Director of Sales Development

Dun & Bradstreet; Austin (TX); On-site; USD 150,000 - 210,000; Full time

Benefits offered by this job

Paid time off

Parental leave

Sick time

Education assistance

Volunteer days

401k with company match

Health insurance

Wellness benefits

Dental & vision insurance

Job summary

Dun & Bradstreet in Austin, TX seeks a Director of Sales Development to lead a multi-team BDR organization and build a high-performing pipeline engine. You will balance near-term outcomes with long-term talent development, overseeing onboarding, coaching, retention, and career progression for BDRs and Enterprise participants.

You will partner with Account Executives, Marketing, Revenue Operations, and CRM teams to design territory coverage, campaigns, and KPI dashboards, while maintaining CRM

Qualifications

• Bachelor's degree required.
• 10+ years of progressive B2B sales experience with outbound prospecting and pipeline creation.
• 5+ years of people-leadership experience managing multi-team Sales Development organizations.
• Experience leading outbound motions for new-logo and cross-sell/upsell.
• Experience designing or leading early-career sales development programs preferred.
• Proven track record of meeting or exceeding pipeline/revenue targets and KPIs.
• Strong recruiting, coaching, communication, analytical, change-leadership and collaboration skills.
• Proficiency with SFDC and outbound sales-engagement platforms.

Responsibilities

• Lead and develop BDR leaders across outbound-focused teams with consistent standards.
• Scale the global BDR organization with repeatable recruiting, onboarding, and development practices.
• Own pipeline creation goals and build a talent-development system for BDRs and Enterprise participants.
• Oversee the Enterprise Sales Development Program with structure, rotation, and career-pathing.
• Collaborate with Account Executives, Marketing, Revenue Ops, and CRM teams on campaigns and territory design.
• Ensure CRM hygiene, analyze performance, and provide regular business reviews.
• Build succession plans and career paths into AE, CS, Sales Ops, and leadership roles.

Skills

B2B sales

People leadership

Outbound prospecting

Pipeline creation

Sales methodology

MS Office

Cross-functional teamwork

Data analysis

Education

Bachelor's degree

Master's degree

Tools

SFDC

Outbound sales platforms

Job description

Director of Sales Development (R-20038)

Team: Sales

Location: Austin - Texas - United States

Commitment: Employee: Full Time

Workplace Type: onsite

Shape the Future with Dun & Bradstreet

At Dun & Bradstreet, we believe data has the power to create a better tomorrow. As a global leader in business decisioning data and analytics, we help companies worldwide grow, manage risk, and innovate. Since 1841, businesses have trusted us to turn uncertainty into opportunity. We’re a diverse, global team that values creativity, collaboration, and bold ideas. Are you ready to make an impact and help shape what’s next? Join us! Explore opportunities at dnb.com/careers.

The Director, Sales Development leads a multi-team Business Development Representatives (BDR) organization across outbound-focused teams and the Enterprise Sales Development Program. This role is accountable for building both a high-performing pipeline-generation engine and a differentiated sales talent development program that prepares early-career and high-potential talent for future sales roles.

This position balances near‑term business outcomes with long‑term talent development by driving qualified pipeline through new‑logo acquisition and cross‑sell/upsell motions, while attracting, hiring, onboarding, coaching, retaining, and advancing BDRs, BDR leaders, and Enterprise Sales Development Program participants through structured development experiences.

Essential Key Responsibilities

• Lead and develop BDR leaders across outbound-focused teams, ensuring consistent standards for pipeline execution, leadership effectiveness, coaching discipline, talent development, and performance management across managers and representatives.
• Scale the global BDR organization by establishing repeatable recruiting, onboarding, coaching, performance management, and talent‐development practices across all hubs.
• Own team pipeline‑creation goals while building a repeatable talent‑development system that improves BDR productivity, readiness, promotion paths, retention, and leadership bench strength.
• Own the Enterprise Sales Development Program as a strategic talent pipeline, including program structure, rotation design, performance standards, coaching model, field exposure, and career‑pathing for college graduates rotating through multiple sales roles over a 12+ month development experience.
• Partner with Account Executives, Area Vice Presidents, Customer Success, Marketing, Demand Generation, and Sales Leaders to align territory and segment coverage, account priorities, campaign plays, lead quality, and meeting‑to‑opportunity conversion across teams.
• Hold BDR leaders accountable for attainment against qualified pipeline, opportunity creation, accepted and held meetings, conversion rates, activity quality, SLA adherence, productivity, and CRM hygiene; conduct forecast and performance reviews and address performance gaps.
• Use SFDC, sales‑engagement platforms, and performance dashboards to maintain CRM hygiene, inspect outbound execution, improve rep and manager productivity, identify coaching opportunities, and deliver accurate performance reporting.
• Partner with Marketing, Demand Generation, Sales Enablement, Talent Acquisition, Revenue Operations, Business Intelligence, and CRM partners to coordinate outbound campaigns, workforce planning, leadership development, reporting, territory design, and process improvements.
• Build succession plans for BDR leaders and career pathways for high‑potential BDRs and Enterprise Sales Development Program participants into Account Executive, Customer Success, Sales Operations, and leadership roles. Present regular business reviews that balance pipeline contribution, talent development, operating health, promotion readiness, and program outcomes.
• Additional duties as assigned.

Education and Experience

• Bachelor's Degree Required
• 7 to 10 years of experience
• Master's Degree Preferred

Essential Skills and/or Certifications

• Bachelor’s degree is required.
• 10+ years of progressive B2B sales experience, including substantial outbound prospecting, new‑logo acquisition, and pipeline‑creation experience.
• 5+ years of people‑leadership experience, including experience managing managers, leading multi‑team Sales Development organizations, and developing early‑career sales talent.
• Experience leading outbound motions across both new‑logo acquisition and cross‑sell/upsell motions within existing customer accounts.
• Experience designing or leading early‑career sales development, graduate rotation, or sales talent accelerator programs is preferred.
• Proven record of meeting or exceeding pipeline or revenue targets and managing conversion, activity, and productivity KPIs.
• Strong recruiting, coaching, communication, analytical, change‑leadership, and cross‑functional collaboration skills.
• Proficiency with SFDC and outbound sales‑engagement platforms, with the ability to use data to improve execution and CRM hygiene.
• SaaS, technology, data, or information‑services experience is preferred
• MEDDPICC or a similar sales methodology is an advantage.
• Proficiency in Microsoft Office Suites Skills
• Show an ownership mindset in everything you do; be a problem solver, be curious and inspired to take action, be proactive, seek ways to collaborate and connect with people and teams in support of driving success
• Continuous growth mindset, keep learning through social experiences and relationships with stakeholders, experts, colleagues and mentors as well as widen and broaden your competencies through structural courses and programs

Benefits We Offer

• Generous paid time off in your first year, increasing with tenure.
• Up to 16 weeks 100% paid parental leave after one year of employment.
• Paid sick time to care for yourself or family members.
• Education assistance and extensive training resources.
• Do Good Program: Paid volunteer days & donation matching.
• Competitive 401k with company matching.
• Health & wellness benefits, including discounted Wellhub membership rates.
• Medical, dental & vision insurance for you, spouse/partner & dependents.

All Dun & Bradstreet job postings can be found at https://jobs.lever.co/dnb. Official communication from Dun & Bradstreet will come from an email address ending in @dnb.com.

Dun & Bradstreet provides equal employment opportunities to applicants and employees without regard to race, color, religion, creed, sex, age, national origin, citizenship status, disability status, sexual orientation, gender identity or expression, pregnancy, genetic information, protected military and veteran status, ancestry, marital status, medical condition (cancer and genetic characteristics) or any other characteristic protected by law. Know Your Rights: Workplace Discrimination is Illegal - The current poster can be found here. We participate in E-Verify - The current poster can be found here.

Accommodations information for applicants with disabilities

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