Director, Inside Sales (Remote, US East Coast Preferred)

About the Role

Key Responsibilities

• Own pipeline creation 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 structured training, live call coaching, and personalized mentorship.
• Design and improve onboarding, training, and professional development programs, building clear career paths and growth plans.
• Partner with Marketing and Demand Generation to align campaign strategies, optimize lead quality, and ensure feedback loops.
• Collaborate 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 inform sales strategy and team execution.
• Equip SDRs with differentiated messaging and outreach tactics through collaboration with Product Marketing, Sales, and Demand Generation.
• Lead adoption of AI-enabled tools and workflows to enhance SDR productivity and engagement effectiveness.
• Consistently meet or exceed pipeline and ACV creation targets globally.
• Rebuild and scale SDR operations into a predictable, repeatable pipeline engine.
• Develop SDR talent, promote internal growth, and improve retention.
• Improve sales velocity, lead-to-opportunity conversion rates, and speed-to-lead metrics.
• Create and refine SOPs and Rules of Engagement for collaboration with sales.

Requirements

• 10+ years of experience in B2B SaaS sales or sales development.
• At least 5+ years of leadership experience managing global SDR or Inside Sales teams.
• Proven ability to scale Inbound and Outbound sales functions in high-growth or matrixed environments.
• Deep expertise in pipeline development, sales prospecting, and lead conversion best practices.
• Track record of improving pipeline generation and sales outcomes quantitatively.
• Strong coaching and talent development skills with a focus on building career paths and culture.
• Hands-on operational experience with Salesforce and modern sales tech stacks (e.g., Six Sense, LinkedIn Sales Navigator, Gong, ZoomInfo, AI tools, Qualified).
• Strategic mindset with strong analytical skills and data-driven decision-making ability.
• Exceptional cross-functional collaboration and communication skills, both written and oral.
• Growth mindset, adaptability, and passion for innovation.

Nice to Have

• Experience working in high-growth SaaS companies.
• Familiarity with AI-enabled sales tools and workflows.
• Experience managing sales teams across multiple regions including North America, EMEA, and APAC.

Qualifications

• Educational background is not explicitly specified in the description.

Benefits & Perks

• Exceptional medical, dental & vision plans.
• Adoption assistance, wellness reimbursements, and generous parental leave.
• 401(k) matching, flexible work options, and unlimited vacation for exempt employees.
• Support for your and your family's well-being.