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The Director of Sales Development manages teams, drives talent acquisition, designs training, collaborates with leaders, and optimizes sales development processes for growth.
At Navan, Sales Development is more than pipeline generation—it's a strategic talent engine fueling the growth of our sales organization. As Director of Sales Development, you will significantly shape our ability to scale by attracting, developing, and empowering exceptional talent to drive business impact.
What You’ll Do:
- Serve as a second-line leader, directly managing and mentoring a team of Sales Development Managers and their rapidly expanding teams of SDRs.
- Own the end-to-end hiring process, attracting and selecting top-tier talent for both SDR and SDR Manager roles to ensure robust talent pipelines.
- Design, deliver, and refine regular training and enablement workshops, with targeted coaching in prospecting techniques, objection handling, discovery conversations, call coaching, and other core sales development skills.
- Drive a consistent and impactful operational cadence through weekly and monthly meetings designed to align, inspire, and motivate SDR teams to exceed goals.
- Collaborate cross-functionally with senior leaders across Sales, Marketing, Operations, Strategy, and Enablement to ensure alignment and seamless execution of SDR initiatives.
- Continuously assess, refine, and optimize SDR processes and strategies, proactively identifying opportunities for improvement and implementing measurable solutions.
- Act as a strategic partner to sales leadership, ensuring robust talent density, accelerated rep development, and consistent achievement of pipeline generation targets.
What We’re Looking For:
- +4 years of sales management experience in high growth tech startups, including some (1+) time in second-line leadership
- A love for coaching and mentoring new sales leaders early in their own sales careers
- Familiarity with data analysis and reporting to make quick, informed decisions
- Experience selling at a leading tech company and a track record of exceeding targets
- Strong communication skills, both written and verbal, in-person or on the phone
- A passion for operational rigor and excellence. You love finding the levers to accelerate growth.
- A willingness to challenge the status quo. You are excited to experiment, measure and iterate.
- Must be OK with an in-office policy 4 days/week.
The posted pay range represents the anticipated low and high end of the compensation for this position and is subject to change based on business need. To determine a successful candidate’s starting pay, we carefully consider a variety of factors, including primary work location, an evaluation of the candidate’s skills and experience, market demands, and internal parity.
For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter.
For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter.
Pay Range
$172,000—$265,000 USD
Top Skills
Data Analysis
Reporting
Sales Development
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