Sales Development Director

Summary

Join Smartcat, a rapidly growing Series C company, as their Sales Development Director and lead their early-career sales team to new heights. You will architect and scale a world-class outbound sales development engine, designing new systems, processes, and playbooks to generate net-new enterprise demand. This role involves coaching and aligning early-career sales professionals while laying the foundation for successfully selling to enterprise customers. The primary goal is to acquire new enterprise customers by creating a high-activity, successful culture among the SDR and Associate AEs. You will hire, retain, and train the right people, build net-new pipeline from cold outbound channels, and own the strategy and execution for the entire top-of-funnel sales pipeline. This is a high-impact role that will enable innovation and inclusion in organizations.

Requirements

• 7+ years of experience within an AI or SaaS sales global organization
• 3+ years of management experience leading a global business development team; must have experience leading a globally-distributed team
• Proven ability to build outbound SDR/BDR teams, including designing hiring profiles, playbooks, cadences, KPIs, and onboarding
• Track record of overachievement of the set goals by fostering a culture of competitiveness that embraces diversity and promotes success for all team members
• Experience using AI to improve team productivity and performance
• A data-driven approach. Ability to justify decisions using concrete metrics
• Ability to thrive in a fast-paced, high growth environment
• Experience with MEDDPICC and Sandler Sales frameworks
• Comfortable working with remote teams across time zones
• Openness to constructive feedback and the opinions and ideas of others

Responsibilities

• Oversee SDRs and Associate Account Executives
• Lead a global team
• Architect and scale a world-class outbound sales development engine from the ground up
• Lead Smartcat’s transition to a proactive, demand-creating go-to-market motion
• Design new systems, processes, and playbooks to build top-of-funnel velocity and generate net-new enterprise demand, independent of a successful inbound motion
• Coach and align early-career sales professionals while laying the foundation of successfully selling to enterprise customers
• Create the right culture of high activity and success among the SDR and Associate AEs
• Hire and retain the right people that enhance our culture by bringing in strong AI knowledge and experience with an appetite to uncover and delight customers
• Create net-new pipeline from cold outbound channels through repeatable prospecting motions
• Own the strategy and execution for the entire top of funnel sales pipeline
• Partner closely with Marketing and Product to build repeatable outbound sequences and test hypotheses around messaging, Ideal Customer Profile (ICP) pain points, and channel effectiveness
• Hold the team accountable with KPIs and metrics
• Proactive approach to making improvements, adopting and leveraging AI, and coaching the team
• Gain deep knowledge of Smartcat’s products and begin to form key relationships with partners from the Go-to-Market Team and Leadership Team
• Learn current sales processes, ICPs, and existing metrics
• Audit existing outbound efforts and identify gaps in messaging, tooling, ICP targeting, and results
• Evaluate team’s performance and individual metrics of each team member
• Analyze data from the sales funnel to identify areas of strength and opportunity
• Begin to develop a strategy to improve the team including areas such as key metrics, targets, and process optimization initiatives
• Start training and coaching initiatives focused on helping reps create demand and speed up cycle times, objection handling and deal acceleration
• Track and report on improvements
• Establish ongoing cadence for regular standups and performance coaching
• Optimize processes and scale what works

Benefits

Fully remote team