Senior Director, Sales Development

at  New Relic

Req ID
FY25|S&M|#6400
Location(s)
Austin, Texas, USA; Dallas, Texas, USA; Denver, Colorado, USA; Houston, Texas, USA; Los Angeles, California, USA; Portland, Oregon, USA; San Francisco, California, USA; Seattle, Washington, USA;
Work arrangement(s)
Fully Remote (works exclusively from home), Hybrid (works from home and New Relic office throughout the week)
Your opportunity
New Relic is on an exciting journey of accelerated business growth. A critical foundational layer for that growth is the sales development function. We are looking for a Sr. Director who can build this function from the ground up globally.
In this role, you will be part of the marketing leadership team and will hire and lead a team of 20+ Sales Development Reps and Managers across all regions. Your team will drive both inbound and outbound prospecting and be measured on qualified meetings, qualified opportunities and new business pipeline.
This is the perfect role for an ambitious leader who has proven experience leading and empowering a team of Sales Development Reps to exceed pipeline generation and growth goals.

What you’ll do

• Hire, train and develop a team of Business Development Representatives and Managers across various regions.
• Develop the resourcing plan according to the demands of the business which includes supplementing with additional resources/agencies
• Own and implement an AI-based and modern technology stack including - AI-call scripts, Salesforce, Outreach.io, LinkedIn Sales Navigator, Gong, etc.
• Develop and execute a comprehensive strategy for driving qualified pipelines across - segments, geos and product lines.
• Work with subject matter experts and data analysts to evaluate market trends, customer needs, and product advantages to create more strategic and targeted sales plays, programs and call blitzes to increase pipeline.
• Analyze results from marketing campaigns and deliver actionable feedback to marketing leadership on lead quality, volume, and demo quality to build a pipeline to exceed pipeline goals.
• Create and deliver accurate analysis of individual/team results and maintain reporting to accurately track and proactively manage Business Development Rep metrics.
• Constantly identify and improve team productivity and processes, striving for operational excellence.
• Coach and guide early-in-career team members to be able to have effective conversations with executive buyers (CIO/CTO, VP/Dir. levels), leveraging command of the message, value selling and MEDDPICC.
• Partner with sales leadership to develop a career progression plan for team members, laying the foundation for them to succeed in future roles.

This role requires

• BS/BA degree
• MS/MBA/MA degree, applicable certification or equivalent related experience
• 15+ years demonstrated experience plus the knowledge, skills and abilities outlined above
• 7+ years of people management experience

Fostering a diverse, welcoming and inclusive environment is important to us. We work hard to make everyone feel comfortable bringing their best, most authentic selves to work every day. We celebrate our talented Relics’ different backgrounds and abilities, and recognize the different paths they took to reach us – including nontraditional ones. Their experiences and perspectives inspire us to make our products and company the best they can be. We’re looking for people who feel connected to our mission and values, not just candidates who check off all the boxes.
If you require a reasonable accommodation to complete any part of the application or recruiting process, please visit https://newrelic.avature.net/accommodations to submit your request.
We believe in empowering all Relics to achieve professional and business success through a flexible workforce model. This model allows us to work in a variety of workplaces that best support our success, including fully office-based, fully remote, or hybrid.

What you’ll do

• Hire, train and develop a team of Business Development Representatives and Managers across various regions.
• Develop the resourcing plan according to the demands of the business which includes supplementing with additional resources/agencies
• Own and implement an AI-based and modern technology stack including - AI-call scripts, Salesforce, Outreach.io, LinkedIn Sales Navigator, Gong, etc.
• Develop and execute a comprehensive strategy for driving qualified pipelines across - segments, geos and product lines.
• Work with subject matter experts and data analysts to evaluate market trends, customer needs, and product advantages to create more strategic and targeted sales plays, programs and call blitzes to increase pipeline.
• Analyze results from marketing campaigns and deliver actionable feedback to marketing leadership on lead quality, volume, and demo quality to build a pipeline to exceed pipeline goals.
• Create and deliver accurate analysis of individual/team results and maintain reporting to accurately track and proactively manage Business Development Rep metrics.
• Constantly identify and improve team productivity and processes, striving for operational excellence.
• Coach and guide early-in-career team members to be able to have effective conversations with executive buyers (CIO/CTO, VP/Dir. levels), leveraging command of the message, value selling and MEDDPICC.
• Partner with sales leadership to develop a career progression plan for team members, laying the foundation for them to succeed in future roles

This role requires

• BS/BA degree
• MS/MBA/MA degree, applicable certification or equivalent related experience
• 15+ years demonstrated experience plus the knowledge, skills and abilities outlined above
• 7+ years of people management experienc