Are you ready to lead and scale an ambitious team driving the growth engine for one of our fastest-growing business segments? Join as the Head of Sales Development , where you’ll play a critical role in defining the strategy, developing the team, and driving the success of our mid-market new business sales function.

A variety of soft skills and experience may be required for the following role Please ensure you check the overview below carefully. This function is still in its early stages, built with a scrappy, entrepreneurial spirit over the last year, and is now showing strong momentum. As we accelerate, we need a proven leader who can steer the Business Development Representative (BDR) teams toward operational excellence, rapid pipeline growth, and a culture of high performance. Your work will directly empower our mid-market sales team to deliver exceptional results while shaping the foundation for scalable growth in years to come. Why This Role Matters: This is a pivotal leadership position for our mid-market new business team. You’ll have the opportunity to shape how we acquire and engage customers in this critical segment while scaling a function that is still in its early days. For the right candidate, this is a chance to make an outsized impact on the trajectory of the business and build a legacy of empowering customers, teams, and transformation. Responsibilities As the Head of Sales Development , you will: Leadership & Team Management: Build a world-class Sales Development organization by coaching and motivating leaders to drive performance, accountability, and continual improvement. Lead BDR Managers and their respective teams of BDRs to deliver on business objectives Foster a culture of collaboration, innovation, and excellence, attracting and retaining top talent. Strategy & Execution: Define and execute the vision, strategy, and roadmap for sales development, aligned to the growth objectives of our mid-market new business sales team. Partner with Marketing, Sales, and other cross-functional teams to create and refine demand generation strategies and lead qualification processes. Develop frameworks to ensure quality handoffs from Marketing to BDRs and then to the Mid-Market Account Executives. Pipeline Growth: Drive sustainable pipeline generation through outbound prospecting, inbound lead qualification, and ecosystem partner channel development. Ensure that the BDR team delivers high-quality opportunities that convert into closed deals, contributing to the growth of the mid-market segment. Use data-driven insights and metrics to continuously refine strategy, processes, and resource allocation for maximum pipeline impact. Operational Excellence: Establish scalable systems, processes, and tools to improve team efficiency and productivity. Implement and maintain rigorous performance tracking, forecasting, and reporting mechanisms to ensure alignment with corporate goals. Collaborate to enhance lead scoring models, CRM workflows, and Sales-Marketing alignment. Coaching & Development: Act as the primary mentor for BDR Managers, ensuring they are equipped to coach their teams effectively. Develop and execute training programs to continuously upskill the BDR team on prospecting techniques, product knowledge, and industry insights. Encourage feedback and foster an environment of experimentation to refine go-to-market efforts. Cross-Functional Collaboration: Partner closely with Mid-Market Sales leaders to ensure alignment between Sales Development and New Business goals. Work hand-in-hand with Marketing to optimize demand generation campaigns and outbound messaging strategies. Represent the Sales Development function in executive leadership meetings, sharing insights, challenges, opportunities, and results. Experience: 10+ years of experience in sales development, business development, or new business sales roles, with 5+ years in leadership positions managing managers and teams. Proven success building and scaling sales/BDR teams within a fast-growth, scrappy, or startup-like environment, especially around new market segments. Deep understanding of mid-market sales dynamics and long-cycle consultative selling.

Leadership: Exceptional leadership skills with a proven track record of inspiring and motivating teams to deliver results. Experience coaching leaders to cultivate talent and scale organizations effectively. Executive presence with the ability to influence and communicate effectively across all levels of the organization.

Strategy & Results: Demonstrated ability to define and execute innovative strategies that drive pipeline growth in alignment with business priorities. Hypothesis-driven and analytical thinker with a data-informed approach to optimizing processes and decision-making.

Collaboration: Strong cross-functional experience working with Marketing, Sales, and Revenue Operations to drive shared initiatives. Ability to build trusted relationships across teams and functions, empowering alignment and shared accountability.

Technical Skills: Expertise with CRM tools (e.g., Salesforce), sales enablement platforms, and analytics frameworks for data-driven decision-making. Familiarity with modern outbound techniques (e.g., sequencing tools, LinkedIn Sales Navigator, etc.).

Cultural Fit: Entrepreneurial mindset and willingness to roll up your sleeves to build from the ground up. Customer-obsessed with an unwavering commitment to delivering value.

Location: Mountain View or NYC or Atlanta with the expectation of occasional travel for team offsites, leadership meetings, and customer-facing opportunities.

#J-18808-Ljbffr