Director, Sales Development

Director, Sales Development

Position Overview

Title: Director, Sales Development
Location: Boston Seaport
On-Site Requirement: 3 Days On-Site Boston Seaport. Boston based SDR team. 
Vertical: Software-as-a-Service (SaaS), Hybrid Cloud File Storage, Security, Data Infrastructure targeting Enterprise IT Data Infrastructure buyer personas. 

 About Nasuni

Nasuni delivers a unified data platform for enterprises facing an explosion of unstructured data, combining storage and data services into a single hybrid cloud solution. Nasuni’s approach enables business resiliency and better data management, while providing solutions that drive IT efficiency. Its best-in-class solution also eliminates the need for additional cybersecurity measures or separate backup and disaster recovery. The Nasuni File Data Platform replaces the friction associated with legacy infrastructure with optimized infrastructure flow, supporting modern enterprise expectations for data analytics and business insights. Nasuni helps businesses transform data from an obstacle into an opportunity. Guided by our leadership principles—Unify to Win, Innovate to Lead, and Level Up to Scale—Nasuni is creating the foundation for how modern businesses store, use, and unlock the value of their data in the age of AI. 

About the Role

We are seeking a Director of Sales Development (Account Development) who will be responsible for leading and optimizing our global Sales Development (SDR) team to generate pipeline for sales globally. This role is responsible for generating new revenue and leads, driving enterprise named account strategies, and maintaining partnerships with regional Sales Vice-Presidents, Marketing leadership, and other senior leaders. The ideal candidate will possess a blend of strategic vision, hands-on operational skills, and the ability to inspire and motivate SDR teams to achieve ambitious goals. This role requires the ability to drive innovation within the team, implementing strategies to create new opportunities through innovation and AI.  This is both a 2nd level leadership role and a 1st level management role.  You will be leading a Senior SDR Manager, and managing SDRs directly, while the team grows. 

Key Responsibilities

Leadership and Team Management

• Lead and Motivate: Inspire and guide a SDR Manager and Sales Development Team to exceed goals and generate revenue.
• Culture Building: Create a collaborative, inclusive, and high-performing team culture, generating energy and excitement.
• Career Development: Expand the SDR Career Development Program to promote internal growth and career progression.
• Performance Management: Implement performance improvement plans to ensure all reps exceed monthly quotas.

Sales Strategy and Execution

• Pipeline Generation: Oversee inbound and outbound sales development efforts to ensure the generation of qualified sales leads on a global scale; meet SLAs agreed upon with the Marketing team.
• Tool Utilization: Help SDRs leverage business development tools (Salesforce, Outreach, SalesNav) to maximize outreach efforts and attain goals; leverage AI tools to drive efficiencies.
• Sales Plays and Training: Develop sales plays, call scripts, coaching templates, and other sales enablement materials; ensure SDRs meet program milestones.
• Enterprise Strategies: Implement and manage enterprise named account strategies to drive significant pipeline and revenue growth.

Collaboration and Strategic Planning

• Cross-Functional Collaboration: Work closely with Sales, Marketing, Product Marketing, and other departments to continuously improve pipeline metrics and drive bookings.
• Peer Partnership: Collaborate with Regional Vice-Presidents and the VP of Growth Marketing, and VP of Enterprise Sales to drive the pipeline and maintain strong interdepartmental partnerships.
• Data and Analytics: Track data and perform analysis using Salesforce, Tableau, and Excel to optimize team performance and report insights to senior leadership.
• Event Strategy: Collaborate with Marketing on event lead generation, attendance, and follow-up.

Innovation and Continuous Improvement

• Outreach Optimization: Create and optimize outreach sequences and messages to increase open and reply rates; bring a testing mentality.
• Top Performers Panels: Organize panels to share success stories and best practices among the team.
• Sales Enablement: Facilitate sales enablement and daily coaching to foster an amazing team culture.
• Drive Innovation: Encourage innovative thinking and the use of AI and strategy to create new opportunities and drive team transformation.
• Strategic Vision: Bring new ideas to leadership, acting and thinking differently to drive innovation and transformation within the team.

Qualifications 

Experience and Skills

• Leadership Experience: 3+ years as Sales Leader in a high-growth SaaS company and 5+ years of sales management experience selling enterprise SaaS solutions.
• Proven Track Record: Demonstrated success in leading and motivating Sales Development teams, increasing qualified meetings, and generating significant SaaS pipeline, bookings, and ARR.
• Sales Tools Expertise: Proficient with Salesforce, Outreach, Hubspot, ZoomInfo, Sales Navigator, Gong, Lusha, Vidyard, and similar tools.
• Cross-Functional Collaboration: Experience working with Revenue Operations, Growth Marketing, Product Marketing, and Field Sales teams.
• Strategic Leader: Ability to implement strategy and drive innovative and transformational change within the team.
• Buyer Personas: CIO / Chief Information Officer, Directors of IT Infrastructure or IT Operations, VP / Director of Cloud Infrastructure or Cloud Architecture, Head of Security / Chief Information Security Officer (CISO), Director of Data & Analytics / Digital Transformation  

Personal Attributes

• Industry Knowledge: Strong SaaS Cloud business acumen and the ability to navigate industry challenges.
• Innovative Thinking: Curiosity to continuously learn and teach SaaS Hybrid Cloud Storage solutions and sales development strategies.
• Adaptability: Ability to thrive in a fast-paced, ever-changing environment.
• Recognition and Awards: Proven record of SDR promotion metrics, recognized leadership, and success in Sales Club and Awards.
• Inspiration: Ability to inspire and motivate teams to achieve ambitious goals, creating energy and excitement.

About Nasuni

Nasuni is a leader in the SaaS Hybrid Cloud File Storage market, growing at 30% year-over-year with an 88% Net Promoter Score (NPS), 120% Net Revenue Retention (NRR), and 98.5% customer retention. Our $40B market opportunity is supported by our robust Sales Development team, which drives significant top-of-funnel activity and contributes to our substantial bookings, Annual Contract Value (ACV), and Annual Recurring Revenue (ARR).

Why Join Nasuni?

Join Nasuni to be part of a high-growth, innovative company where you can lead a talented team, drive significant revenue impact, and grow your career in the dynamic SaaS Hybrid Cloud market. Our collaborative environment, commitment to professional development, and strong market position make Nasuni an exciting place to advance your career.

Why Work at Nasuni?

As part of our commitment to your well-being, we are pleased to offer comprehensive benefits packages to employees across the US. Benefits packages generally include:

• Best in class employee onboarding and training
• “Take What You Need” paid time off policy
• Comprehensive health, dental, and vision plans
• Company-paid life and disability insurance
• 401(k) and Roth IRA retirement plan
• Generous employee referral bonuses
• Flexible hybrid work policy
• 10 paid holidays
• Wide array of wellbeing offerings
• Pre-tax savings accounts with company contributions
• An Employee Assistance Program to help deal with life’s difficulties and stressors
• Great team culture and social activities
• Collaborative workspaces
• Free on-site fitness centers and stocked kitchens
• Professional development resources

Compensation Transparency: 

In accordance with U.S. pay transparency laws, Nasuni is committed to providing visibility into compensation for all U.S.-based roles. Click HERE to view our compensation ranges by job grade. Actual compensation will be based on a variety of factors, including a candidate’s experience, skills, education, and work location.

To all recruitment agencies: Nasuni does not accept agency resumes. Please do not forward resumes to our job boards, Nasuni employees, or any other company location. Nasuni is not responsible for any fees related to unsolicited resumes.

Nasuni is an equal opportunity employer. The equal employment opportunity policy at Nasuni protects employees and job applicants from discrimination on the bases of race, religion, color, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, family medical history or genetic information, political affiliation, military service, or other non-merit-based factors. These protections extend to all management practices and decisions, including recruitment and hiring practices, appraisal systems, promotions, and training and career development programs.