Job Overview
Lead the strategic direction of the Sales Development organization, overseeing teams across the region to drive prospecting, pipeline growth, and exceptional customer experiences. Align resources with company objectives to fuel the sales engine while ensuring high performance and rigorous pipeline management.
Responsibilities
- Build a high-performance organization by attracting leadership talent and fostering engagement and continuous learning.
- Scale leadership capabilities through coaching, professional development, and succession planning.
- Align departmental headcount and talent to optimize performance across the region.
- Partner with executive leadership to align the Sales Development roadmap with broader sales objectives.
- Own pipeline forecasting and lead-to-opportunity strategies for consistent top-of-funnel growth.
- Maintain deep product and market knowledge to identify training needs and adjust prospecting strategies.
- Analyze metrics to drive progress toward pipeline generation and lead conversion targets.
- Direct identification and qualification of new opportunities to meet quarterly targets.
- Maximize field sales support by overseeing distribution and quality of sales accepted opportunities.
- Establish synergy between Sales Development and Field Sales through partnerships.
- Enforce accountability for management-level meetings to ensure smooth hand-offs.
- Leverage leadership to bridge gaps between actual and desired pipeline results.
Qualifications
- 10+ years of related experience in Sales or Sales Development, with strong focus on lead generation and top-of-funnel pipeline growth.
- 5+ years of direct people management experience, preferably managing managers.
- Comprehensive understanding of the SaaS business model, unit economics, and lead-to-revenue lifecycle (preferred).
- Strong commercial and cultural acumen of regional markets (preferred).
- Ability to lead through change in matrixed and geographically dispersed organizations (preferred).
- Ability to motivate organizations and influence senior stakeholders (preferred).
- Strong executive presentation skills and ability to translate data into strategic action (preferred).
- Expert-level knowledge of company products and internal processes (preferred).
- Exceptional strategic planning, time, and territory management skills (preferred).
