Director - Business Development

StepStone Group; Massachusetts; On-site; USD 115,000 - 172,500; Full time

Job summary

Appcast, the global leader in programmatic recruitment advertising technology, seeks a Director of Business Development to lead and scale the SDR function. You will coach a team of SDRs, define outbound strategy, and partner with Sales and Marketing to accelerate pipeline growth and revenue.

You will hire, onboard, and develop top SDR talent, drive CRM discipline, monitor key metrics, and implement new tools including AI-enabled platforms to boost productivity and conversion rates across

Qualifications

• Bachelor's degree in Business, Marketing, Communications, or related field, or equivalent practical experience.
• 6+ years in sales development or inside sales, with at least 3 years in people management.
• Experience managing a team of 8 or more SDRs; managing managers or a deputy is strongly preferred.
• Proven track record building or scaling an SDR function, including outbound processes and playbooks.
• Proven track record of meeting or exceeding pipeline and revenue targets.

Responsibilities

• Lead, coach, and develop a high-performing team of SDRs, fostering accountability and performance.
• Define and execute the SDR strategy, with targets aligned to pipeline and revenue goals.
• Ensure onboarding, call coaching, pipeline reviews, and performance management.
• Collaborate with Account Executives, Marketing, and Sales Operations on outreach strategies.
• Design outbound playbooks, cadences, and messaging to improve conversion rates across channels.
• Monitor SDR metrics and use data to drive improvements and remove blockers.
• Recruit, hire, and onboard top SDR talent and build career paths to reduce attrition.
• Champion CRM discipline and accurate pipeline reporting across the team.
• Represent SDR in leadership forums and provide visibility to senior stakeholders.
• Lead evaluation and adoption of emerging technologies, including AI-enabled tools.

Skills

Leadership

Outbound prospecting

Coaching & people development

Data-driven performance management

Verbal and written communication

Strategic thinking

Cross-functional collaboration

Pipeline development

Adaptability

Education

Bachelor's degree in Business/Marketing/Communications or related field

Tools

Salesforce

Outreach

LinkedIn Sales Navigator

Job description

• Compensation: USD 115000 - USD 172500 - yearly

Company Description

Appcast is the global leader in programmatic recruitment advertising technology and services. With advanced technology, unmatched market data and a team of the industry’s best recruitment marketers, Appcast’s technology and services manage job advertising annually for enterprise clients across industries. Headquartered in Lebanon, N.H. with offices in the U.S., Canada and Europe. Appcast is part of the Stepstone group, a leading digital recruitment platform that connects companies with the right talent and helps people find the right job.

Job Description

At Appcast, we help employers improve how they attract and hire talent through data-driven recruitment advertising solutions. TheDirector-Business Developmentleadsand scalesAppcast'sSDR function, driving early-stage pipeline growth across the business. Responsible for a team of Sales Development Representatives, this leader sets the strategic direction for outbound prospecting, coaches the team to consistent performance, and partners closely with Sales and Marketing leadership to accelerate revenue growth.

Job Responsibilities

• Lead, coach, and develop a high-performing team of SDRs, fostering a culture of accountability, continuous improvement, and competitive drive.
• Define and execute the SDR strategy, setting team and individual targets aligned to company pipeline and revenue goals.
• Ensure day-to-day operational excellence, including onboarding, call coaching, pipeline reviews, and performance management.
• Collaborate cross-functionally with Account Executives, Marketing, and Sales Operations to align outreach strategies,optimizelead quality, and ensure seamless opportunity handoff.
• Design and refine outbound prospecting playbooks, cadences, and messaging frameworks to improve conversion rates across calls, email, and social channels.
• Monitor and report on key SDR metrics (activity, conversion, pipeline contribution), using data toidentifytrends, remove blockers, and drive team performance.
• Recruit, hire, and onboard top SDR talent; build career development paths toretainhigh performers and reduce attrition.
• Champion CRM discipline and the effective use of sales tools across the team, ensuring data integrity andaccuratepipeline reporting.
• Representthe SDR function in leadership forums, providing pipeline visibility and strategic input to senior stakeholders.
• Lead the evaluation, adoption, and optimization of emerging technologies, including AI-enabled tools, to drive SDR productivity, improve opportunity quality, enhance team effectiveness, and support scalable revenue growth.

Qualifications

• Proven leadership ability witha track recordof building and scaling SDR or inside sales teams.
• Deep understanding of outbound prospecting methodologies, consultative selling, and pipeline development.
• Strong coaching and people development skills, with experience managing managers or senior individual contributors.
• Data-driven approach to performance management; comfortable setting targets, analyzing metrics, and holding teams accountable.
• Excellent verbal and written communication skills, with the ability toinfluence atall levels of the organization.
• Strategic thinker who can design scalable processes whileremaininghands-on when needed.
• Strong cross-functional collaboration skills, particularly with Sales, Marketing, and Revenue Operations.
• Proficiencywith CRM platforms (e.g.Salesforce) and SDR tooling (e.g.Outreach,LinkedIn Sales Navigator).
• Competitive drive with a continuous improvement mindset.
• Experience in AdTech, HRTech, or SaaS recruitment solutions is a plus.

Education and Experience

• Bachelor's degree in Business, Marketing, Communications, or a related field, or equivalent practical experience.
• 6+ years of experience in sales development or inside sales, with at least 3 years in a people management role.
• Experience managing a team of 8 or more SDRs; experience managing managers or a deputy isstronglypreferred.
• Demonstrated success building or scaling an SDR function, including designing outbound processes and playbooks.
• Proven trackrecord ofconsistently meeting or exceeding pipeline and revenue targets.

Travel Requirements

Occasional travel may be requiredfor team events, QBR’s and industry conferences.

Supervisory Responsibilities

This position directly manages one SDR Manager and a team of SDR’s.

Additional Information

• We’re the best at what we do.We’re the global leader in programmatic recruitment advertising. With advanced technology, unmatched market data and a team of the industry’s best recruitment marketers.
• We have an amazing culture driven by great people.Headquartered in Lebanon, N.H. with offices in the U.S., Canada and Europe, Appcast is part of the Stepstone group. To better understand our company culture, readOur Story and check outWorking at Appcast on our website.
• We take care of our employees.We're dedicated to creating an inviting environment where individuals from diverse backgrounds can thrive and develop. We believe in providing competitive compensation and comprehensive benefits, ensuring our team can support their loved ones and one another. We enjoy fostering a sense of community through dedicated employee networks, fun gatherings, delicious food, and even welcoming furry friends into our workspace. We live our values each day including volunteering and giving back to our communities.

All your information will be kept confidential according to EEO guidelines.

Appcast is an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

This employer participates in E-Verify. The employer will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee's Form I-9 to confirm work authorization.

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