Director, Sales Development - Americas

The Director of Sales Development leads, inspires, and manages our North American Sales Development Representative (SDR) team. This position is responsible for driving the strategy, execution, and optimization of Trintech’s outbound and inbound lead generation efforts, with the goal of accelerating pipeline growth and maximizing revenue opportunities. The position has a track record of building and scaling SDR teams in a fast-paced B2B SaaS environment, possessing a deep understanding of the sales process, and demonstrating a passion for coaching and developing talent. This role is critical to Trintech’s growth, who thinks strategically, executes with precision, and cultivates a high-performing, positive team culture.

The role leads and mentors Trintech’s SDR team to drive pipeline growth, expand market reach, and increase lead conversion for Trintech solutions. This role involves both strategic and tactical responsibilities, including developing lead generation programs, optimizing outbound strategies, leveraging Martech stack, and ensuring the team meets/exceeds ambitious goals. The role is a trust business partner and works closely with Marketing, Sales, and Revenue Operations to align on pipeline goals, track performance, and refine processes to drive predictable revenue growth.

 

PRIMARY RESPONSIBILITIES

• Build, manage, and mentor a high-performing team of SDRs responsible for prospecting, generating, and qualifying leads for the sales team
• Create a culture of accountability, continuous improvement, and collaboration through regular coaching, feedback sessions, and performance reviews
• Conduct regular 1:1s with SDR team members to assess their needs, provide guidance, and monitor progress toward individual and team goals
• Develop and implement a scalable strategy for outbound prospecting, lead generation, and lead qualification to support pipeline and revenue goals
• Define and oversee the execution of inbound lead follow-up processes to maximize lead conversion
• Work closely with Marketing to align on lead quality, nurturing strategies, and campaign effectiveness
• Collaborate with regional Sales leaders to ensure a smooth handoff of leads and maintain strong feedback loops for constant improvement in lead quality and follow-up
• Establish KPIs for the SDR team (e.g., lead quality, lead-to-opportunity conversion rate, response time) and monitor performance to ensure targets are met or exceeded
• Prepare and present regular performance reports to the executive team, analyzing data to identify trends, areas of improvement, and opportunities for strategic shifts
• Leverage (and define new) CRM data, dashboards, and other tools to drive insights and optimize SDR team performance
• Define, document, and optimize workflows, playbooks, and sequences for SDR outreach and follow-up processes
• Identify and implement the latest tools and technologies (e.g., sales engagement platforms, CRM software, analytics tools) to enhance SDR productivity and efficiency of working with sales and marketing teams
• Partner closely with the Marketing team to align on target personas, messaging, and campaign effectiveness
• Collaborate with Marketing Operations, CRM team, and Revenue Operations to ensure data hygiene and lead flow processes are optimized for prospecting, reporting and pipeline tracking.
• Stay up to date on industry trends, competitive landscape, and customer pain points to guide messaging and outreach strategies related to Trintech
• Serve as a bridge between the SDR team and Product/Marketing by providing insights based on performance data gathered from prospect interactions and feedback, Ideal Customer Profile (ICP), and buyer personas

 

REQUIRED KNOWLEDGE/SKILLS/ABILITIES

• Bachelors degree or higher
• Minimum 10 years of experience with a proven track record of building, scaling, and optimizing high-performing SDR teams in a fast-growth environment for a B2B SaaS organization
• Strong understanding of B2B SaaS sales, including lead generation, qualification, and sales development processes; specifically for the Enterprise market
• Excellent people management skills, with a focus on coaching, performance management, and creating a team culture of accountability and growth.
• Data-driven approach to decision-making, with a demonstrated ability to analyze, interpret, and act on data insights.
• Familiarity with CRM (e.g., Salesforce) and sales engagement platforms (e.g., SalesLoft, 6Sense, Marketo, or similar)
• Proven experience across with account-based marketing strategies using proper segmentation
• Strong written and verbal communication skills, with an emphasis on articulating strategies and coaching
• Hig