Director of Sales Development Representatives (ONSITE)

TRAC Recruiting; Dallas (TX); On-site; USD 120,000 - 180,000; Full time

Job summary

TRAC Recruiting partners with a technology company north of Dallas, TX, seeking a Director of Sales Development Representatives to build and scale a high-performance SDR function onsite.

This hands-on leadership role will hire, coach, and measure a team of 6–10 SDRs, collaborate with marketing to optimize lead flow, and implement a repeatable process to drive disciplined pipeline growth. Local relocation is acceptable.

Qualifications

• Proven experience building, rebuilding, or significantly improving a sales development function.
• Direct leadership experience managing SDRs or BDRs.
• Strong track record of coaching and developing reps, including helping individuals earn promotions or expanded responsibilities.
• Experience working with sales development technology, CRM systems, prospecting platforms, and reporting tools.
• Strong understanding of sales funnels, conversion metrics, and pipeline analytics.
• Experience partnering closely with marketing on lead generation, qualification, messaging, and demand-generation initiatives.
• Ability to identify where funnel performance is breaking down and implement measurable improvements.
• Experience working with HubSpot, ZoomInfo, and Orum, or similar tools is a plus.
• Experience selling into owner-operated, field-service, or trade-oriented businesses is highly desired.
• Leading SDR teams through significant growth in headcount, territories, or pipeline expectations is preferred.
• Selling technology solutions that combine hardware and software is a huge bonus.
• Working with products that require educating the customer and building a strong business case is a plus.
• Operating within EOS or another highly structured performance-management environment
• Leadership Style is nice to have.

Responsibilities

• You'll take ownership of the sales development strategy, processes, people, and performance.
• A major priority will be turning the existing sales playbook into a highly repeatable operating process.
• You'll evaluate scripts, outbound messaging, sequences, cadences, CRM practices, lead stages, and team workflows.
• You'll regularly listen to calls, test messaging, identify what is resonating with prospects, and make adjustments based on results.
• You'll also work closely with marketing to improve the entire lead-to-opportunity funnel.
• This includes establishing clear definitions around qualified opportunities and monitoring funnel metrics.
• You'll help manage weekly reporting and quarterly priorities tied to pipeline metrics.
• Within the first year, you should have a clearly documented SDR process and a strong marketing-to-sales handoff.

Job description

We are seeking a Director of Sales Development Representatives (Onsite) for a full time and direct hire role for one of our amazing partners north of Dallas, TX. This role is working onsite 4 days a week, so you much be local or willing to relocate to this area.

Overview

We're partnering with a growing technology company that provides connected hardware and software solutions to commercial service businesses. They are entering an important stage of growth and are looking for an experienced Director of Sales Development Representatives to build and scale its sales development function. This is not a role for someone who simply wants to inherit an established SDR team and maintain the status quo. You will make a significant impact, build a scalable function, and help support an ambitious growth strategy. You will have the opportunity to improve the existing playbook, create structure and consistency across the team, strengthen the partnership between sales and marketing, and build a repeatable demand-generation engine. They have an aggressive goal of doubling their current partner network over the next three years and sales development will play a major role in achieving that growth.

Responsibilities

• You'll take ownership of the sales development strategy, processes, people, and performance.
• A major priority will be turning the existing sales playbook into a highly repeatable operating process. You'll evaluate scripts, outbound messaging, sequences, cadences, CRM practices, lead stages, and team workflows to ensure every SDR is executing consistently and effectively.
• You'll regularly listen to calls, test messaging, identify what is resonating with prospects, and make adjustments based on results. The goal is to create a process that produces predictable pipeline rather than relying on individual heroics.
• You'll also work closely with marketing to improve the entire lead-to-opportunity funnel. This includes improving lead flow and follow-up processes, establishing clear definitions around qualified opportunities, monitoring conversion rates throughout the funnel, creating stronger feedback loops between SDRs and marketing, sharing prospect objections and market feedback to improve campaigns and messaging and identifying the content, proof points, and resources the SDR team needs to convert more prospects.
• This is a hands-on team leadership and coaching role where you'll be responsible for hiring, onboarding, developing, coaching, and managing a team of approximately 6–10 SDRs. The expectation is that coaching happens continuously rather than only during formal performance reviews.
• We're looking for someone who is comfortable getting directly involved with the team, including listening to calls, working alongside reps, demonstrating effective prospecting techniques, and showing SDRs what strong conversations sound like in real-world situations.
• You should enjoy developing people, helping high performers take the next step in their careers, and having direct conversations when expectations are not being met.
• The leadership style is collaborative and accountable, so you should be willing to roll up your sleeves, share credit with the team, take ownership when things go wrong, and communicate clearly with both individual contributors and senior leadership.
• The organization operates with a structured performance cadence and highly visible metrics. You'll help manage weekly reporting and quarterly priorities tied to areas such as Account Executive accepted leads, meetings booked, meeting show rates, pipeline generated, lead conversion and SDR productivity and performance.
• Within the first year, you should have a clearly documented and consistently followed SDR process, a strong marketing-to-sales handoff, predictable pipeline generation, and a team that has measurably improved under your leadership.

Requirements

• Proven experience building, rebuilding, or significantly improving a sales development function
• Direct leadership experience managing SDRs or BDRs
• Strong track record of coaching and developing reps, including helping individuals earn promotions or expanded responsibilities
• Experience working with sales development technology, CRM systems, prospecting platforms, and reporting tools
• Strong understanding of sales funnels, conversion metrics, and pipeline analytics
• Experience partnering closely with marketing on lead generation, qualification, messaging, and demand-generation initiatives
• Ability to identify where funnel performance is breaking down and implement measurable improvements
• Experience working with HubSpot, ZoomInfo, and Orum, or similar tools is a plus.
• Experience selling into owner-operated, field-service, or trade-oriented businesses is highly desired.
• Leading SDR teams through significant growth in headcount, territories, or pipeline expectations is preferred.
• Selling technology solutions that combine hardware and software is a huge bonus.
• Working with products that require educating the customer and building a strong business case is a plus.
• Operating within EOS or another highly structured performance-management environment
• Leadership Style is nice to have.

All qualified applicants will receive consideration for employment without regard to race, color, national origin, age, ancestry, religion, sex, sexual orientation, gender identity, gender expression, marital status, disability, medical condition, genetic information, pregnancy, or military or veteran status. You must be legally authorized to work in the United States without current or future sponsorship.