Director, Sales Development

At SmartBear, we deliver the complete visibility developers need to make each release better than the last. Our award winning and industry favorite tools TestComplete, Swagger, Cucumber, ReadyAPI, Zephyr are trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including world-renowned innovators like Adobe, JetBlue, FedEx, and Microsoft.  

Director, Sales Development  

Job Overview: 
The Director, Sales Development at SmartBear will oversee the global Sales Development Representative (SDR) team and leaders. This strategic leader will be responsible for leading, training, and developing a team of people managers and their direct reports. This role focuses on building and scaling outbound sales motions, driving inbound and outbound sales activities to generate qualified leads, and preparing SDRs for successful transitions into Account Executive roles to support revenue growth. 

Key Responsibilities: 

• Team Leadership: Lead and mentor a global team of SDR managers, fostering a high-performance culture.
• Build and scale a structured career path program to prepar
• #LI-ASe SDRs for advancement into closing roles, ensuring readiness within defined timelines. 
• Training and Development: Develop and implement training programs to enhance the skills and effectiveness of SDR managers and their teams.
• Equip SDR team with the ability to execute targeted outbound strategies and focusing on engaging senior level stakeholders.
• Sales Strategy: Design and execute inbound and outbound sales strategies to generate qualified leads.
• Scale outbound motions to drive a significant contribution to pipeline creation, working closely with sales leadership to align territory strategies.
• Performance Management: Monitor and analyze team performance, providing regular feedback and coaching to managers.
• Collaboration: Work closely with Marketing, Sales, and Product teams to align strategies and optimize lead generation efforts.
• Reporting: Develop and maintain performance metrics and reports to track progress and identify areas for improvement.
• Process Improvement: Continuously refine sales processes and tools to increase efficiency and effectiveness.
• Create scalable, repeatable sales plays for both inbound and outbound sales activities.
• Market Analysis: Stay informed about industry trends and competitive landscape to inform sales strategies. 

Qualifications: 

• Education: Bachelor’s degree in Business, Marketing, or a related field.
• Experience: 8+ years of experience in sales development or inside sales, with at least 5 years in a leadership role.
• Proven experience leading large, global inside sales teams in the technology and/or SaaS industry.
• Strong track record of driving inbound and outbound sales activities, with a focus on building scalable outbound motions.
• Proven success in developing teams and preparing talent for advancement into closing roles. 

• Skills: Excellent leadership and team management skills. 
• Strong communication and interpersonal skills.
• Proficiency in CRM software and sales tools.
• Analytical mindset with the ability to interpret sales data and metrics.
• Strategic thinker with the ability to execute tactically. 

Why you should join the SmartBear crew: 

• You can grow your career at every level. 
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person.  
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.  

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