The Role
The Director of Global Sales Development will lead the SDR team, manage sales processes, define ideal customer profiles, and enhance pipeline creation through AI-driven strategies.
Summary Generated by Built In
Company
Anomali is headquartered in Silicon Valley and is the Leading AI-Powered Security Operations Platform that is modernizing security operations. At the center of it is an omnipresent, intelligent, and multilingual Anomali Copilot that automates key workflows and empowers your team to deliver critical threat insights to leadership in seconds.
Anomali unifies ETL, SIEM, XDR, SOAR, and the world’s largest repository of global intelligence into a single, cloud-native platform that improves detection, speeds investigations, and reduces costs at scale.
Do more with less. Be Different. Be the Anomali.
Learn more at www.anomali.com
Job Description
The Director, Global Sales Development will be responsible for building and managing a team of Sales Development Representatives (SDRs). The SDRs are responsible for meeting and exceeding a sales quota by excelling at key critical success factors, including inbound lead follow up, outbound calls, opportunity identification, pipeline creation and upsell/cross-sell.
Responsibilities
SDR Leadership & GTM Ownership:
· Build, lead, and scale global SDR teams aligned to Enterprise, Mid-Market, Partner, and Public Sector (SLED) segments
· Own inbound SDR workflows, including lead routing, lead-to-speed SLAs, and rigorous qualification standards
· Ensure SDR output consistently translates into high-quality pipeline and closed revenue
ICP Definition & Cross-Functional Alignment:
· Co-own the definition, refinement, and operationalization of Anomali’s ICP
· Partner cross-functionally with Sales, Product, Engineering, Marketing, Channel, and RevOps
· Translate ICP insights into SDR targeting, account prioritization, outbound plays and inbound qualification.
AI-First SDR Execution:
· Design and operationalize an AI-first SDR motion to increase productivity and conversion
· Own implementation and daily usage of Nooks AI Dialer for call efficiency, coaching, and insights
· Own Nooks AI Prospector as the core outbound intelligence engine for ICP-aligned targeting, signal-based prospecting, and personalization at scale
Outbound & Inbound Playbooks:
• Build and maintain SDR playbooks covering:
ICP-based segmentation and prioritization
Persona-driven messaging and talk tracks
Multichannel sequences (phone, email, LinkedIn)
Objection handling, qualification, and AE handoff
• Apply modern SDR plays including intent-led outbound, champion reactivation, competitive takeout, and partner-assisted motions
Direct, Channel & Public Sector Motions:
· Apply direct selling experience to ensure SDR execution reflects real enterprise and mid-market deal dynamics
· Leverage channel selling experience to build partner-sourced pipeline across MSPs, MSSPs, SIs, distributors, and resellers
· Support partner recruitment, activation, and co-sell motions
· Lead SDR strategy for Federal, State, and Local Government, with experience booking meetings with government officials
Sales Methodology, Tools & Rigor:
· Ensure SDR execution aligns with Challenger, Sandler, MEDDPICC, and Command of the Message
· Implement champion tracking using Boomerang or UserGems
· Own SDR funnel performance in Salesforce, including speed-to-lead, conversion rates, pipeline sourced, and ROI
Analytics & Scale:
· Apply a left-brain / right-brain mindset—combining data-driven analysis with creative experimentation
· Continuously test and refine messaging, sequences, AI workflows, and qualification criteria
· Scale what works into repeatable, predictable SDR processes
Qualifications:
Required Skills/Experience
· 10+ years in Sales, Sales Development, or GTM leadership roles
· Proven background in direct enterprise and mid-market B2B SaaS selling and channel selling experience required
· 3+ years of experience building, leading and growing SDR and quota-carrying global sales teams in a relevant cybersecurity space.
· Hands-on experience with Nooks AI Dialer and Nooks AI Prospector, Gong, Marketo, LI Sales Nav, 6thSense or comparable tools
· Strong command of modern sales methodologies and pipeline discipline
· Experience engaging Federal and State government buyers
· Highly analytical, operationally strong, and cross-functionally effective
· Candidates local to our Redwood City, CA HQ will be expected to work a hybrid schedule onsite.
· This position is not eligible for employment visa sponsorship. The successful candidate must not now, or in the future, require visa sponsorship to work in the US
What Success Looks Like:
· An AI-enabled SDR organization with strong lead-to-speed and qualification rigor
· A clearly defined ICP embedded across inbound, outbound, partner, and public sector motions
· Predictable, high-quality pipeline that converts efficiently into revenue
Equal Opportunities Monitoring
It is our policy to ensure that all eligible persons have equal opportunity for employment and advancement on the basis of their ability, qualifications and aptitude. We select those suitable for appointment solely on the basis of merit without regard to an individual's disability, race, color, religion, sex, sexual orientation, gender identity, national origin, age, or status as a protected veteran. Monitoring is carried out to ensure that our equal opportunity policy is effectively implemented.
If you are interested in applying for employment with Anomali and need special assistance or accommodation to apply for a posted position, contact our Recruiting team at [email protected].
Top Skills
6Thsense
Gong
Linkedin Sales Navigator
Marketo
Nooks Ai Dialer
Nooks Ai Prospector
Salesforce
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The Company
What We Do
Anomali is the leader in intelligence-driven extended detection and response (XDR) cybersecurity solutions. Anchored by big data management and refined by artificial intelligence, the Anomali XDR platform delivers proprietary capabilities that correlate the largest repository of global intelligence with telemetry from customer-deployed security solutions, empowering security operations teams to detect threats with precision, optimize response, achieve resiliency, and stop attackers and breaches.Our SaaS-based solutions easily integrate into existing security tech stacks through native cloud, multi-cloud, on-premises, and hybrid deployments. Founded in 2013, Anomali serves public and private sector organizations, ISACs, MSSPs, and Global 1000 customers around the world in every major industry. Leading venture firms including General Catalyst, Google Ventures, and IVP back Anomali.
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