Sales Development Lead: Build & Scale Enterprise SDRs

Granola; San Francisco (CA); On-site; USD 180,000 - 240,000; Full time

Job summary

Granola is seeking a hands-on leader to build and scale our SDR team in San Francisco. You’ll hire, coach, and lead the team, shape the qualified pipeline targets with sales leadership, and craft outbound campaigns using AI and account signals.

You’ll collaborate across SF and London to enhance GTM strategies and drive enterprise opportunities. You’ll be deeply involved in testing ideas, learning what works, and turning lessons into repeatable results, while maintaining a personal approach to

Qualifications

• 4+ years of experience in SaaS sales or sales development.
• Experience leading or managing SDRs (1–2 years).
• Experience building or improving a sales development motion in a growing technology company.
• Experience prospecting into enterprise accounts and engaging multiple stakeholders.
• Comfortable using CRM data, reporting, and outreach tools to understand and improve performance.

Responsibilities

• Hire, coach, and develop our SDR team.
• Own the team’s qualified pipeline targets, partnering with Account Executives and sales leadership.
• Build outreach strategies that use product engagement and account signals to identify companies ready for Granola.
• Develop and test targeted outbound campaigns reaching champions and decision-makers.
• Use AI and automation to improve research, personalization, and team productivity.
• Establish clear processes for qualification, account ownership, and AE handoffs.
• Build onboarding and coaching to help new hires become effective quickly.
• Use data and feedback to improve outreach quality, conversion rates, and pipeline performance.
• Help build the SF office and sales team culture, setting high standards.

Skills

Sales leadership

SaaS sales

Prospecting

CRM data

Communication

Autonomy

Cross-functional collaboration

Tools

CRM tools

Outreach tools

AI tools

Job description

Granola is seeking a hands-on leader to build and scale our SDR team in San Francisco. You’ll hire, coach, and lead the team, shape the qualified pipeline targets with sales leadership, and craft outbound campaigns using AI and account signals.

You’ll collaborate across SF and London to enhance GTM strategies and drive enterprise opportunities. You’ll be deeply involved in testing ideas, learning what works, and turning lessons into repeatable results, while maintaining a personal approach to