Director, Sales Development (outbound demand generation)

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A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future.A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You’ll work across teams, influence key decisions, and help shape the path forward. You’ll find belonging, purpose, and a team that welcomes you—because when you feel valued, you’re empowered to do your best work.

Job Summary

The Director is responsible for defining and leading Equinix's outbound demand generation strategy and sales development transformation agenda.

This role sits at the intersection of revenue marketing, sales development, operations, technology, data, and AI. The successful candidate will lead the evolution of Equinix's outbound engine, driving the people, process, technology, and operating model changes required to significantly increase pipeline creation, seller productivity, and revenue impact.

While foundational programmes, processes, and technologies exist today, this role is focused on transformation and scale. The Director will assess current capabilities, identify improvement opportunities, and execute a multi-year roadmap that modernises outbound engagement, improves operational efficiency, strengthens measurement and attribution, and leverages AI-driven innovation.

Working closely with Sales, GTM Operations, Marketing, Data, Digital, and Technology teams, this leader will build a scalable, globally consistent outbound motion that contributes predictable pipeline growth across both direct and indirect routes to market.

Key Outcomes

Revenue & Pipeline Growth

• Increase outbound-sourced pipeline contribution and influence across all regions
• Improve SDR productivity, pipeline generated per representative, and overall return on investment
• Increase conversion rates across the outbound funnel from engagement through to qualified opportunity
• Improve account penetration and engagement within strategic target accounts

Technology & AI Transformation

• Deliver measurable improvements in SDR productivity through automation and AI-enabled workflows
• Reduce manual administrative effort through automation and workflow optimisation
• Implement AI-powered capabilities for prospect research, account prioritisation, outreach optimisation, coaching, and call analysis
• Achieve broad adoption of approved AI-enabled selling technologies across the SDR organisation
• Establish data-driven performance management and predictive analytics capabilities that improve decision-making and forecasting accuracy

Operational Excellence

• Standardise global outbound operating models, processes, and performance frameworks
• Improve outbound data quality, lead routing, segmentation, and account prioritisation capabilities
• Create scalable onboarding, coaching, certification, and continuous learning programmes
• Develop industry-leading reporting, attribution, and measurement frameworks connecting activity to pipeline and revenue outcomes

Responsibilities

Outbound Strategy & Transformation

• Define and execute the global outbound demand generation and SDR transformation strategy
• Develop a multi-year roadmap that improves pipeline creation, productivity, scalability, and operational effectiveness
• Evaluate and optimise outbound engagement models, segmentation strategies, account prioritisation frameworks, and coverage approaches
• Lead change management initiatives associated with new processes, technologies, and operating models
• Establish global standards while supporting regional market requirements

Revenue & Pipeline Performance

• Own outbound pipeline creation goals and performance measures globally
• Establish KPI frameworks covering productivity, efficiency, conversion rates, pipeline contribution, and revenue impact
• Drive accountability for achievement of business targets across regions
• Identify risks, performance gaps, and optimisation opportunities using data-driven analysis
• Partner with Sales and Revenue Operations leaders to improve forecasting and pipeline visibility

SDR Leadership & Capability Development

• Lead and develop a global SDR leadership team and sales development organisation
• Build a high-performance culture focused on accountability, continuous improvement, and customer engagement
• Design scalable onboarding, enablement, coaching, and career development programmes
• Establish world-class sales development methodologies, qualification standards, and outbound best practices
• Drive workforce planning, organisational design, and talent strategies to support growth objectives

Technology, Data & AI Innovation

• Own the strategic roadmap for outbound technology, automation, and AI enablement
• Evaluate, implement, and optimise technologies that improve seller productivity and prospect engagement
• Partner with Marketing Operations, Revenue Operations, Data, and Technology teams to modernise the outbound technology ecosystem
• Implement AI-driven capabilities including account intelligence, prospect research, conversation intelligence, coaching, workflow automation, and predictive insights
• Drive adoption and change management to maximise business value from technology investments
• Create a culture of experimentation through structured testing of new technologies, outreach approaches, and productivity enhancements

Cross-Functional Leadership

• Partner closely with Marketing, Sales, Revenue Operations, Data, and Digital teams to align demand generation and pipeline objectives
• Influence senior stakeholders on outbound strategy, investment priorities, and operational improvements
• Collaborate with campaign, ABM, partner, and field marketing teams to optimise the integration between marketing engagement and SDR execution
• Act as the executive sponsor for key outbound transformation programmes

Executive Reporting & Governance

• Deliver regular business reviews to executive leadership
• Provide visibility into pipeline contribution, productivity, technology adoption, transformation progress, and business outcomes
• Present investment recommendations, business cases, and strategic plans to leadership stakeholders
• Establish governance frameworks that ensure sustainable operational excellence and continuous improvement

Qualifications

Required Experience

• Proven years of experience in B2B demand generation, revenue marketing, sales development, or go-to-market leadership roles
• Proven years leading large-scale SDR, BDR, or outbound demand generation organisations
• Proven experience leading business transformation initiatives involving people, process, technology, and operating model change
• Demonstrated success increasing pipeline generation, sales productivity, and go-to-market effectiveness
• Experience deploying and scaling sales engagement, automation, and AI technologies
• Strong understanding of pipeline management, funnel performance, forecasting, attribution, and revenue analytics
• Experience leading global or multi-regional teams within a complex matrix organisation
• Strong executive communication, stakeholder management, and influencing skills
• Bachelor's degree or equivalent experience

Preferred Experience

• Experience within technology, digital infrastructure, cloud, SaaS, or telecommunications industries
• Experience implementing AI-enabled sales development and revenue marketing capabilities
• Experience with account-based marketing and account-based growth strategies
• Experience leading global transformation programmes with measurable business outcomes

Leadership Characteristics

• Strategic and commercially minded leader
• Proven change agent who thrives in transformation environments
• Data-driven decision maker focused on measurable business outcomes
• Strong collaborator capable of influencing across functions and regions
• Passionate about talent development, coaching, and organisational effectiveness
• Curious and innovative, with a strong bias toward AI, automation, and continuous improvement
• Customer-centric and relentlessly focused on creating pipeline, revenue growth, and business impact

The targeted pay range for this position in the following location is / locations are:

United States - Dallas Infomart Office DAI : 224,000 - 336,000 USD / Annual

Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location.The pay range shown is based on our compensation structure in place at the time of posting and may be updated periodically based on business needs. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.

The targeted pay range listed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position.

Equinix Benefits

As an employee, you become important to Equinix’s success. We ensure all your benefits are in line with our core values: competitive, inclusive, sustainable, connected and efficient. We keep them competitive within the current marketplace to ensure we’re providing you with the best package possible. So, wherever you are in your career and life, you’ll be able to enhance your experience and bring your whole self to work.

Employee Assistance Program: An Employee Assistance program is available to all employees.

US Benefits: - Insurance: You may enroll in health, life, disability and voluntary plans that are designed for you and your eligible family members. - Retirement: You and Equinix may contribute to a retirement plan to help you plan for your financial future. - Paid Time Off (PTO) and Paid Holidays: You will receive an accrued amount of PTO each pay period along with various paid holidays for you to rest and recharge. Eligibility requirements apply to some benefits. Benefits are subject to change and may be subject to specific plan or program terms.

Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability.  If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form.

Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer.  All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law. 

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This posting is a new position within our organization.