Director, Inside Sales, North America

Overview

JAGGAER provides an intelligent Source-to-Pay and Supplier Collaboration Platform that empowers organizations to manage and automate complex processes while enabling a highly resilient, responsible, and integrated supplier base. With 30 years of expertise, we specialize in solving complex procurement and supply chain challenges across various industries. 

Our 1,300+ global employees are dedicated to ensuring that customers derive full value from our products, ultimately enhancing and transforming their businesses.  For more information, visit www.jaggaer.com  

 

JAGGAER is looking for a proven Director, Inside Sales, North America, to lead and scale our worldwide Sales Development Representative (SDR) organization. In this high-impact role, you’ll own strategy, execution, and performance of the SDR team across North America—driving pipeline growth and helping fuel the next phase of JAGGAER’s global expansion. 

You’ll have the opportunity to lead and optimize the SDR function—developing top talent, improving processes, creating culture, integrating AI-led prospecting, and aligning SDR efforts with Marketing, Product Marketing, and Sales. Your mission: build a world-class, repeatable pipeline engine that directly contributes to revenue growth. 

 

This role requires a data-driven leader, player, and coach who can develop high-performing teams, drive efficiency, and foster collaboration. You’ll play a pivotal role in shaping JAGGAER’s go-to-market success while advancing the careers of your team. 

Principal Responsibilities

Position Responsibilities:

• You own pipeline creation. You will recruit, develop, and lead a high-performing global SDR team across multiple regions and time zones to achieve targets.
• Architect and execute a scalable global SDR strategy that drives consistent, high-quality pipeline creation
• Build a culture of excellence, accountability, and collaboration across all SDR teams
• Drive measurable pipeline growth through creative, data-driven outbound and inbound programs
• Develop SDRs’ sales, product, and industry expertise through a mix of structured training, live call coaching, and personalized mentorship
• Design and continuously improve onboarding, training, and professional development programs—building clear career paths and individual growth plans
• Partner with Marketing and Demand Generation to align campaign strategies, optimize lead quality, and ensure consistent feedback loops
• Collaborate closely with Sales leadership to ensure territory alignment, ICP targeting, and conversion goals
• Optimize lead management, routing, conversion, and reporting processes through CRM and sales technology
• Foster a data-driven culture where insights and KPIs continuously inform sales strategy and team execution
• Equip SDRs with differentiated messaging and effective outreach tactics through close collaboration with Product Marketing, Sales, and Demand Generation
• Lead adoption of AI-enabled tools and workflows to enhance SDR productivity and engagement effectiveness

Success in this Role is:

• Consistently meeting or exceeding monthly, quarterly, and annual qualified pipeline and ACV creation targets globally
• Rebuilding and scaling SDR operations into a highly predictable, repeatable pipeline engine
• Developing SDR talent and driving strong internal promotion rates and retention
• Improving sales velocity, lead-to-opportunity conversion rates, and speed-to-lead metrics
• Driving strong alignment and collaboration across SDRs, Marketing, Product Marketing, and Sales leadership
• Creating / refining Standard Operating Procedures and Rules of Engagement for collaboration with sales.

Position Requirements

What You Will Bring:

• 10+ years of experience in B2B SaaS sales or sales development, with at least 5+ years of leadership experience managing global SDR or Inside Sales teams
• Proven ability to scale Inbound and Outbound sales functions in a high-growth or highly matrixed environment
• Deep expertise in pipeline development, sales prospecting, and lead conversion best practices
• Track record of driving quantifiable improvements in pipeline generation and sales outcomes
• Strong coaching and talent development skills, with a passion for building career paths and a strong culture for SDRs
• Hands-on operational experience with Salesforce and modern sales tech stacks (Six Sense, LinkedIn Sales Navigator, Gong, ZoomInfo, AI-powered tools, Qualified, etc.)
• Strategic mindset with strong analytical skills; comfortable using data to inform decisions
• Exceptional cross-functional collaboration and communication skills, written and oral
• Growth mindset, adaptability, and passion f