity and building from zero. High grit, high hunger.
Excited to advocate for Exa. You care deeply about building perfect search.

Nice To Haves

A builder, not a manager. You've started or rebuilt an SDR org from scratch. You know the difference between hiring a team and architecting a pipeline machine.
An outbound operator. You've personally run multichannel outbound. You know what good looks like at the message level, not just the dashboard level.
Data-driven by instinct. You manage by metrics. You can forecast pipeline, model capacity, and tell a story with the numbers.
A talent magnet. Strong reps follow you between companies. You've developed SDRs into AEs and managers into directors.

Responsibilities

Exa's global Sales Development strategy and operating model, including outbound and inbound motions, capacity planning, segmentation, and coverage to support company revenue goals.
Building, scaling, and leading a high-performing SDR organization. Setting the bar for talent, leadership expectations, and long-term succession planning.
Establishing a data-driven growth engine. Using performance analytics and continuous optimization to improve pipeline quality, conversion rates, and efficiency.
Creating and sustaining a culture of excellence, accountability, and operational rigor. Aligning performance management, coaching frameworks, and standards across the team.
Designing compensation, incentive, and recognition programs that drive consistent over-performance while aligning SDR behavior to revenue and pipeline priorities.
Developing future revenue leaders. Implementing career paths, readiness frameworks, and promotion criteria.
SDR performance reporting and forecasting. Defining KPIs, SLAs, and dashboards that give executive leadership clear visibility and inform strategic decisions.
Cross-functional partnership with Marketing, RevOps, and Sales Leadership to align demand generation, territory strategy, tooling, and process improvements.