Head of Sales Development

About AirGarage

AirGarage is on a mission to bring real estate online, starting with parking.

We replace broken parking machines, fragmented software, and manual, labor-intensive operations with a unified, data-rich operating system for parking real estate. We handle everything it takes to run and optimize a parking asset: payments, dynamic pricing, enforcement, license plate recognition, analytics, and more.

By building all of our technology in-house, we are able to deliver a magical experience for drivers while providing real-time visibility and revenue increases of 20-50% or more for real estate owners. That’s why national real‑estate leaders like Hines and Greystar, as well as technology companies like Meta, partner with AirGarage to optimize their parking facilities.

AirGarage uses datapoints like real-time occupancy, local events, weather, driver behavior, competitor pricing, and more to bring true intelligence to real estate owners’ assets for the first time.

We’re investing aggressively to make the physical world legible to a digital system: cameras, sensors, and software that generate a firehose of real-time data about the world around us. That data fuels models and algorithms that allow us to optimize performance at each property while giving owners the clarity and control they’ve never had before.

Before you can optimize an asset, you need to observe it. Before you can observe it, you need to bring it online.

We are starting with the $131 billion US parking real estate market because it is one of the most offline and mismanaged commercial real estate asset types. 26% of the land area in the median American urban core is dedicated to parking.

We are backed by top tier investors including Headline Growth, Andreessen Horowitz, Floodgate, Founders Fund, Abstract Ventures, and angel investors who have founded or worked at companies like Uber, Opendoor, Flexport, and more.
Want to learn more about AirGarage and the problem we're tackling?
Check out these podcasts:
https://www.youtube.com/watch?v=AU0NkDK51E4
https://youtu.be/_8aM6NQHYiE?si=p5WIujBWUA1sG-b7

Pipeline is the lifeblood of AirGarage’s revenue engine, and this role sits at the center of how it gets created.

We are looking for a leader to scale our Sales Development organization while helping shape how pipeline is generated, prioritized, and converted across the business. You will work directly with our VP of Sales to lead the SDR team through second-line leadership while helping design the systems, data, and processes that power our top-of-funnel.

That means developing SDR managers and partnering closely with Sales Leadership, Revenue Operations, and our future Head of Marketing to improve how we identify the right accounts, engage prospects, and convert demand into qualified pipeline.

This is not a traditional SDR Manager role. While you will lead and scale our SDR organization, the core mandate is broader: helping build the engine behind how pipeline gets created at AirGarage.

This role is ideal for someone who enjoys building and improving systems- not just operating them. We have a strong foundation, but significant opportunity remains to improve how we target accounts, run the SDR motion, and use data, technology, and emerging AI tools to increase funnel efficiency.

If you enjoy helping organizations evolve from a good SDR team into a great pipeline engine, this role offers the chance to have an outsized impact on how AirGarage grows.

• Lead the SDR organization through second-line leadership, developing managers and building a scalable team structure as we grow from ~11 to ~16 SDRs

• Architect how pipeline is generated at AirGarage, evolving our inbound and outbound playbooks and how SDRs and AEs collaborate across accounts

• Identify and implement ways to increase funnel throughput, improving conversion from lead → meeting → opportunity

• Partner with Revenue Operations on tooling, automation, and emerging AI capabilities that make SDR teams more effective

• Work cross-functionally with Sales Ops and Research to improve how we identify, prioritize, and enrich target accounts

• Serve as a key partner to Marketing to ensure demand generation efforts convert into high-quality pipeline
  

Over time, this role will help shape a more scalable, data-driven revenue development engine that combines strong people leadership with better systems, data, and processes.

Lead and scale AirGarage’s Sales Development organization through a team of managers.

Initially manage:

• 1 SDR Team Lead

• 1 Fractional SDR Manager

Over time transition to:

• Two full-time SDR Managers

• A team of ~16 SDRs
  

Key responsibilities include:

• Building and developing a high-performing SDR organization

• Establishing operating cadence, performance expectations, and accountability

• Improving meeting quality and SDR productivity

• Increasing the effectiveness of SDR-sourced pipeline

• Creating clear alignment between SDRs and AEs across territories and account ownership

A key part of this role will be developing SDR managers and building a leadership bench within the organization as the team grows.

Success in this role will ultimately be measured by improvements in pipeline quality, SDR productivity, and conversion rates across the funnel.

Help define and evolve AirGarage’s top-of-funnel motion.

This includes:

• Evolving the inbound and outbound SDR playbook

• Defining how SDRs and AEs collaborate across segments and accounts

• Helping shape lead qualification standards and handoff processes

• Identifying opportunities to improve conversion rates from lead → meeting → opportunity

• Developing frameworks for prioritizing the highest-value accounts and opportunities
  

Work closely with Sales Ops and our Research function to improve how we identify and prioritize target accounts.

Areas of collaboration include:

• Market mapping and TAM insights

• Account enrichment and data quality

• Identifying high-potential properties and ownership groups within our market

• Ensuring SDRs are focused on the right opportunities
  

Partner with Revenue Operations to continuously improve the systems and tools that power SDR productivity.

This includes contributing to initiatives such as:

• AI-assisted prospecting and personalization

• Improved sequencing and outreach strategies

• Automated research and account insights

• Better prioritization of high-value leads and accounts

You will play an active role in identifying opportunities where emerging tools and AI capabilities can meaningfully improve the throughput and effectiveness of the funnel.

Serve as a key partner to our future Marketing organization.

You will help create strong feedback loops between Marketing and Sales Development around:

• Lead quality and conversion performance

• Campaign effectiveness

• Target segments and messaging

• Funnel health and pipeline creation

Your team will play a critical role in ensuring marketing-generated demand is effectively converted into qualified pipeline.

Our ideal candidate will have:

• 7–10+ years of SaaS revenue experience

• Experience managing SDR teams and developing SDR managers

• Experience improving top-of-funnel performance (not just managing activity)

• Strong familiarity with modern sales technology and emerging AI tools

• A data-driven mindset and comfort working with funnel metrics

• Experience collaborating closely with Marketing and Revenue Operations teams
  

We'd love to see experience in one or more of the following:

• Vertical SaaS companies

• Businesses with a “rip and replace” sales motion

• Data-driven revenue organizations with strong outbound or hybrid SDR motions

• Companies where outbound prospecting plays a meaningful role in pipeline generation
  

• Your experience leading SDR teams has primarily focused on managing individual contributors rather than developing SDR managers

• You prefer focusing on day-to-day activity management and call coaching rather than improving how pipeline is generated across the funnel

• You are most comfortable operating within a well-defined SDR playbook rather than helping design and evolve how the motion works

• You prefer roles that are primarily team management rather than ones that require close collaboration with Sales Ops, Marketing, and leadership

• You are less interested in using data, systems, and emerging AI tools to improve how SDR teams prioritize accounts and generate pipeline
  

IMPORTANT NOTE 🚨

AirGarage is a remote-first company, but we also value in-person collaboration to strengthen trust and teamwork. Team members should expect ~6 weeks of travel per year for:

• 2–3 full company offsites, “Remote Weeks”

• Lending a hand to support 2 new location launches

• In-person onboarding as well as supporting other onboarding sessions for new team members

The rest of the year, team members can work remotely from wherever (US time zones) they’re most comfortable as long as they are performing well in their role. Attendance at in-person events throughout the year is expected—if you’re not open to traveling ~6 weeks per year for work, this role isn’t a good fit for you.

THE UPSIDE 📈

• 📈 Equity: Have a stake in the business that you’re helping to build and grow.

• 🌴 Work remotely: Live and work wherever you like! We believe in folks working where they are happiest and most productive. We currently hire teammates that are located anywhere within North America.

• 🏥 Health insurance: We offer health insurance and currently cover 85% of the cost of medical, dental, and vision plans for the primary employee and 50% of the cost of plans for dependents.

• 🍼 Parental Leave: We offer 12 weeks of fully paid parental leave to all parents to bond with a newly born, adopted, or fostered child. The 12 weeks can be taken as a continuous leave or intermittently over the first 18 months of the child's life.

• 💻 Home office setup: Get a laptop + additional equipment needed to set you up for success.

• ⛺ Time to recharge: We have an unlimited PTO policy with a minimum requirement of 10 days per year.

• 🤑 401k: Make financial planning right for you with a 401k retirement savings program.

• ✈️ Team Off-sites: ~2 times per year our team comes together for a full week in places like Tahoe, Puerto Vallarta, San Diego, Park City, and Austin.

• 📚 BookGarage: Our team loves to learn and grow together, so join us for our optional recurring book club.

• 🪴Room to grow:  Our team will be orders of magnitude larger within a few years; as a part of our foundational team, you'll have opportunities to grow with us.

• 🏙️ Transform our cities: The opportunity to change the way that the world thinks about real estate use in our cities.

• 👐 Work with a diverse team: At AirGarage, we've always been committed to building a thriving team that represents the communities we serve. Our team is currently 40% female and 30%+ from underrepresented communities.

Note: Employment with AirGarage is contingent upon successful completion of a background check and employment verification conducted in compliance with applicable laws. Background checks are completed only after a conditional offer of employment has been made.

We understand that there's no such thing as a 'perfect' candidate. We're looking for someone passionate, with grit and determination, who is excited to face the challenges of a rapidly growing startup. AirGarage is the type of company where you can grow exponentially, and we encourage you to apply to us even if you don't 100% match the candidate description.

AirGarage is an Equal Opportunity Employer.  We celebrate diversity and are committed to creating an inclusive environment for all employees.  Candidates and employees are always evaluated based on merit, qualifications, and performance.  We will never discriminate on the basis of race, color, gender, national origin, ethnicity, veteran status, disability status, age, sexual orientation, gender identity, marital status, mental or physical disability, or any other legally protected status.