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.
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.
