Head of Sales Development
About The Position
We’re hiring our first Head of Sales Development to build, lead, and scale a world-class SDR organization. You’ll inherit a growing team, diagnose and optimize current processes, and establish the playbook that defines how Pallet generates pipeline at scale. You’ll balance strategy and execution; crafting vision and metrics while staying close to the work as a player-coach, setting the bar for prospecting quality, messaging, and discipline. Why this role is different: Be the first Head of Sales Development Manager at Pallet training and upleveling a green team Build and communicate a clear vision for SDR excellence from the ground up to position the team as a growth engine Serve as a bridge between strategy and execution, ensuring SDRs contribute directly to company goals Step in as a player-coach, personally outbounding alongside the SDRs
Requirements
- 5+ years in B2B SaaS or tech sales, including 2+ years managing SDR/BDR teams of 8–12+ reps.
- Demonstrated success building or scaling outbound programs that consistently exceed pipeline targets.
- Proficient with CRMs and sales automation tools (Salesforce, HubSpot, Outreach, Apollo, Sales Navigator).
- Analytical and systems-driven, using metrics and dashboards to improve conversion and performance.
- A hands-on player-coach who leads with energy, clarity, and accountability.
Responsibilities
- Diagnose and optimize the current SDR motion, defining strategy and goals to meet short- and long-term pipeline targets.
- Build the playbook for SDR excellence: from activity metrics and messaging to culture and accountability.
- Coach and develop the team through structured 1:1s, feedback loops, and skill-based training across cold outreach, objection handling, and qualification.
- Align with Marketing and Sales on ICPs, campaigns, and messaging to ensure every outbound motion ties to revenue goals.
- Lead from the front: personally prospecting, refining scripts, and modeling persistence and quality for the team.
Benefits
- 🩺 Health, Vision, and Dental benefits
- 🏝️ Flexible PTO
- ➕ Life Insurance and Accidental Insurance
- ❤️🩹 Short-Term Disability Coverage
- 💸 Generous salary and equity for all staff
- 🪜 401k option; helping you save for the future
- 📚 Yearly learning and development stipend
- 🚌 Commuter benefits for Bay Area employees
- 🚘 Uber ride stipend if you ever have to work late in the office
- 🏡 Remote office home stipend to get you comfy in your space
- 🍔 Daily catered lunches provided by Sharebite (every meal you order, one meal gets donated)
- ✈️ Onboarding trip to San Francisco HQ if you work remotely
- 🥤 Monthly happy hours
- 🎉 Annual Company Offsites; our last one was in Napa Wine Country 🍷
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
Number of Employees
101-250 employees
