Director of Sales Development

Spectrum Search; San Francisco (CA); On-site; USD 190,000 - 270,000; Full time

Job summary

Spectrum Search is seeking a Director of Sales Development in San Francisco or New York City to build and scale the BDR function within a high-growth AI technology partner. You will lead a team of seven to eight BDRs, shaping structure, operating model and repetition in pipeline generation for mid-market and enterprise accounts.

The role emphasizes hands-on leadership with a focus on processes, coaching, and cross-functional collaboration with Sales, Marketing and Revenue Operations to establish

Qualifications

• Proven experience building and scaling BDR/SDR functions in SaaS.
• Strong leadership of managers and individual contributors.
• Track record delivering repeatable enterprise pipeline and quota attainment.
• Comfort with data-driven decision making and CRM tooling.

Responsibilities

• Lead, coach and develop a growing BDR team, establishing clear expectations and accountability.
• Build sales development playbooks, outbound sequences, KPI frameworks and reporting.
• Develop enterprise outbound and inbound pipeline generation strategies.
• Establish funnel reporting, capacity planning and pipeline forecasting.
• Recruit and develop BDR talent and create progression paths into AE roles.
• Collaborate with Sales, Marketing and Revenue Ops on lead routing and campaigns.
• Drive continuous improvement using performance data and AI-enabled tools.

Skills

Leadership

SaaS sales

BDR/SDR management

CRM (Salesforce)

Pipeline generation

Coaching & mentoring

Data-driven

Tools

Salesforce

LinkedIn Navigator

Sales engagement tools

Job description

Spectrum Search is partnered with a well-backed AI technology company building out its enterprise go-to-market organisation. The company is looking for a senior sales development leader to build and scale its Business Development Representative function, combining hands-on team leadership with the operational discipline needed to create a repeatable enterprise pipeline engine.

About the opportunity

This is a full-time leadership role within a developing sales organisation. The BDR function is still at an early stage, giving this hire significant ownership over its structure, operating model and approach to pipeline generation.

The role will lead a growing team of approximately seven to eight BDRs, with responsibility for scaling the function, developing future managers and creating progression routes into Account Executive roles.

The role

The Director of Sales Development will own the day-to-day performance and longer-term development of the BDR organisation. The focus is on building effective processes rather than inheriting an established playbook.

This includes strengthening both inbound and outbound motions, with particular emphasis on net-new pipeline across mid-market and enterprise accounts. The role will work closely with Sales, Marketing and Revenue Operations to establish a scalable approach to pipeline generation.

Key responsibilities

• Lead, coach and develop a growing BDR team, establishing clear expectations and accountability
• Build sales development playbooks, outbound sequences, key performance indicators, quota frameworks and reporting
• Develop enterprise outbound and inbound pipeline generation strategies
• Establish funnel reporting, capacity planning and pipeline forecasting
• Create a consistent management and coaching rhythm across the function
• Recruit and develop BDR talent as the organisation scales
• Build internal progression pathways into Account Executive and leadership positions
• Partner with Sales, Marketing and Revenue Operations on lead routing, campaigns and pipeline strategy
• Evaluate and improve prospecting workflows using CRM, sequencing and AI-enabled sales toolsUse performance data to identify issues, test approaches and continuously improve execution
• Strong leadership experience within SaaS sales development or business development
• Demonstrable experience building or materially scaling a BDR or SDR function in an early-stage or rapidly developing environment
• Experience leading through other managers as well as coaching individual contributors
• Proven experience building sales development processes, playbooks, sequences, KPIs and reporting from the ground up
• Strong understanding of enterprise outbound sales and pipeline generation
• Experience working across both early-stage companies and more established technology organisations
• Strong commercial and analytical capability across funnel analysis, capacity planning and pipeline forecasting
• Comfortable making sound decisions where processes and infrastructure are still being developed
• Ability to work effectively across Sales, Marketing and Revenue Operations
• Hands-on experience with CRM and modern sales development tooling

Nice-to-haves

• Previous individual contributor closing experience in an Account Executive or similar commercial role
• Experience with Salesforce, LinkedIn Sales Navigator and outbound sequencing platforms
• Practical understanding of AI-enabled sales workflows and where automation can support prospecting without replacing commercial judgement
• Experience developing BDRs into closing or leadership roles

Location and remote setup

This role is based in San Francisco or New York City and is not available remotely. San Francisco is the preferred location. New York-based candidates should be comfortable with regular travel to San Francisco for in-person collaboration.

The company is open to eligible visa transfers where applicable.