Director, Sales Development

<p>Intercom was founded in 2011 to change the standard of customer service online. Our AI-first customer service platform is a totally new way to deliver customer service and is designed to transform the way businesses interact with their customers through AI. We all know that customer service on the internet sucks. It’s slow and impersonal. We help businesses provide instant and exceptional service to their customers and maximize their support agents’ productivity, efficiency, and performance—all through our single AI system. More than 25,000 businesses use Intercom to send millions of messages to millions of customers each month.Intercom has been a long-standing product leader and cultural icon in the technology and startup worlds for more than a decade. We set the pace for our industry and live by our values that allow us to push boundaries, build with speed and intensity, and deliver incredible value to our customers.Join us on our mission to redefine customer service and make internet business personal.</p><h2>What's the opportunity? 🤔</h2> <p>We are seeking an experienced Global Director of Sales Development to lead our global inbound and outbound sales development teams. In this role, you will play a pivotal role in driving the growth and success of Intercom by building and managing a world class sales development organization. You will be responsible for building the strategic direction, implementing processes, and fostering a culture of excellence within the team. You will take ownership of pipeline generation and monitor it’s progression through the sales cycle. </p> <p>You will partner with sales, marketing and growth leaders to build close alignment around business objectives. This will include being a critical contributor to longer-term sales strategies as well as monthly deliverables, providing the definition and implementation of the plan for sales to achieve key revenue objectives and you will be accountable for the return on investment of the sales development org. </p> <p>You will be responsible for coaching and developing your management team to forecast and manage their business effectively while developing talent within the organization.</p> <h2>What will I be doing? 🚀</h2> <p>Leadership and Team Management:</p> <ul> <li> <p>Lead, mentor, and inspire a team of sales development managers and representatives.</p> </li> <li> <p>Provide guidance, coaching, and ongoing training to develop the skills and capabilities of the team.</p> </li> <li> <p>Foster a collaborative and inclusive team culture that promotes accountability, innovation, and continuous improvement.</p> </li> </ul> <p>Strategy and Planning:</p> <ul> <li> <p>Develop and execute the sales development strategy to drive pipeline growth and revenue generation that aligns with our company’s financial goals.</p> </li> <li> <p>Define and implement scalable processes for lead generation, qualification, and conversion.</p> </li> <li> <p>Collaborate with cross-functional teams, including sales, marketing, and product, to align sales development efforts with overall business objectives. Specifically, develop strategic account plans that outline the path to customer success and expansion opportunities.</p> </li> <li> <p>Proficiency in utilizing and integrating the latest sales technologies and tools, including CRM systems, sales engagement platforms &amp; AI-driven prospecting tools to enhance the sales development process and improve team efficiency and effectiveness.</p> </li> </ul> <p>Performance Management and Optimization:</p> <ul> <li> <p>Set clear performance targets and metrics for the sales development team and track progress against goals.</p> </li> <li> <p>Analyze key performance metrics, identify areas for improvement, and implement initiatives to optimize sales development performance.</p> </li> <li> <p>Utilize data-driven insights to refine strategies, tactics, and resource allocation.</p> </li> </ul> <p>Alignment:</p> <ul> <li> <p>Partner with senior sales leadership to ensure we’re aligned with and delivering on business objectives</p> </li> <li> <p>Collaborate with marketing and sales programs to build and drive demand gen plans</p> </li> <li> <p>Work closely with recruitment and Sales Operations to plan for headcount capacity and hit hiring goals.</p> </li> </ul> <h2>What skills do I need? 📖</h2> <ul> <li> <p>Second line leadership experience and you will have successfully led sales / sales development teams with a track record of hitting revenue goals and driving growth.</p> </li> <li> <p>Proven ability to develop and execute strategic initiatives to drive revenue growth and achieve business objectives.</p> </li> <li> <p>Strong leadership skills with the ability to inspire, motivate, and develop teams.</p> </li> <li> <p>Experience hiring and developing teams at scale with a focus on coaching, mentoring and diversity.</p> </li> </ul> <p>Experience in using and identifying new, disruptive technologies to drive efficienc