We’re building the next generation of AI-powered sales software—and pipeline is our lifeblood. As an AI Native company building software for sales teams, our credibility starts with our own go-to-market execution. This role is critical in shaping how we apply AI to prospecting, engagement, and pipeline generation—serving as both a growth engine and a proving ground for our product.
You won’t just lead an SDR team—you’ll help define what modern, AI-powered sales development looks like. We’re looking for a strategic, execution-oriented SDR leader to scale our Global and Enterprise pipeline engine.
This role requires a rare blend: someone who can architect a modern, AI-first outbound SDR strategy while staying deeply involved in to day-to-day execution. You’ll lead a team of one front line manager and 15 SDRs driving highly targeted, insight-led engagement into complex Enterprise and Global accounts. The successful candidate will be a natural coach, giving timely development and feedback enabling their team to ramp quickly.
You’ll partner closely with Sales, Marketing, Product, and RevOps to ensure our go-to-market motion reflects how modern buyers evaluate and adopt AI-driven sales technology.
Location: This role is based in Atlanta, GA and requires being in office 3 times per week.
What You’ll Do
Define and execute a next-generation SDR strategy leveraging AI, automation, and data-driven insights
Deliver consistent, high-quality pipeline for Global and Enterprise segments
Establish rigorous qualification standards aligned to complex, multi-stakeholder sales cycles
Ensure strong alignment and tight handoffs with Enterprise Account Executives
Own and optimize key metrics: pipeline generated, conversion rates, velocity, and deal influence
Partner with RevOps to build best-in-class reporting, forecasting, and tooling
Leverage AI and analytics to identify performance gaps and opportunities
Lead, coach, and develop a frontline SDR manager and a team of ~15 SDRs
Build a culture of experimentation, execution, accountability, and continuous improvement
Create clear career paths into closing roles and other GTM functions
Inspect pipeline and account strategies at a granular level
Coach reps on high-impact messaging, personalization, and executive-level conversations
Jump into strategic accounts to help unlock opportunities or navigate complex deals
Test and iterate on new outbound plays, sequences, and AI-driven workflows
Build an AI-First SDR Strategy
Own Enterprise Pipeline Generation
Operational & Data Excellence
Lead & Scale the Team
Stay Close to the Work (Player-Coach)
What We’re Looking For
8+ years of experience in Sales Development / Pipeline Generation within high-growth SaaS
3+ years leading SDR teams, including managing managers
Proven track record generating Enterprise and Global pipeline (large ACV, complex deals)
Previous experience creating and/or updating SDR Attribution models while partnering with Analytics, Marketing and Sales Leaders highly desired
Experience in AI, data, or modern sales technology environments strongly preferred
Strong analytical mindset—comfortable using data, dashboards, and AI tools to drive decisions
Hands-on leadership style with a willingness to dive into details and execution
Exceptional coaching and communication skills, especially in enterprise selling contexts
Skills Required
- 8+ years of experience in Sales Development / Pipeline Generation
- 3+ years leading SDR teams, including managing managers
- Proven track record generating Enterprise and Global pipeline
- Experience in AI, data, or modern sales technology environments
- Strong analytical mindset using data, dashboards, and AI tools
- Exceptional coaching and communication skills
Outreach Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Outreach and has not been reviewed or approved by Outreach.
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Parental & Family Support — Parental leave is described as unusually generous, including extended leave and distinctive transition support such as a paid night nurse option and food delivery. Family-oriented benefits are repeatedly positioned as a standout part of the overall package.
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Healthcare Strength — Medical, dental, and vision coverage is described as comprehensive, with the employer covering a majority of premiums in many cases. Mental health support and an EAP for confidential counseling are also included as part of the health offering.
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Equity Value & Accessibility — Equity (stock options/RSUs) is commonly included as part of total compensation and is framed as a meaningful component of rewards. For some roles, equity is viewed as a notable source of upside that complements cash compensation.
Outreach Insights
What We Do
Outreach is the number one sales engagement platform. Using advanced machine learning and AI to automate and prioritize customer touchpoints, Outreach dramatically increases sales reps' effectiveness and ability to drive smarter, more insightful engagement with their customers. We're on a mission to make every customer-facing rep wildly productive.
Why Work With Us
We balance explosive growth with unwavering values. We believe in agility, but we don't compromise on high standards or delivering the best quality. Everyone truly wants to do the right thing. At Outreach, you are not only permitted to own your business, but expected to. If you're excited by ownership, you'll fit right in. You will never be bored.
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