Director, Sales Development Operations

Responsibilities

Own SDR resourcing and partner management (in-house, outsourced, or hybrid)
• Define and scale the SDR coverage model, SLAs, and qualification standards across in-house SDRs and/or outsourced partners
• Onboard, manage, and develop SDR capacity (hire/enable in-house SDRs and/or manage outsourced partners); set scopes, expectations, and performance targets
• Build and maintain governance rituals (QBRs, weekly performance reviews, playbook updates) across the SDR program (internal team and any partners)
• Ensure clear handoffs and feedback loops between SDRs (internal and/or partners), internal sales teams, and marketing
• Translate our ICP, positioning, and messaging into clear guidance for SDRs (internal and/or partners), and ensure everyone stays current on how we speak about the brand, our products, and our target customers
Design the SDR operating system
• Stand up and continuously refine the prospecting motion, sequences, and data flows in HubSpot and related tools
• Own lead routing and ensure leads are consistently and accurately distributed to the right reps and teams
• Maintain the enablement layer: ICP, personas, messaging, talk tracks, objection handling, and QA standards used by SDRs and internal teams
• Instrument dashboards and reporting that make SDR performance, pipeline contribution, and ROI unambiguous
• Partner with leadership on long-term SDR resourcing decisions (build in-house, use external partners, or run a hybrid model) based on validated learnings
Train and enable internal sales teams on prospecting
• Develop and deliver training programs for AEs and other sales roles on outbound prospecting best practices
• Run live training, call reviews, and coaching sessions focused on list building, outreach quality, and conversion
• Create repeatable assets: playbooks, templates, checklists, and micro-trainings that help reps adopt and sustain strong prospecting habits
• Partner with Sales Leadership and Sales Ops/Enablement to embed prospecting expectations into onboarding and ongoing education
Partner across the org
• Work closely with Sales Leadership Sales Ops and Marketing to align targets, territories, handoffs, and reporting
• Collaborate with Marketing on campaign alignment, list strategy, and messaging
• Share market and field intelligence from SDR activity to refine GTM strategy

Required Experience and Skills

• Proven success as a high-performing SDR or BDR (top-tier performance against outbound and meeting targets)
• Experience managing SDRs, SDR teams, or SDR training
• Experience with outbound engines, ideally in digital advertising, adtech, media, or adjacent B2B domains
• Deep practical fluency with HubSpot CRM and sales engagement, plus prospecting and enrichment tools such as MediaRadar, Apollo, Sales Navigator, and ZoomInfo or similar
• Demonstrated ability to translate ambitious growth goals into concrete operating cadences, KPIs, and dashboards
• Strong enablement skill set: can break down effective prospecting into teachable frameworks, content, and coaching
• Excellent written and verbal communication; crafts compelling messaging and can drive alignment across sales, marketing, and any external partners
• Familiarity with CTV, programmatic, or digital media buying cycles and agency/brand dynamics

Performance Metrics

• SQLs created and meetings set per month (by SDR pod/resourcing model and segment), plus held rate
• Pipeline created and influenced attributable to the SDR program (in-house and/or outsourced)
• Performance and efficiency by resourcing model: connect rates, reply rates, conversion rates, and cost per opportunity
• Time-to-first-touch on new priority accounts and contacts
• Training impact: adoption of prospecting standards, improvement in rep-level activity and conversion
• Data quality and CRM hygiene for all SDR-sourced activity
• Accuracy and timeliness of lead routing, including adherence to SLAs
• Clarity and reliability of lead attribution and reporting for marketing and sales stakeholders
• Evidence of repeatability: documented playbooks, consistent attainment across resourcing models and segments, and reliable handoffs