Sales Development Representative Director

Pearl•Lehi, UT

30d•Onsite

About The Position

We’re looking for a hands-on SDR Director to own and scale our Sales Development function. This leader will be responsible for building a high-performing SDR organization that consistently delivers qualified pipeline and completed demos to our sales teams. You will own SDR strategy, hiring, coaching, performance management, and process optimization across inbound, outbound, and partner-sourced motions. This role is highly visible and cross-functional, working closely with Sales, Marketing, Partnerships, and Revenue Operations to hit aggressive growth targets.

Requirements

5–7+ years in B2B SaaS sales, with 3+ years leading SDR/BDR teams.
Proven track record owning SDR or top-of-funnel targets and consistently hitting/exceeding goals.
Experience managing frontline managers and scaling teams across multiple motions (inbound, outbound, partner).
Strong command of sales fundamentals: prospecting, discovery, qualification, and handoff to AEs.
Highly data-driven; comfortable setting targets, analyzing funnel metrics, and making decisions from the numbers.
Exceptional people leader: clear communicator, direct but supportive, strong coach.
Process-oriented with a bias for action—able to build structure without slowing down execution.
Comfortable operating in a fast-paced, high-growth environment with evolving priorities.
Proficiency with CRM and sales engagement tools (HubSpot or similar).

Nice To Haves

Experience selling into dental, healthcare, or similar SMB/clinic environments.
Background in building SDR-to-AE promotion programs and internal talent pipelines.

Responsibilities

Own SDR strategy and results
Define the vision, strategy, and operating model for the SDR organization.
Own team targets for completed demos, qualified opportunities, and sourced pipeline.
Build and iterate on segmentation (inbound, outbound, partner, strategic accounts).
Lead, hire, and develop the team
Hire, onboard, and develop SDR Managers and SDRs.
Run a high-accountability, high-support culture grounded in clear expectations and coaching.
Implement career paths (SDR 1–3, SDR-to-AE path) and promotion frameworks in partnership with Sales leadership and People Ops.
Drive performance and productivity
Establish and manage daily/weekly activity and performance KPIs (dials, sets, demos completed, conversion rates).
Build and standardize call reviews, coaching rhythms, and performance improvement plans.
Ensure consistent execution of sequences, talk tracks, and qualification frameworks.
Optimize process, tools, and reporting
Own SDR workflows in our CRM (e.g., HubSpot) and sales engagement tools.
Partner with RevOps to build dashboards, reporting, and capacity models for headcount planning.
Continuously test and refine outreach strategies, cadences, and messaging.
Align cross-functionally
Work closely with Marketing on MQL definitions, handoff SLAs, and campaign follow-up.
Partner with AEs and Sales Managers to ensure tight alignment on ICP, qualification criteria, and demo quality.
Collaborate with Channel/Partnerships teams to support partner-sourced demand and co-selling motions.
Forecasting & planning
Own monthly and quarterly SDR forecasts for demos, opportunities, and pipeline.
Build hiring plans, ramp timelines, and coverage models to support revenue goals.
Present performance, insights, and recommendations to Sales and Executive leadership.