Director of Sales Development

At Lexipol, our mission is to create safer communities and empower the individuals on the front lines with market-leading content and technology. Our top-notch team works closely with law enforcement, fire, EMS, corrections, and local government professionals to tailor our solutions to better address today’s challenges and keep first responders coming home safely at the end of each shift.  

 Working at Lexipol means making a difference – day in and day out. 

 About LEXIPOL 

Lexipol, the leader in policy, training and wellness support for public safety and government leaders, has been named to the GovTech 100 list among other awards.  

Our Marketing team, in partnership with our media brands—Police1, EMS1, Corrections1, and Gov1—and their associated e-newsletters, powers Lexipol’s lead generation engine. This demand is supported by a high-performing Sales Development team that qualifies inbound and outbound leads and drives a significant portion of meeting volume for our Senior Account Executives. This position is remote, #LI-Remote.

The Work 

We are expanding our Go-to-Market organization and are seeking a Director of Sales Development to lead, scale, and optimize our Sales Development function. 

This role will own the strategy, performance, and evolution of a team of 3 SDR Managers, and 30–34 Sales Development Representatives, with a focus on driving high-quality pipeline, developing future sales leaders, and partnering closely with Sales and Marketing leadership. 

ROLE AND RESPONSIBILITIES: 

• Provide strategic and operational leadership for the Sales Development organization, ensuring alignment with overall revenue goals. 

• Set clear performance expectations and monitor team activity to ensure prospecting standards, quality, and outcomes are met. 

• Partner with Sales Enablement team to optimize training, coaching, and enablement programs across products, messaging, and sales processes. 

• Own quarterly and annual targets related to meetings set, meetings kept, and pipeline contribution. 

• Partner closely with Sales Leadership to align on prospecting strategy, territory coverage, and opportunity quality. 

• Oversee SDR performance metrics, including outbound activity, conversion rates, and demo quality. 

• Drive continuous improvement of lead qualification processes and Salesforce data quality. 

• Improve SDR retention through strong leadership, career development, and performance management. 

• Identify and implement process improvements that increase efficiency, effectiveness, and scalability across the SDR function. 

• Serve as a senior leader and advocate for the SDR organization across the company. 

Sales Leadership 

• Demonstrate strong executive presence and clear, positive communication. 

• Continuously elevate the mindset, capability, and performance of the Sales Development organization. 

• Lead through influence, accountability, and a people-first leadership approach. 

• Bring a deep understanding of complex state and local government sales cycles and public-sector purchasing processes. 

Qualifications 

• In-depth knowledge of SaaS sales and sales development best practices. 

• Excellent communication and coaching skills, with the ability to influence at all levels. 

• Strong organizational skills with the ability to manage multiple priorities and initiatives. 

• Self-motivated, strategic thinker with a bias toward action. 

Required Experience 

• Minimum of 5+ years of sales leadership experience, including at least 3 years leading an SDR or Sales Development team of 10+ representatives. 

• Proven experience leading teams to consistent quota attainment and pipeline targets. 

• Demonstrated success coaching and developing sales talent across performance levels. 

• 3+ years of SaaS sales experience. 

• Experience selling into state and local government or public safety agencies strongly preferred. 

• Bachelor’s degree in business administration, marketing, or a related field. 

Target Outcomes / Results 

• Consistent, high-quality pipeline generation. 

• Strong employee engagement and retention. 

• Scalable, repeatable SDR processes aligned to company growth. 

Why you’ll love working here 

• Collaborative, professional team culture. 

• Continuous appreciation for effort and results.