Director, Sales Development

You are a proven revenue leader who has not only grown teams but has scaled systems. You understand how to build a modern, efficient Sales Development engine by combining the right people, processes, and technology. You know how SDR organizations evolve and you have led that evolution by adopting new tools, building repeatable motions, and developing leaders who can operate with clarity, precision, and accountability.

You are equal parts coach, operator, and architect. You love getting into the data, using insights to build scalable outbound strategies, leveraging automation to improve productivity, and partnering cross functionally to expand pipeline impact. Most importantly, you know how to turn SDR teams into predictable pipeline generators that scale efficiently.

What You Will Work On

• Design and implement a scalable multi channel SDR strategy aligned with long term revenue goals
• Architect outbound motions through technology, automation, and signal based prospecting to increase efficiency and ROI
• Drive predictable pipeline creation by owning top of funnel forecasting, pacing, and funnel analytics
• Lead, coach, and develop SDR Managers and outbound teams while building a culture of performance, accountability, and continuous improvement
• Create career pathways, certification programs, and repeatable coaching frameworks to level up talent across the SDR organization
• Inspire collaboration, camaraderie, and a high performance culture reflective of Justworks values
• Implement, optimize, and integrate tools such as Salesforce, Salesloft or Outreach, Gong, AI driven automation, and intent or signal data platforms
• Partner with RevOps to build automated workflows, dashboards, scoring models, and reporting ecosystems that improve SDR productivity
• Introduce and refine process improvements to ensure the organization scales efficiently rather than linearly
• Collaborate closely with Marketing on targeting, MQL quality, lead routing, and inbound to outbound alignment
• Partner with the VP of Sales and Sales Leadership to ensure SDR metrics map to the annual operating plan and segment level pipeline goals
• Work with Product, RevOps, Business Operations, and Enablement teams to implement scalable outbound playbooks similar to how the Strategic Alliances team operates across functions
• Build repeatable account prioritization, sequencing, persona driven messaging, and territory models across all SDR segments
• Develop a testing and iteration framework to refine outbound strategies and introduce scalable motions such as vertical strategies, event based outreach, trigger based outreach, and multi threading
• Continuously refine processes to improve efficiency, consistency, and output across the team
• Own reporting and insights to Sales and Executive Leadership including pipeline coverage, conversion trends, productivity metrics, and forecast disciplines
• Ensure operational rigor around daily, weekly, and monthly performance expectations

As a Director of Sales Development, how results are achieved is paramount for your success and ultimately result in our success as an organization. In this role, your foundational knowledge, skills, abilities and personal attributes are anchored in the following competencies:

• Good judgement - the exercise of critical thinking, analyzing and assessing problems and implications, identifying patterns, making connections of underlying issues, understanding risks and developing mitigation strategies, and taking ownership of the outcome.
• Detail-oriented - exercises extreme attention to detail; is thorough, accurate, organized, and productive and seeks to understand both the cause and effect of a situation.
• Foundational sales knowledge - the specific set of sales skills (prospecting, cold calling, nurturing, engaging, presenting, negotiating, closing etc) and knowledge (product, markets, trends, business etc) a person possesses to enact the exchange of value between a buyer and the vendor.
• Results-driven - consistently achieves results, even under difficult circumstances.
• Clear communication - the ability to articulate thoughts and express ideas effectively using oral, written, visual and non-verbal communication skills, as well as listening skills to gain understanding.

In addition, all Justworkers focus on aligning their behaviors to our core values known as COGIS. It stands for:

• Camaraderie - Day to day you can be seen working together toward a higher purpose. You like to have fun. You’re an active listener, treat people respectfully, and have a strong desire to know and help others.
• Openness - Your default is to be open. You're willing to share information, understand other perspectives, and consider new possibilities. You’re curious, ask open questions, and are receptive to thoughts and feedback from others.
• Grit - You demonstrate grit by having the courage to commit and persevere. You’re committed, earnest, and dive in to get the job done well with a positive attitude.
• Integrity - Simply put, do what you say and say what you'll do. You’re honest and forthright, have a strong moral compass, and strive to match your words with your actions while leading by example. 
• Simplicity - Be like Einstein: “Everything should be made as simple as possible, but no simpler.”

• 10 or more years of SaaS sales development or inside sales leadership
• Minimum of 5 years of direct experience managing successful outbound lead generation teams (SDR, BDR)
• Demonstrated success scaling teams through technology, automation, and repeatable motions rather than headcount alone
• Strong experience using Salesforce.com, Salesloft, Gong.io and other sales tools/products
• Track record of achieving and surpassing expectations
• In-depth knowledge of sales and marketing alignment techniques and best practices
• Experience leading large teams – Ideally teams of 50 or more people
• Experience leading and developing a management team of sales managers
• Track record of building, executing and hitting sales plan 
• Excellent negotiation and leadership skills
• Outstanding written and verbal communication skills
  
  

  This position is paid a base wage plus incentive compensation. The base wage range for this position is targeted at $175,500 - $210,600 in our New York City office, and competitive On-Target Earnings, inclusive of incentive compensation, of *$275,000 - $300,000. Final offers may vary from those listed. *Incentive compensation is not guaranteed, and earning is subject to the terms and conditions of the applicable incentive compensation plan.

  
  

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