Responsibilities:
- Own quarterly and annual SDR-sourced pipeline ARR targets, with clear accountability for conversion quality and deal-size mix.
- Lead and evolve a global SDR organization with a focus on productivity per rep, qualification rigor, and sustainable throughput.
- Partner with GTM Ops, Sales leadership to define and enforce sales acceptance criteria, including disqualification standards.
- Collaborate with Marketing to align inbound, outbound, and product-led signals into intent-weighted SDR motions.
- Redesign SDR coverage, segmentation, and routing to support higher win-rate segments
- Own forecasting, capacity planning, and performance modeling in partnership with RevOps, including pipeline per SDR and ARR efficiency metrics.
- Continuously evolve the SDR playbook, including messaging, sequencing, tooling, and AI-assisted workflows, to drive measurable gains in productivity.
- Develop SDR managers as operators who understand pipeline economics, not just coaching and activity management.
About you:
- You must be willing to work out of our San Jose office 3 days a week and travel internationally as needed.
- 5+ years leading global SDR teams in B2B SaaS, including experience designing teams to improve efficiency and conversion.
- Demonstrated success driving high-quality pipeline in multi-product, multi-segment sales environments.
- Strong command of pipeline economics, including deal-size mix, win-rate dynamics, and SDR cost efficiency.
- Hands-on leader who can move between strategic modeling and frontline coaching.
- Deep experience with modern sales development tooling (Outreach, Gong, CommonRoom, CRM, intent data, AI SDR workflows) and a track record of using technology to build efficient pipeline.
Skills Required
- 5+ years leading global SDR teams in B2B SaaS
- Experience designing teams to improve efficiency and conversion
- Demonstrated success driving high-quality pipeline in multi-product, multi-segment sales environments
- Strong command of pipeline economics, including deal-size mix and win-rate dynamics
- Deep experience with modern sales development tooling
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