The Director of Global Sales Development will oversee the SDR team, focusing on pipeline quality and conversion efficiency while collaborating with sales and marketing teams.
We are looking for a senior Sales Development leader to own the quality, efficiency, and scalability of SDR-sourced outbound pipeline. This role reports to the SVP of Marketing and is responsible for building predictable, high-conversion ARR, not just activity or meeting volume. You will lead a global SDR organization through disciplined qualification and tight alignment with Sales on pipeline acceptance and conversion.
This is a hands-on leadership role for someone who has redesigned SDR models, not just scaled them, and who is comfortable operating in environments where pipeline quality, rep productivity, and economic efficiency matter more than raw counts.
You must be willing to work out of our San Jose office 3 days a week and travel internationally as needed.
Responsibilities:
- Own quarterly and annual SDR-sourced pipeline ARR targets, with clear accountability for conversion quality and deal-size mix.
- Lead and evolve a global SDR organization with a focus on productivity per rep, qualification rigor, and sustainable throughput.
- Partner with GTM Ops, Sales leadership to define and enforce sales acceptance criteria, including disqualification standards.
- Collaborate with Marketing to align inbound, outbound, and product-led signals into intent-weighted SDR motions.
- Redesign SDR coverage, segmentation, and routing to support higher win-rate segments
- Own forecasting, capacity planning, and performance modeling in partnership with RevOps, including pipeline per SDR and ARR efficiency metrics.
- Continuously evolve the SDR playbook, including messaging, sequencing, tooling, and AI-assisted workflows, to drive measurable gains in productivity.
- Develop SDR managers as operators who understand pipeline economics, not just coaching and activity management.
About you:
- You must be willing to work out of our San Jose office 3 days a week and travel internationally as needed.
- 5+ years leading global SDR teams in B2B SaaS, including experience designing teams to improve efficiency and conversion.
- Demonstrated success driving high-quality pipeline in multi-product, multi-segment sales environments.
- Strong command of pipeline economics, including deal-size mix, win-rate dynamics, and SDR cost efficiency.
- Hands-on leader who can move between strategic modeling and frontline coaching.
- Deep experience with modern sales development tooling (Outreach, Gong, CommonRoom, CRM, intent data, AI SDR workflows) and a track record of using technology to build efficient pipeline.
#LI-GC1
Cloudinary Santa Clara, California, USA Office
3400 Central Expy, 110, Santa Clara, CA, United States, 95051
Similar Jobs
23 Days Ago
Biotech
The Executive Director will lead Gilead's global Commercial Learning and Development function, focusing on building strategies, partnerships, and learning solutions that enhance sales and marketing capabilities across the organization.
Software
The Director of Sales Development will lead and scale a team, drive pipeline generation, achieve revenue targets, and define strategies for sales performance and development.
Top Skills:
AIGtm StrategySales Development
Artificial Intelligence • Big Data • Healthtech • Machine Learning • Analytics • Biotech • Generative AI
Territory-based hunter sales role focused on acquiring new hospital and clinical accounts for genetic diagnostic testing. Prospect, cold-call, present clinical and financial value, manage pipeline in CRM, close complex sales, and coordinate onboarding with internal teams to meet aggressive new-business targets.
Top Skills:
Crm ApplicationsMicrosoft CrmExcelMicrosoft PowerpointMicrosoft Word
What you need to know about the San Francisco Tech Scene
San Francisco and the surrounding Bay Area attracts more startup funding than any other region in the world. Home to Stanford University and UC Berkeley, leading VC firms and several of the world’s most valuable companies, the Bay Area is the place to go for anyone looking to make it big in the tech industry. That said, San Francisco has a lot to offer beyond technology thanks to a thriving art and music scene, excellent food and a short drive to several of the country’s most beautiful recreational areas.
Key Facts About San Francisco Tech
- Number of Tech Workers: 365,500; 13.9% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Google, Apple, Salesforce, Meta
- Key Industries: Artificial intelligence, cloud computing, fintech, consumer technology, software
- Funding Landscape: $50.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Sequoia Capital, Andreessen Horowitz, Bessemer Venture Partners, Greylock Partners, Khosla Ventures, Kleiner Perkins
- Research Centers and Universities: Stanford University; University of California, Berkeley; University of San Francisco; Santa Clara University; Ames Research Center; Center for AI Safety; California Institute for Regenerative Medicine
