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Job description
Spectrum Search is partnered with a well-backed AI technology company building out its enterprise go-to-market organisation. The company is looking for a senior sales development leader to build and scale its Business Development Representative function, combining hands-on team leadership with the operational discipline needed to create a repeatable enterprise pipeline engine.
About the opportunity
This is a full-time leadership role within a developing sales organisation. The BDR function is still at an early stage, giving this hire significant ownership over its structure, operating model and approach to pipeline generation.
The role will lead a growing team of approximately seven to eight BDRs, with responsibility for scaling the function, developing future managers and creating progression routes into Account Executive roles.
The role
The Director of Sales Development will own the day-to-day performance and longer-term development of the BDR organisation. The focus is on building effective processes rather than inheriting an established playbook.
This includes strengthening both inbound and outbound motions, with particular emphasis on net-new pipeline across mid-market and enterprise accounts. The role will work closely with Sales, Marketing and Revenue Operations to establish a scalable approach to pipeline generation.
Key responsibilities
Lead, coach and develop a growing BDR team, establishing clear expectations and accountability
Build sales development playbooks, outbound sequences, key performance indicators, quota frameworks and reporting
Develop enterprise outbound and inbound pipeline generation strategies
Establish funnel reporting, capacity planning and pipeline forecasting
Create a consistent management and coaching rhythm across the function
Recruit and develop BDR talent as the organisation scales
Build internal progression pathways into Account Executive and leadership positions
Partner with Sales, Marketing and Revenue Operations on lead routing, campaigns and pipeline strategy
Evaluate and improve prospecting workflows using CRM, sequencing and AI-enabled sales toolsUse performance data to identify issues, test approaches and continuously improve execution
Strong leadership experience within SaaS sales development or business development
Demonstrable experience building or materially scaling a BDR or SDR function in an early-stage or rapidly developing environment
Experience leading through other managers as well as coaching individual contributors
Proven experience building sales development processes, playbooks, sequences, KPIs and reporting from the ground up
Strong understanding of enterprise outbound sales and pipeline generation
Experience working across both early-stage companies and more established technology organisations
Strong commercial and analytical capability across funnel analysis, capacity planning and pipeline forecasting
Comfortable making sound decisions where processes and infrastructure are still being developed
Ability to work effectively across Sales, Marketing and Revenue Operations
Hands-on experience with CRM and modern sales development tooling
Nice-to-haves
Previous individual contributor closing experience in an Account Executive or similar commercial role
Experience with Salesforce, LinkedIn Sales Navigator and outbound sequencing platforms
Practical understanding of AI-enabled sales workflows and where automation can support prospecting without replacing commercial judgement
Experience developing BDRs into closing or leadership roles
Location and remote setup
This role is based in San Francisco or New York City and is not available remotely. San Francisco is the preferred location. New York-based candidates should be comfortable with regular travel to San Francisco for in-person collaboration.
The company is open to eligible visa transfers where applicable.
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Worksite address
san francisco, CA, 94199, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.