Director, Sales Development

Director Of Sales Development

The Director of Sales Development will architect and execute a world-class sales development strategy that aligns with MasterControl's aggressive growth objectives. This executive will lead a global team of SDRs and ADRs, optimizing the conversion of marketing-generated leads into qualified sales opportunities and outbound account development.

Leadership:

• Develop and implement a comprehensive sales development strategy that maximizes the efficiency of our demand generation efforts.
• Collaborate with sales executives to align sales development initiatives with overarching sales goals.
• Drive innovation in lead qualification and opportunity creation processes.
• Build and lead a high-performing, globally distributed team of SDRs.
• Implement best-in-class training and development programs to cultivate top talent.
• Design and execute performance management systems that drive accountability and results.

Analytics and Optimization:

• Leverage advanced analytics to continuously refine lead-scoring models and qualification criteria.
• Develop and monitor key performance indicators (KPIs) to measure team effectiveness and ROI.
• Utilize data-driven insights to optimize SDR productivity and lead conversion rates.

Cross-functional Collaboration:

• Partner with Marketing to ensure seamless alignment between demand generation and sales development efforts.
• Work closely with Sales leadership to optimize the handoff of qualified opportunities.
• Engage with Product and Customer Success teams to maintain a deep understanding of our value proposition and customer needs.

Qualifications:

• 10+ years of progressive experience in sales development or related fields, with at least 5 years in senior leadership roles.
• Proven track record of scaling global SDR teams and significantly improving lead-to-opportunity conversion rates.
• Exceptional analytical skills with a data-driven approach to decision-making.
• Demonstrated ability to develop and implement innovative sales development strategies.
• Strong understanding of CRM systems, sales automation tools, and marketing technology stacks (SFDC, ShowPad, SalesLoft).
• Outstanding communication and interpersonal skills, with the ability to influence at all levels of the organization.
• Global mindset with experience managing diverse, geographically dispersed teams.
• Proven ability to meet and exceed performance targets (Pipeline Create and Closed Won).
• Proven track record of talent performance management (i.e. Proven ability to develop talent to AEs and AMs).
• Comp plan design expertise.
• Proven experience with inbound and outbound execution including Account-Based Marketing (ABM).

This position is located in Salt Lake City, UT. Physical demands and working conditions:

• Ability to operate a computer and work at a desk for extended periods of time.
• Ability to communicate effectively in writing, in person, over the telephone and in email.
• Ability to work occasional overtime and travel, depending on the organization's needs.