Director, Global Sales Development - Enterprise SaaS

Based in Dallas, TX with remote options, lead a global SDR organization to drive enterprise, mid-market, partner, and public sector pipeline and revenue.

Responsibilities

• Build and scale global SDR teams aligned to Enterprise, Mid-Market, Partner, and Public Sector (SLED) segments
• Own inbound SDR workflows, including routing, speed-to-lead SLAs, and strict qualification standards
• Ensure SDR output translates into high-quality pipeline and closed revenue
• Co-own the definition, refinement, and operationalization of the ICP
• Partner cross-functionally with Sales, Product, Engineering, Marketing, Channel, and RevOps
• Translate ICP insights into SDR targeting, account prioritization, outbound plays, and inbound qualification
• Design and implement an AI-first SDR motion to boost productivity and conversion
• Oversee the implementation and daily use of the Nooks AI Dialer for call efficiency, coaching, and insights
• Oversee Nooks AI Prospector as the core outbound intelligence engine for ICP-aligned targeting, signal-based prospecting, and scalable personalization
• Develop and maintain SDR playbooks for ICP-based segmentation and prioritization
• Develop and maintain SDR playbooks for Persona-driven messaging and talk tracks
• Develop and maintain SDR playbooks for Multichannel sequences (phone, email, LinkedIn)
• Develop and maintain SDR playbooks for Objection handling, qualification, and AE handoff
• Apply modern SDR plays including intent-led outbound, champion reactivation, competitive takeout, and partner-assisted motions
• Leverage direct selling experience to reflect enterprise and mid-market deal dynamics in SDR execution
• Utilize channel selling to build partner-sourced pipeline across MSPs, MSSPs, SIs, distributors, and resellers
• Support partner recruitment, activation, and co-sell motions
• Lead SDR strategy for Federal, State, and Local Government with experience booking meetings with government officials
• Ensure SDR execution aligns with Challenger, Sandler, MEDDPICC, and Command of the Message
• Implement champion tracking using Boomerang or UserGems
• Own SDR funnel performance in Salesforce, including speed-to-lead, conversion rates, pipeline sourced, and ROI
• Combine data-driven analysis with creative experimentation to optimize SDR outcomes
• Continuously test and refine messaging, sequences, AI workflows, and qualification criteria
• Scale successful practices into repeatable, predictable SDR processes

Requirements

• 10+ years in Sales, Sales Development, or GTM leadership roles
• Proven background in direct enterprise and mid-market B2B SaaS selling and channel selling
• 3+ years building, leading, and growing SDR teams with quota responsibility in a cybersecurity space
• Hands-on experience with Nooks AI Dialer and Nooks AI Prospector, Gong, Marketo, LinkedIn Sales Navigator, 6thSense or comparable tools
• Strong command of modern sales methodologies and pipeline discipline
• Experience engaging Federal and State government buyers
• Highly analytical, operationally strong, and cross-functionally effective
• Hybrid onsite work expected for candidates local to Redwood City, CA HQ or nearby to support hybrid arrangements
• Not eligible for employment visa sponsorship now or in the future

Technologies

• Nooks AI Dialer
• Nooks AI Prospector
• Gong
• Marketo
• LinkedIn Sales Navigator
• 6thSense
• Boomerang
• UserGems
• Salesforce

What Success Looks Like

• An AI-enabled SDR organization with strong lead-to-speed and qualification rigor
• A clearly defined ICP embedded across inbound, outbound, partner, and public sector motions
• Predictable, high-quality pipeline that converts efficiently into revenue

Equal Opportunity Monitoring

It is our policy to ensure that all eligible persons have equal opportunity for employment and advancement on the basis of their ability, qualifications and aptitude. Monitoring is carried out to ensure that our equal opportunity policy is effectively implemented