• You have 8+ years of sales or sales leadership experience driving new business ARR for a high-growth business
• 5+ years managing Sales Development Representatives (SDRs) and 3+ years leading SDR Managers as a 2nd line people leader
• Proven success leading and growing SDR organizations, developing multi-quarter and multi-channel strategies, and exceeding the Company’s ARR Plan, SDR team quota and individual quotas
• You have built and led an SDR organization with 20+ people in a fast-paced, technology/SaaS company
• You have a proven record of sales success and possess strong collaboration and communication skills
• You identify and communicate organizational roadblocks and are able to resolve them proactively
• Experience exceeding the expectations of executive leadership, including the C-suite and VPs, by beating your targets and unpacking the root causes and variables that led to your team’s successes and areas of improvement
• You have a robust Salesforce analysis and reporting skill set and have detailed knowledge of SaaS tech stack including sourcing, prospecting, and outreach technologies
• You are comfortable in a fast-paced environment that requires the ability to work independently and adaptively, anticipate and mitigate friction points, and take initiative to promptly resolve and learn from challenges

Desirable

• Handshake is hiring a Director, Sales Development to lead and inspire a team of Sales Development professionals
• You will partner closely with Sales Leadership to develop and execute winning sales strategies, set team wide goals and exceed team and individual quota attainment
• Manage, mentor, develop and drive the performance of SDR Manager(s), Inbound & Outbound Sales Development Representatives (ISDRs & OSDRs), and Business Development Representatives (BDRs)
• Recruit, hire, train, coach and develop SDR Manager(s) and SDRs/BDRs to exceed the Company’s ARR Plan, SDR team quota and individual quotas
• Analyze current outreach and opportunity generation practices, immerse yourself in team metrics, and identify areas for improvement at scale
• Collaborate with the VP of Sales, Sales Leaders, Account Executives, SDRs/BDRs, and Revenue Operations to optimize lead volume and quality, deliver a healthy pipeline of qualified outbound leads and exceed outbound pipeline and ARR targets, the Company’s ARR Plan, SDR team quota and individual quotas
• Collaborate closely with our Marketing & cross-functional demand generation stakeholders to develop and execute on lead generations campaigns, improve SLA on Marketing Qualified Leads (MQLs), improve conversion rate of Inbound MQLs to Stage 1/2/3 sales opportunities and exceed inbound pipeline and ARR targets
• Proactively develop new strategies and tactics to accelerate pipeline growth each quarter
• Strategize with the VP of Sales, Director of Revenue Operations and Finance team on headcount planning, pipeline targets and SDR-sourced ARR, the Company’s ARR Plan, SDR team quota and individual quotas
• Demonstrate strategic thinking to drive higher lead conversion, accelerate ARR, and reduce ramp time for new SDR/BDR hires
• Support the mentorship and development of the SDR organization, preparing team members for career progression into Account Executive roles and expanded opportunities across the new business sales organization
• Partner with Sales Enablement to generate data analyses and determine training curriculum needs, goals and deliverables
• Through continuous process improvement, contribute to the team growth and success of the broader Sales team