YOU HAVE:

• 8+ years of experience in sales development or inside sales, with at least 4 years in a leadership role, preferably within the SaaS industry
• Proven track record of managing and scaling high-performing SDR teams, including developing compensation models
• Strong understanding of the SaaS sales process, CRM systems (Salesforce), and other tools including Gong, Outreach, Linkedin Sales Navigator, Apollo, etc
• Strong understanding of both the inbound and outbound lead generation process; experience with planning and forecasting
• Excellent communication, interpersonal, leadership and coaching skills
• Ability to think strategically and adapt to a fast-paced, evolving environment
• Demonstrated experience in driving results including productivity, meetings set and opportunity creation targets
• Ability to liaise with senior-level executive contacts, both internal and external
• Capacity to engage 1:1 with a global team of direct reports and partners, from California to Bangalore
• Strong entrepreneurial drive and work ethic
• Hands-on experience with Salesforce, Outreach, and Pardot or Marketo
• Bonus: Experience working with the IT market
  

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ABOUT THE ROLE

As the Global Head of Sales Development you will report directly to the Chief Marketing Officer and lead two critical new business functions: inbound lead flow and outbound prospecting. You will partner intimately with Sales and Marketing team leaders to scale an effective inbound marketing program, ensuring seamless acceptance and processing of leads generated from marketing efforts, optimizing lead qualification criteria, improving lead conversion rates and driving pipeline. Additionally, you will be responsible for driving outbound prospecting efforts, including identifying target accounts, researching and engaging key decision-makers, and executing effective cold outreach campaigns through email and phone channels. Collaborating closely with Sales, Marketing, and Product teams, you will develop and execute comprehensive sales development strategies tailored to both inbound and outbound approaches, driving new business pipeline, revenue growth and market expansion globally.
This role presents an exciting opportunity for a strategic leader with a strong background in both inbound and outbound sales development to drive impactful results in a dynamic and competitive industry.

KEY RESPONSIBILITIES:

• Lead and mentor a global team of sales development representatives (SDRs) responsible for inbound lead chat, qualification and outbound prospecting activities.
• Work with global SDR managers to develop market-specific, inbound and outbound pipeline generation strategies in Asia, Europe, US and LATAM
• Partner with Marketing and Operations to implement strategies to optimize the inbound lead process, including lead scoring, routing, and follow-up workflows, and to ensure maximum conversion rates.
• Partner with Sales and Marketing to design and execute outbound prospecting campaigns. Utilize a mix of account research, email outreach, social selling, and cold calling techniques to engage key decision-makers and generate qualified sales opportunities.
• Collaborate with marketing to align inbound and outbound messaging, content, and campaigns to drive consistent and impactful customer interactions across the buyer’s journey.
• Continuously assess and improve sales development processes, tools, and technologies to enhance efficiency, effectiveness, and scalability, leveraging data-driven insights and feedback from the sales team.
• Establish and monitor key performance indicators to track the success of sales development initiatives, including productivity metrics, lead conversion rates, pipeline acceleration, and revenue contribution.
• Develop and nurture relationships with sales leadership, ensuring close alignment and collaboration between sales development and sales teams to drive seamless handoffs and accelerate deal velocity.
• Develop rockstar SDR talent and work with Sales leaders to develop a program to promote them into Account Executive roles
• Stay abreast of industry trends, competitive dynamics, technologies and best practices in sales development, incorporating new strategies and tactics to maintain a competitive edge and drive continuous improvement.
• Represent the sales development function internally and externally, serving as a subject matter expert and advocate for the value proposition of sales development in driving business growth and customer success.
• Develop set of KPI’s to drive process adherence and improved performance across the world.