Jobs and Careers
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Director of Sales Development
DroneDeploySan Francisco, United Statesfull_timeVerifiedPosted 22 May 2025
About the role
About DroneDeployBuild with certainty, operate with confidence. That’s why thousands of construction, oil and gas, and renewable energy companies use DroneDeploy on a daily basis. We help them automate reality capture using drones, robots, and 360 cameras – combining this data in one platform for AI-powered analysis. From aerial and ground views of construction progress to automated gauge readings and methane leak detection, DroneDeploy is shaping the future of reality capture.
At DroneDeploy, we thrive in a remote-first culture, powered by innovation. Growth is limitless, and employee contributions matter. With accolades as a Best Place to Work in the SF Bay Area and a spot on America’s Best Startups list, our team is dynamic, purpose-driven, and dedicated to delivering top-tier reality capture software. We cultivate an environment of opportunity. Our dynamic growth is fueled by the diverse range of ideas nurtured by our team. This is why our commitment to internal advancement is profound. A multitude of paths for professional and personal development are available, where flexible schedules, family-friendly benefits, and remote work options propel our team's journey.
Role OverviewWe are seeking an experienced Director of Sales Development to lead DroneDeploy’s pipeline generation engine and scale a disciplined, high-performance SDR function. As a key member of our GTM leadership team, you will own the development, performance, and operational excellence of the SDR organization.
Success in this role means driving the strategy and day-to-day execution needed to generate consistent, high-quality pipeline across the funnel, while preparing the next generation of high-impact AEs. This role is perfect for a hands-on leader who can seamlessly move between executive-level planning and rep-level coaching. This position reports directly to the Chief Marketing Officer and will work cross-functionally with Sales, Marketing, Demand Generation, RevOps, and Enablement.
Work Environment > Work Model: This is an in-office position, requiring a full-time presence at our designated office location. We are building the team around a central office hub to foster collaboration, learning and team cohesion. > Location: We are primarily looking to hire in the San Francisco Bay Area, California - ability to commute to an office in the East Bay is important. However, we may also consider candidates based in Chicago, IL. > Work Hours: Standard business hours are generally 9:00 AM - 5:00 PM PT if based in California. If based in Chicago, IL, you may be asked to work some overlapping hours with Pacific Time to ensure effective collaboration across teams.> Work Travel: This role may require up to 15% domestic travel for internal company events, training sessions, and cross-functional team meetings.
At DroneDeploy, we thrive in a remote-first culture, powered by innovation. Growth is limitless, and employee contributions matter. With accolades as a Best Place to Work in the SF Bay Area and a spot on America’s Best Startups list, our team is dynamic, purpose-driven, and dedicated to delivering top-tier reality capture software. We cultivate an environment of opportunity. Our dynamic growth is fueled by the diverse range of ideas nurtured by our team. This is why our commitment to internal advancement is profound. A multitude of paths for professional and personal development are available, where flexible schedules, family-friendly benefits, and remote work options propel our team's journey.
Role OverviewWe are seeking an experienced Director of Sales Development to lead DroneDeploy’s pipeline generation engine and scale a disciplined, high-performance SDR function. As a key member of our GTM leadership team, you will own the development, performance, and operational excellence of the SDR organization.
Success in this role means driving the strategy and day-to-day execution needed to generate consistent, high-quality pipeline across the funnel, while preparing the next generation of high-impact AEs. This role is perfect for a hands-on leader who can seamlessly move between executive-level planning and rep-level coaching. This position reports directly to the Chief Marketing Officer and will work cross-functionally with Sales, Marketing, Demand Generation, RevOps, and Enablement.
Work Environment > Work Model: This is an in-office position, requiring a full-time presence at our designated office location. We are building the team around a central office hub to foster collaboration, learning and team cohesion. > Location: We are primarily looking to hire in the San Francisco Bay Area, California - ability to commute to an office in the East Bay is important. However, we may also consider candidates based in Chicago, IL. > Work Hours: Standard business hours are generally 9:00 AM - 5:00 PM PT if based in California. If based in Chicago, IL, you may be asked to work some overlapping hours with Pacific Time to ensure effective collaboration across teams.> Work Travel: This role may require up to 15% domestic travel for internal company events, training sessions, and cross-functional team meetings.
Responsibilities:
- Lead and evolve the SDR function, developing the team into a world-class pipeline generation engine through coaching, structure, and accountability.
- Drive and execute the SDR strategy—including quota design, KPI tracking, retargeting workflows, and outbound sequencing—to increase volume and quality of pipeline.
- Manage and coach SDRs, holding weekly stand-ups, 1:1s, and performance inspections focused on conversion, quality, and operational rigor.
- Collaborate cross-functionally with Marketing, Sales, and RevOps to build aligned SLAs, streamline inbound response, and embed SDRs into broader campaign execution.
- Analyze pipeline data and team performance, identifying gaps in reply rate, speed-to-lead, and outbound coverage—and using that insight to optimize systems and coaching.
- Champion a culture of high accountability, fast feedback, and career development, ensuring SDRs grow through clarity, consistency, and stretch opportunities.
Requirements:
- Proven Leadership & SDR Management: Minimum of 5+ years of progressive experience leading and scaling high-performing Sales Development Representative (SDR) teams, ideally within a B2B SaaS environment.
- Strategic & Tactical Execution: Demonstrated ability to develop and execute a comprehensive SDR strategy, encompassing quota design, KPI tracking, outbound sequencing, and retargeting workflows, while also providing hands-on coaching and performance management.
- Pipeline Generation Expertise: Track record of consistently driving significant, high-quality pipeline generation across the sales funnel through both inbound excellence and outbound prospecting, with a deep understanding of conversion metrics and lead quality.
- Data-Driven Optimization: Highly analytical and data-obsessed, with the ability to interpret pipeline and team perform
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