The Role
The Director of Sales Development Representatives will lead and coach SDR teams, drive pipeline generation, analyze metrics, collaborate with departments, and improve sales strategies.
Summary Generated by Built In
About the Role
SMG is seeking a results-driven Director of Sales Development Representatives (SDRs) to lead, grow, and scale our SDR organization in a player-coach capacity.
In this strategic and hands-on role, you will not only manage and develop a high-performing SDR team but also actively contribute to pipeline generation through direct prospecting and engagement. You will be responsible for the performance, development, and success of the SDR team—ensuring we build a metrics-driven function that delivers consistent, predictable pipeline for our sales organization. As a player-coach, you’ll lead by example, regularly engaging with prospects, refining outreach strategies, and sharing best practices from the front lines. You’ll collaborate closely with Marketing, Sales Leadership, and Revenue Operations to align go-to-market strategies and continuously evolve our approach to outbound prospecting, qualification, and lead conversion.
About SMG
SMG is a leading unified experience management (UXM) provider, primarily serving restaurants, retailers, and other multi-location consumer businesses by changing how brands act on customer + brand + employee insights. With a rich 35-year history, SMG is uniquely pairing an enterprise software platform with professional services to help brands generate new revenue, grow existing revenue, reduce detractors, and drive operational efficiencies. And with our 2024 acquisition of Bulbshare, we also help the world’s leading organizations grow through real-time customer collaboration by building mobile-first customer communities in over 30 markets worldwide, enabling clients to collaborate with consumers quickly and effectively for insights, ideation, and advocacy.
We offer our talent -
What You’ll Do
Apply now, www.smg.com/careers to join SMG as our Director of Sales Development Representatives and help shape the future of our revenue organization.
SMG is seeking a results-driven Director of Sales Development Representatives (SDRs) to lead, grow, and scale our SDR organization in a player-coach capacity.
In this strategic and hands-on role, you will not only manage and develop a high-performing SDR team but also actively contribute to pipeline generation through direct prospecting and engagement. You will be responsible for the performance, development, and success of the SDR team—ensuring we build a metrics-driven function that delivers consistent, predictable pipeline for our sales organization. As a player-coach, you’ll lead by example, regularly engaging with prospects, refining outreach strategies, and sharing best practices from the front lines. You’ll collaborate closely with Marketing, Sales Leadership, and Revenue Operations to align go-to-market strategies and continuously evolve our approach to outbound prospecting, qualification, and lead conversion.
About SMG
SMG is a leading unified experience management (UXM) provider, primarily serving restaurants, retailers, and other multi-location consumer businesses by changing how brands act on customer + brand + employee insights. With a rich 35-year history, SMG is uniquely pairing an enterprise software platform with professional services to help brands generate new revenue, grow existing revenue, reduce detractors, and drive operational efficiencies. And with our 2024 acquisition of Bulbshare, we also help the world’s leading organizations grow through real-time customer collaboration by building mobile-first customer communities in over 30 markets worldwide, enabling clients to collaborate with consumers quickly and effectively for insights, ideation, and advocacy.
We offer our talent -
- Work hard, have fun environment - We work hard to deliver a fulfilling, exciting workplace environment for each SMG employee. Our teams are composed of smart, talented, curious people who love a good challenge.
- Values driven culture where we connect, collaborate & co-create.
- Remote first company (fully remote)
- Unlimited PTO
- Tech provided
What You’ll Do
- Team Leadership & Coaching
Hire, train, mentor, and lead a high-performing team of SDRs to consistently exceed pipeline and meeting generation goals—while actively contributing to those goals yourself through direct outreach and prospect engagement. - Lead By Doing
Meet your own goals of 8 new qualified calls per month. - Pipeline Generation
Own and optimize outbound and inbound lead qualification strategies. As a player-coach, you’ll personally drive pipeline by prospecting, booking meetings, and experimenting with new messaging and tactics alongside your team. - Metrics & Performance Management
Track and analyze KPIs (calls, emails, conversions, meetings booked, etc.), using data to inform strategy, coaching, and your own outreach efforts. Lead by example with a metrics-driven approach. - Sales Enablement & Tools
Partner with RevOps to implement and refine tools, workflows, and cadences that enhance SDR productivity. You’ll also use these tools yourself to stay sharp and model best practices. - Cross-Functional Alignment
Collaborate with Marketing and Sales to align messaging, campaigns, ICP targeting, and lead routing strategies—bringing insights from your own prospecting efforts to the table. - Process Improvement
Continuously improve SDR playbooks, onboarding, and training programs based on team feedback and your own frontline experience. - Strategic Growth Planning
Develop long-term strategies to scale the SDR function in alignment with company growth goals, while maintaining a hands-on role in execution and experimentation.
- 5+ years of experience in SaaS sales or sales development, with at least 1-year leading SDR or BDR teams.
- Proven track record of exceeding team pipeline and meeting generation targets.
- Experience in building and scaling SDR functions in a high-growth SaaS or tech company.
- Strong analytical mindset and experience working with sales metrics and CRM systems (Salesforce, etc.).
- Exceptional coaching, motivational, and leadership abilities.
- Excellent communication and collaboration skills across departments.
- Deep understanding of outbound prospecting best practices and modern sales engagement tools.
- Ability to thrive in a fast-paced, constantly evolving environment.
Apply now, www.smg.com/careers to join SMG as our Director of Sales Development Representatives and help shape the future of our revenue organization.
Top Skills
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The Company
What We Do
SMG is an enterprise-level experience management (XM) provider that offers a software with a service (SwaS) solution—uniquely combining technology with hands-on professional services to help organizations generate new revenue, grow existing revenue, reduce churn and detractors, and drive operational efficiencies. By delivering insights across the enterprise and measuring experiences at every touchpoint, our differentiated partnership model helps clients change the way they do business.
