The Role
Lead and scale sales development teams to generate pipeline through inbound and outbound strategies, optimizing processes and performance metrics in collaboration with marketing and sales.
Summary Generated by Built In
As Director, Sales & Business Development, you will lead, scale, and continuously improve the teams responsible for generating qualified sales pipeline across both inbound and outbound motions. You will own the strategy, structure, and performance of our pipeline generation engine, encompassing process excellence, enablement partnerships, and the operating rhythm that turns marketing demand and proactive prospecting into high-quality, sales-ready opportunities.
You will define and optimize the right structure for the business, distinct SDR (inbound) and BDR (outbound) teams versus a blended model, while building a metrics-driven, human-centered culture that consistently meets or exceeds pipeline goals. As a cross-functional leader, you’ll partner closely with the VP of Global Direct Sales, Marketing, and Revenue Operations to align demand generation and sales development strategy, driving predictable and scalable growth.
What You'll Do:
- Architect & own charter, coverage, and operating playbooks for inbound SDRs and outbound BDRs; evaluate and evolve team structure (separate vs. blended) based on performance data and GTM strategy.
- Lead the transformation of reactive inbound handling into a proactive, integrated inbound + outbound engine tied to ICP and segment priorities.
- Directly lead a blended team of individual contributors and one front-line manager, with accountability for building future leadership capacity as the function scales.
- Serve as senior escalation point for complex prospect situations and pipeline-critical blockers, ensuring alignment with broader revenue strategy and business goals..Own responsive, high-quality coverage of inbound interest across phone, chat, email and other emerging channels; continuously improve speed-to-lead, qualification depth, and conversion to sales-accepted opportunities.
- Build and optimize targeted outbound programs (cold calling, email sequences, and social/LinkedIn engagement) to create net-new pipeline from ICP accounts; ensure disciplined cadence execution.
- Define and manage KPIs (response SLAs, conversation/meeting rates, SAL→SQL conversion, pipeline created, forecast quality); maintain transparent dashboards for stakeholders.
- Partner with Revenue Operations and Sales Enablement on onboarding, training, sales assets, territory design, equitable goals/comp plans, and tooling adoption.
- Implement and refine processes that maximize productivity and improve handoff quality to closing teams; enforce CRM hygiene.
- Ensure rigorous opportunity qualification (e.g., BANT) across inbound; encourage advanced methodologies (e.g., MEDDPICC/Challenger) where appropriate.
- Drive effective use of CRM and sales engagement tools (Salesforce, Outreach/Salesloft, ZoomInfo); evaluate and adopt best-in-class technologies.
- Forecast pipeline contribution by segment/region; communicate insights, risks, and remediation plans to executive stakeholders.
- Partner tightly with Marketing on MQL definitions, lead routing rules, campaign feedback, and experiments to raise conversion rates.
- Foster and scale a human-centered, inclusive culture; recognize performance, maintain high morale, and improve retention.
- Meet and exceed pipeline targets; continuously identify opportunities to improve efficiency, quality, and scale.
What You Should Have:
- 5+ years building and leading multi-level inbound (SDR) and outbound (BDR) pipeline-generation teams with a track record of exceeding goals.
- Demonstrated strength in change management and process optimization across high-volume motions.
- Mastery of CRM and sales engagement platforms (Salesforce; Outreach and/or Salesloft; ZoomInfo).
- Strong analytical acumen with the ability to define and manage KPIs, forecast performance, and drive data-informed strategy.
- Outstanding executive communication and influence skills, with experience aligning senior stakeholders across the business.
- Bachelor’s degree or equivalent experience.
Nice to Haves:
- SaaS background; familiarity with e-learning solutions a plus.
- Working knowledge of MEDDPICC and Challenger; deep experience with BANT.
About us
Articulate Global, LLC, is the leading SaaS provider of creator platforms for online workplace training. Founded by Adam Schwartz in 2002, Articulate provides creator tools and services that make it simple for enterprises and SMBs to develop, deliver, and analyze online workplace training that’s engaging and effective. Increasingly, organizations must reskill employees for ever-changing remote and hybrid work environments, create learning cultures that attract and retain employees in a tight labor market, and use training to build more equitable, empowering, and engaging workplaces. Articulate helps organizations address these critical business needs with its creator platform for workplace training. Articulate 360—a suite of creator tools for online courses—was named the 7th most-loved product in the world by TrustRadius in 2021. And Rise—an all-in-one online training system that makes online training easy to create, enjoyable to take, and simple to manage—is the first creator platform for SMBs and departments within the enterprise. Articulate has more than 118,000 customers in 170 countries and counts all 100 of the Fortune 100 companies as customers.
Named one of Inc. Magazine’s Best Workplaces 2022 and a leader in building a human-centered organization, Articulate is guided by a commitment to provide the best value to customers, do right by employees, and create an equitable, empowering workplace for all. As a human-centered organization, we honor people’s humanity knowing that each person’s unique history, vulnerabilities, and social location inform how we show up with one another. We embrace our connectedness, aware that what we do and say impacts others. We give each other grace because we are all works in progress, learning and evolving every day. And we take responsibility for ourselves and are serious about our accountability to each other. In all we do, we strive to create an equitable, sustainable, and empowering workplace while we drive results for the business and make a positive impact in the world. Read more about our values here.
Articulate Global, LLC is an Equal Employment Opportunity and Affirmative Action employer and complies with all applicable federal, state, and local fair employment practices laws. All employment decisions at Articulate are based on business needs, job requirements, and individual qualifications directly related to the job, without regard to any protected characteristic or class, including, but not limited to, race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition (including breastfeeding), or any other basis protected by law. Qualified candidates with criminal histories are welcome to apply and will be considered for this role in a manner consistent with applicable law. Offers of employment for this role shall be contingent upon successful completion of a background check, including a review of the candidate’s criminal history, in a manner consistent with applicable law.
Articulate is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation related to the application process due to a disability, you may contact us at [email protected].
(For information about Articulate's privacy practices, please view our Privacy Notice)
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Top Skills
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Salesloft
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The Company
What We Do
Articulate develops e-learning software, content, and resources that change the way the world learns.
More than 106,000 organizations worldwide, including all 100 of Fortune 100, have created millions of courses using our online training apps, Articulate 360 and Rise.com.
With Articulate 360, e-learning developers get everything they need to create courses for their learning management systems, including the award-winning authoring app Storyline 360.
With Rise.com, organizations get everything they need to create, track, and manage their online training in one complete system. It's the all-in-one online training system employees love.
Articulate also has the industry's largest community, E-Learning Heroes, where online training professionals get inspiration, guidance, product support, and best practices on building online training. Join the 965,000+ member of E-Learning Heroes.
As a human-centered organization, Articulate is driven by our vision to empower people to live better lives. We're committed to providing the best value to customers and doing right by our employees.
We're building a team that looks like the world we live in and an environment where people from diverse backgrounds feel like we belong. Learn more about why we're one of Inc. Magazine's Best Workplaces of 2020.
