Director of Sales Development

Summary

Join Apollo.io, a leading go-to-market solution trusted by millions, as their high-energy Director of BDR & SDRs. Lead, scale, and optimize the global outbound sales development team, building a predictable pipeline engine for the sales organization. Develop and execute outbound prospecting strategies, ensuring high-quality meetings and pipeline aligned with revenue targets. Partner with Sales and Marketing leadership, coach and develop BDR/SDR managers and individual contributors, and drive execution across various channels. Collaborate with RevOps for accurate tracking and reporting, work with Product Marketing and Demand Generation, and recruit top BDR/SDR talent. Foster a culture of accountability and continuous improvement within the team. Apollo.io is an AI-native company offering a supportive and collaborative work environment.

Requirements

• 6+ years of experience in Sales Development or Revenue roles, with at least 2+ years in a leadership position
• Proven track record of building and scaling high-performing BDR/SDR teams that drive measurable pipeline growth
• Strong understanding of outbound prospecting strategies and tools (Apollo, Outreach, Salesloft, LinkedIn Sales Navigator, etc.)
• Experience coaching managers and frontline reps to success in a fast-paced, high-growth environment
• Commercial mindset with a deep understanding of pipeline metrics, conversion rates, and revenue alignment
• Strong collaboration skills — able to partner effectively with Sales, Marketing, and RevOps teams
• Data-driven, with the ability to analyze performance and adjust strategies accordingly
• Energy, resilience, and a passion for building high-performing teams

Responsibilities

• Lead and manage our global BDR/SDR organization, with a focus on pipeline generation for the Sales team
• Own outbound prospecting strategy, including territory design, account prioritization, and playbook development
• Partner with Sales and Marketing leadership to align on pipeline targets, lead quality, and conversion expectations
• Coach and develop BDR/SDR managers and individual contributors to consistently hit and exceed meeting and pipeline quotas
• Drive execution of outbound motions across phone, email, LinkedIn, and other channels
• Collaborate with RevOps to ensure accurate tracking, reporting, and performance analysis
• Work closely with Product Marketing and Demand Generation to ensure messaging and campaigns resonate with ICP and personas
• Recruit, hire, and ramp top BDR/SDR talent to scale with company growth
• Foster a culture of accountability, continuous improvement, and commercial focus within the team