Director of Sales Development

CodeRabbit is an innovative research and development company focused on building extraordinarily productive human-machine collaboration systems. Our primary goal is to create the next generation of Gen AI-driven code reviewers: a symbiotic partnership between humans and advanced algorithms that significantly outperforms individual engineers. We combine language models with human ingenuity to push the boundaries of software development efficiency and quality.

Build the function

• Hire, onboard, and develop a high-performing SDR team focused on both inbound qualification and outbound pipeline generation

• Define the SDR motion; personas, sequences, messaging, territory, and handoff process — tailored to a technical, developer-centric buyer

• Partner with Marketing to convert CodeRabbit's large free and open-source user base into qualified pipeline

Lead the team

• Coach SDRs on technical discovery, outbound prospecting, and pipeline generation

• Run weekly team meetings, 1:1s, and performance reviews with a focus on development and growth

• Foster a culture of curiosity, experimentation, and continuous improvement
  

Drive the strategy

• Own the SDR contribution to pipeline targets and report to senior leadership on performance, forecasts, and headcount needs

• Collaborate closely with AEs and Sales leadership to ensure seamless handoffs and high conversion rates from SDR-sourced pipeline

• Build the comp structure, career path, and hiring profile for the SDR org
  

Operate with Data and AI

• Equip the SDR function with the right tooling (AI, CRM, sequencing, intent data) and reporting

• Track leading indicators; activity, connect rates, meetings set, pipeline generated — and use data to iterate quickly
  

What We're Looking For

• 5+ years in sales development leadership

• Experience selling developer tools, DevOps, or technical SaaS — you understand how to reach and resonate with engineering buyers

• A track record of building or significantly scaling an outbound SDR function

• Strong coaching instincts — you know how to develop early-career talent and get the best out of people

• Comfort operating in ambiguity; you're energized by building, not just managing

• Data-driven decision-making — you know which metrics matter and how to move them

• Familiarity with modern SDR tooling (Salesforce, Outreach/Salesloft, LinkedIn Sales Navigator, intent platforms)

Nice to have

• Experience selling into engineering, product, or developer personas

• Familiarity with the AI coding or code quality space

• Experience with PLG (product-led growth) motions and converting free users to pipeline