Director of Sales Development

We are hiring a Director of Sales Development to build and scale Factory's SDR program from the ground up. You will lead our team of Sales Development Representatives in person, own the pipeline-generation number, and design the system that turns outbound into predictable, qualified opportunities for our Account Executives. This is a founding leadership role for someone who has carried a bag or a quota, built and coached outbound teams, and wants to define how a generational company generates pipeline.

You will manage the SDRs onsite five days a week, coach them daily, and build the hiring engine, ramp, enablement, and career pathing that take a rep from first cold call to Account Executive.

• Own the pipeline-generation number. Hit and exceed team targets for qualified meetings and opportunities generated.

• Build and scale the SDR program: hire, onboard, ramp, coach, and performance-manage a growing team of Sales Development Representatives.

• Coach outbound daily: account research, multi-channel sequencing (email, phone, LinkedIn, creative outreach), messaging, objection handling, and qualification against our ICP.

• Design the SDR-to-AE career path, ramp plan, and enablement curriculum that make reps productive fast and retain top talent.

• Own the outbound motion and tech stack: Salesforce, MixMax, LinkedIn Sales Navigator, Gong, Apollo, and Clay. Instrument the funnel and iterate weekly on segmentation, messaging, and playbooks.

• Partner with Account Executives and Sales Leadership on territory design, target account lists, and clean SDR-to-AE handoff.

• Partner with Marketing, RevOps, and Operations to align on ICP, timing signals, campaigns, and reporting.

• Run disciplined forecasting and pipeline reviews. Maintain rigorous CRM hygiene and data integrity.

• Set the culture and bar of the outbound team in person, five days a week.

• 5+ years in B2B SaaS sales and sales development, with 2+ years managing an SDR/BDR/ADR team as a front-line leader.

• A track record of building or scaling an outbound program and consistently exceeding pipeline-generation targets.

• Proven success hiring, ramping, and coaching outbound reps, not just inheriting a team.

• Command of the modern outbound motion and sales stack (Salesforce, sequencers, LinkedIn Sales Navigator, Gong, Apollo, Clay, or similar).

• Strong operating rigor: you instrument the funnel, run on data, and improve conversion week over week.

• Excellent communication and coaching instincts. Your reps get better because of you, and they get promoted.

• Willingness to lead the team onsite five days a week in San Francisco.

Nice to have

• Experience selling or generating pipeline into engineering, DevOps, or platform buyers.

• Background building an SDR-to-AE career pathing program at a high-growth startup.

• Familiarity with the agentic coding category and the developer productivity landscape.

• Early-stage or founding GTM experience (Series A/B/C).

Why Factory

• Build and own the SDR program at a generational company, with a clear mandate to scale the team and the motion.

• Work side-by-side with experienced GTM leaders and a product team shipping at a generational pace.

• Sell a product that engineers genuinely love and that delivers measurable, defensible ROI.

• Competitive base plus variable, meaningful early-stage equity, and full health, dental, and vision benefits.

• Premium hardware, generous learning budget, and team offsites.

This is an in-office position (5 days/week) in San Francisco (walking distance to Caltrain)