Global SDR Leader for Enterprise Growth

Icertis

Reston (VA)

On-site

USD 275,000 - 375,000

Full time

14 days+

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Benefits offered by this job

Generous holidays

Equity (RSUs)

Flexible work environment

401(k) match

Parental leave

Job summary

Icertis is seeking a transformational Senior Director, Global Sales Development to lead and scale our SDR organization within Growth Marketing. This leader will evolve SDR from a lead-response function into a strategic account engagement engine aligned with Enterprise Sales, Growth Marketing, GTM plays, priority accounts, partner motions, and revenue outcomes.

The role blends player-coach and manager-coach responsibilities, focuses ~70% on scaling SDR, and ~30% on customer-facing pipeline

Qualifications

10+ years of enterprise SaaS sales development, pipeline generation, inside sales, or growth experience.
Proven success building, scaling, or transforming SDR organizations.
Strong knowledge of funnel management, conversion metrics, forecasting, capacity planning, and performance inspection.
Hands-on coaching expertise across research, messaging, prospecting, qualification, and opportunity management.
Experience partnering with Sales, Marketing, RevOps, Alliances, Customer Success, and executive stakeholders.
Familiarity with Salesforce and modern sales and marketing technologies (6sense, Demandbase, Outreach, Salesloft, Gong, LinkedIn Sales Navigator, ZoomInfo, Marketo, HubSpot, or similar).
Practical experience applying AI to sales development and pipeline generation.

Responsibilities

Build a global SDR operating model spanning inbound qualification, outbound prospecting, account-based motions, partner programs, and expansion opportunities.
Align SDR efforts with GTM plays, target accounts, industry priorities, and Enterprise Sales objectives.
Measure success through pipeline quality, conversion, progression, and revenue impact.
Own SDR-sourced and SDR-influenced pipeline in partnership with Growth Marketing, Sales, RevOps, Product Marketing, Alliances, and Customer Success.
Improve account engagement, meeting quality, qualified pipeline creation, opportunity acceptance, and conversion rates.
Establish strong feedback loops between Sales and Marketing to continuously improve targeting, messaging, and campaign performance.
Ensure SDR execution supports Icertis' Growth pod structure and priority GTM plays.
Build playbooks for account targeting, persona strategy, messaging, qualification, and opportunity handoff.
Remove friction across Marketing, SDR, Sales, Customer Success, and Partner teams.
Apply AI across account research, signal identification, personalization, call preparation, coaching, and follow-up activities.
Create practical AI playbooks, prompt libraries, quality standards, and inspection routines.
Partner with Growth Marketing and RevOps to integrate SDR activities into a broader AI-powered growth engine.
Personally participate in account planning, executive outreach, pipeline creation, and coaching for complex opportunities.
Recruit, develop, and retain high-performing SDR managers and teams.
Establish onboarding, coaching, performance management, career development, and succession planning programs.
Build a culture of accountability, curiosity, resilience, and operational excellence.