ABOUT THE ROLE:
The Director of Sales Development will build, lead, and continuously evolve our SDR organization to support rapid growth. You will own pipeline generation strategy across inbound and outbound motions, develop high-impact teams and leaders, and ensure operational excellence across the SDR function.
This role partners deeply with Sales, Marketing, and RevOps to align on pipeline quality, coverage, and execution, scaling a best-in-class sales development engine.
RESPONSIBILITIES:
- Own the global Sales Development strategy and operating model, including outbound and inbound motions, capacity planning, segmentation, and coverage to support company revenue goals
- Build, scale, and lead a high-performing Sales Development organization, setting the bar for talent, leadership expectations, and long-term succession planning
- Establish a data-driven growth engine, using performance analytics and continuous optimization to improve pipeline quality, conversion rates, and efficiency
- Create and sustain a culture of excellence, accountability, and operational rigor, aligning performance management, coaching frameworks, and standards across teams
- Design compensation, incentive, and recognition programs that drive consistent over-performance while aligning SDR behavior to revenue and pipeline priorities
- Develop future revenue leaders, implementing career paths, readiness frameworks, and promotion criteria
- Own SDR performance reporting and forecasting, defining KPIs, SLAs, and dashboards that provide clear visibility to executive leadership and inform strategic decisions
- Serve as a senior cross-functional partner to Marketing, Revenue Operations, and Sales Leadership to align demand generation, territory strategy, tooling, and process improvements
QUALIFICATIONS:
- 7+ years of sales / SDR leadership experience in a high-growth technology company
- Located in the San Francisco Bay Area and willing to commute to the office a minimum of 2x per week
- Deep understanding of modern SDR processes and tools such as Outreach, Gong, LinkedIn Sales Nav, 6sense, and Zoominfo.
- Experience executing an outbound multichannel strategy
- Consistent track record of exceeding quota while both leading a team and as an individual contributor.
- Strong analytical experience with experience managing pipeline goals and forecasting.
PERKS & BENEFITS:
- We offer Cresta employees a variety of medical, dental, and vision plans, designed to fit you and your family’s needs.
- Flexible vacation time to promote a healthy work-life blend.
- Paid parental leave to support you and your family.
- Monthly Gym & Phone allowance
- Work from home office stipend to help you succeed in a remote environment.
- Lunches and dinners included for in-office employees via Grubhub
Compensation at Cresta:
Cresta’s approach to compensation is simple: recognize impact, reward excellence, and invest in our people. We offer competitive, location-based pay that reflects the market and what each individual brings to the table.
The posted salary range represents what we expect to pay for this role in a given location. Final offers are shaped by factors like experience, skills, education, and geography. In addition to base pay, total compensation includes equity and a comprehensive benefits package for you and your family.
This role is variable target compensation eligible. There is potential to exceed target earnings when goals are surpassed.
OTE Range: $208K - $300K + Offers Equity
We have noticed a rise in recruiting impersonations across the industry, where scammers attempt to access candidates' personal and financial information through fake interviews and offers. All Cresta recruiting email communications will always come from the @cresta.ai domain. Any outreach claiming to be from Cresta via other sources should be ignored. If you are uncertain whether you have been contacted by an official Cresta employee, reach out to [email protected]
Top Skills
What We Do
Cresta is for sales and customer service teams who need to close the performance gap between their top performers and the rest.
Our real-time expertise AI helps contact center agents unlock their full potential by uncovering expert behaviors from every customer conversation and amplifies them with real-time assistance and coaching.
By nudging best practices around objection responses, expectation setting, troubleshooting, and more: Cresta supercharges agents to focus on what really matters; their customer interactions.
Cresta brings together industry-leading AI experts, proven leadership, and top-tier investors including Sequoia, Andreessen Horowitz, Greylock Partners, Andy Bechtolsheim, Mark Leslie and Vivi Nevo.
