Senior Director, Sales Development

Stampli; Austin (TX); Hybrid; USD 180,000 - 240,000; Full time

Benefits offered by this job

Stock Options

Medical, dental, vision insurance

401(k) with employer match

AI tools access

Job summary

Stampli in Austin, TX seeks a Senior Director of Sales Development to lead 30–40 SDRs across multiple managers, owning pipeline as a revenue number and partnering with Marketing, RevOps, and Sales leadership.

This role demands a relentless focus on numbers, a high coaching standard, and a data-driven approach to improve meeting-to-opportunity conversion while leveraging AI to sharpen targeting and messaging.

Qualifications

• 8+ years in B2B SaaS with 5+ years leading Sales Development/Inside Sales teams.
• 3+ years as a second-line leader of three or more managers.
• Proven ability to carry a pipeline number tied to revenue in a scaling SaaS company.

Responsibilities

• Own the pipeline number; forecast weekly and close gaps before month-end.
• Lead a bench of SDR managers; raise hiring bar and promote to AE roles.
• Develop onboarding, ramp, enablement, and career progression for SDRs and future AEs.
• Implement coaching cadence; maintain high-quality meetings and improve conversion.

Skills

Pipeline ownership

Leadership coaching

Forecasting

AI-enabled selling

Data inspection

Tools

HubSpot

Gong

LinkedIn Sales Navigator

AI sales tools

Job description

About The Position

The Senior Director of Sales Development leads 30 to 40 SDRs across multiple managers, covering both outbound and inbound. This is a second-line leadership role and a seat at the revenue table. You will own Sales Development pipeline as a revenue number, partner closely with Marketing, RevOps, and Sales leadership, and act as a lieutenant to the VP of Sales on delivering predictable pipeline against the plan. We are looking for a leader who is relentless about the number, runs a coaching standard that never slips, and treats pipeline quality as seriously as pipeline volume.

What You Will Do

• Own the pipeline number. Accountable for Sales Development-sourced pipeline and the Closed-Won revenue it produces. Forecast it, inspect it weekly, and close gaps before the month ends.
• Serve as a lieutenant of revenue. Participate in forecast calls, pipeline reviews, and annual planning. Flag where the plan is at risk early, with a recommendation attached.
• Lead leaders. Develop a bench of SDR managers who coach well. Raise the hiring bar, build a promotion path into AE roles, and manage performance with clarity and care.
• Build the talent engine. Own onboarding, ramp, enablement, and career progression, developing future AEs and leaders from within the SDR ranks.
• Run the coaching cadence. Film room, call review, and 1:1s on a schedule that holds for every manager and rep. Coach meeting quality and opportunity conversion as distinct skills.
• Stay hands-on. Personally inspect cadence performance and the quality of every meeting passed to Sales. Hold the qualification standard, retire what underperforms, and scale what works.
• Put AI to work on quality. Use AI to sharpen targeting, account research, and message relevance, so reps spend more time in better conversations.
• Hold partners to supply. Set explicit account and lead supply, data quality, and instrumentation requirements with Marketing and RevOps. Track delivery weekly and escalatie early.
• Own the system end to end. Capacity planning, coverage by segment and ERP, targeting, messaging, and conversion from first touch to Closed-Won. Fix the constraint wherever it sits.

What You Will Bring

• 8+ years in B2B SaaS, with 5+ years leading Sales Development or Inside Sales teams, including 3+ years as a second-line leader of three or more managers.
• A track record of carrying a pipeline number tied to revenue, at a B2B SaaS company scaling through meaningful growth.
• Proof of improving pipeline quality by increasing meeting-to-opportunity or opportunity-to-close conversion rates.
• Experience selling to finance buyers (CFO, Controller, VP Finance) in the mid-market.
• Hands-on fluency with HubSpot, Gong, Nooks, LinkedIn Sales Navigator, and AI-powered sales engagement tools, and the habit of inspecting the data yourself.
• Experience applying AI to targeting, research, and messaging in a Sales Development org.
• A history of building strong partnerships with Marketing and RevOps on targeting, lead definitions, and capacity models.
• A coaching standard others notice, and managers and reps who grew under you.

You Will Get

• The flexibility of working from our Austin, TX office three days a week (Tuesday, Wednesday, and Thursday), with the option to work remotely for the remainder of the week.
• Stock Options
• Full medical, dental, and vision insurance
• 401(k) + employer match
• Access to cutting-edge AI tools, including ChatGPT Enterprise, to enhance productivity, support innovation, and streamline daily workflows
• Opportunities and development for career and personal growth
• Strong and experienced leadership that supports your growth and success
• An open-concept, modern workspace within an inclusive and dynamic scale-up culture

Why Join Stampli?

Stampli is revolutionizing financial operations with AI, far ahead of competitors. For nearly a decade, our AI assistant, Billy, has set the industry standard - processing $105B+ in invoices annually and saving millions of labor hours for 1,800+ customers. More than automation, Billy transforms finance teams by freeing them of manual work. Our explosive growth places us among the top tech companies at our stage, with exceptionally low churn. After conquering the Accounts Payable space, we're now revolutionizing the entire procure-to-pay (P2P) lifecycle with our new platform that "connects every dot from request to reconciliation." What sets us apart? We adapt to customers - not the other way around - integrating with 70+ ERPs in weeks, not months. Our customer-first approach extends to our award-winning workplace culture, with vibrant, global offices. We've earned multiple Comparably awards, including Best Company Outlook, Work-Life Balance, Compensation, Happiness, and Perks & Benefits. Here at Stampli, we build exceptional products with exceptional people. Join our dynamic team where your career will thrive in an environment that champions creativity, collaboration, and growth!