Director of Sales Development

officespacesoftware; Atlanta (GA); On-site; USD 180,000 - 260,000; Full time

Job summary

OfficeSpace Software is seeking a Director of Sales Development to build the next generation of our pipeline engine and lead inbound- and outbound-sourced pipeline across new-logo and expansion accounts. You’ll shape how people and AI agents work together, guiding SDRs and Senior SDRs to high performance while partnering across Sales, Marketing, and Operations.

You will own cross-functional initiatives, drive accountable forecasting, and create scalable processes that grow upmarket segments with

Qualifications

• Experience leading and transforming a B2B SaaS SDR/BDR organization.
• Track record building ABX motions across Mid-Market and Enterprise.
• Proven impact on attainment, pipeline, and downstream conversion.
• Strong forecasting, territory design, and performance management.
• Hands-on coaching with structured certification programs.

Responsibilities

• Own the pipeline engine: translate targets into SDR capacity and quotas.
• Build and coach SDRs and Senior SDRs against clear goals.
• Lead strategic ABX across Mid-Market and Enterprise accounts.
• Develop disciplined account planning with multi-channel outreach.
• Balance AI workflows with human judgment for maximum impact.
• Deploy and measure AI-enabled workflows across research and prioritization.
• Improve GTM funnel with better Marketing-to-SDR handoffs.
• Plan headcount with ROI, technology, and coverage tradeoffs.
• Establish forecasting, reporting, and cross-functional cadences.
• Coach using calls, emails, plans, and AI insights for action.
• Develop future GTM leaders and certification programs.
• Raise readiness with certifications on buyers, AI use, and accuracy.
• Shape the scaling system to maximize qualified pipeline.

Skills

B2B SaaS leadership

ABX motion

Pipeline management

Forecasting & capacity planning

Team coaching

Cross-functional leadership

GTM strategy

AI-enabled selling

Strategic thinking

Talent development

Tools

Salesforce

Salesloft

6sense

Qualified

UserGems

Nooks

ZoomInfo

LinkedIn Sales Navigator

Job description

About OfficeSpace:

OfficeSpace Software provides the leading AI operating system for the built world, that helps teams plan, connect, and perform in the workplace. As a performance-based, PE-backed company, we hire based on merit and a willingness to do what it takes to succeed long-term. You're a great fit for the role if you're entrepreneurial, passionate, motivated by building at light speed, and an Agentic AI early adopter. Our world-class teams operate in the US, Canada, and Costa Rica in a culture of trust, respect, growth, and impact.

About the role:

OfficeSpace is looking for a Director of Sales Development to build the next generation of our pipeline engine.

You will own inbound- and outbound-sourced pipeline across new-logo and expansion accounts, lead our strategic ABX motion, and develop SDRs and Senior SDRs into high-performing GTM talent. You'll shape how people and AI agents work together-using automation to expand capacity while keeping judgment, relationships, and buyer experience human-led.

This is a builder role. You'll partner closely with Sales, Marketing, Revenue Operations, Finance, and Enablement to turn revenue goals into a focused operating system that improves account penetration, conversion, pipeline productivity, and talent development as OfficeSpace moves upmarket.

What you'll do:

• Own the pipeline engine. Translate revenue targets, pipeline coverage, conversion rates, and productivity assumptions into SDR capacity, quotas, territories, coverage, and investment decisions.
• Build a high-performing team. Lead, coach, and develop SDRs and Senior SDRs against clear goals for pipeline, conversion, quality, productivity, and progression.
• Lead strategic ABX. Turn account segments, intent, buying-group signals, whitespace, and market triggers into focused action across Mid-Market and Enterprise new-logo and expansion accounts.
• Build depth in priority accounts. Establish disciplined account-planning motions across research, contact mapping, personalization, calling, and multi-channel engagement.
• Orchestrate people and AI. Decide which workflows AI agents should own, which should remain AI-assisted, and where human judgment creates the greatest advantage.
• Build and govern AI-enabled workflows. Deploy, test, measure, and improve agents supporting research, prioritization, buying-group mapping, personalization, follow-up, coaching, and pipeline intelligence.
• Turn AI into measurable capacity. Measure impact on opportunity creation, pipeline, conversion, velocity, productivity, buyer experience, and acquisition cost-not activity volume alone.
• Improve the full GTM funnel. Strengthen Marketing-to-SDR prioritization and SDR-to-Sales qualification, context transfer, acceptance, and conversion.
• Plan before adding headcount. Model tradeoffs across people, technology, AI agents, coverage, productivity, and conversion to identify the highest-leverage path to growth.
• Build operating discipline. Establish forecasting, performance reporting, quality controls, and cross-functional operating cadences with Finance and Revenue Operations.
• Coach in the work. Use calls, emails, account plans, qualification decisions, pipeline data, and AI-generated insights to make coaching specific and actionable.
• Build future GTM leaders. Strengthen Ascend and create measurable development paths from SDR to Senior SDR, closing roles, leadership, and other GTM careers.
• Raise the readiness bar. Build certifications around buyers, industries, messaging, qualification, ABX execution, AI-enabled selling, and responsible AI use.
• Shape the system as we scale. Continuously challenge where work happens, who-or what-should perform it, and how OfficeSpace can generate more qualified pipeline without adding unnecessary complexity.

What you bring:

• Experience leading and transforming a B2B SaaS SDR or BDR organization.
• A track record of building account-based prospecting or ABX motions across Mid-Market and Enterprise accounts.
• Demonstrated success improving attainment, qualified pipeline, rep productivity, qualification quality, and downstream conversion.
• Strong capability in capacity planning, organizational design, forecasting, territory and coverage strategy, and performance management.
• Experience helping a GTM organization move upmarket.
• A hands-on coaching style and experience building structured certification and talent-development programs.
• Strong cross-functional leadership across Sales, Marketing, Revenue Operations, Marketing Operations, Finance, and Enablement.
• The ability to turn financial and funnel targets into practical operating decisions for an SDR organization.
• Fluency across modern GTM systems, including CRM, intent, sales engagement, prospecting, conversational marketing, conversation intelligence, analytics, and AI-enabled platforms.
• Experience with platforms such as Salesforce, Salesloft, 6sense, Qualified, UserGems, Nooks, ZoomInfo, and LinkedIn Sales Navigator.
• AI orchestration flue