Sales Development Director

Job Title: Sales Development Director
Location: New York City, NY or Austin, Texas (Hybrid)
Compensation: $190k OTE, 80/20 split + Equity

About the Role

A fast-growing AI-powered cybersecurity and resilience company is seeking a Sales Development Director to build and lead its Sales Development function from the ground up.

The ideal candidate is a builder who thrives in early-stage environments and is comfortable owning both strategy and execution.

What You’ll Own

• SDR Function Strategy & Build-Out

  • Define the Sales Development charter across outbound, inbound, and hybrid motions

  • Design ICP segmentation, account prioritization, and targeting strategy in partnership with GTM leadership

  • Build the SDR playbook from scratch, including messaging frameworks, sequencing, outreach strategy, and qualification standards

  • Establish pipeline generation targets and capacity models aligned to revenue goals

  • Define SDR career progression paths and internal mobility frameworks

• Team Hiring, Onboarding & Management

  • Hire, onboard, and ramp the initial SDR team

  • Design structured onboarding programs with clear ramp milestones and performance expectations

  • Coach SDRs on prospecting execution, messaging effectiveness, and qualification quality

  • Implement performance management frameworks including KPIs, scorecards, and improvement plans

  • Build a high-performance culture centered on accountability and continuous improvement

• Outbound, Inbound & Pipeline Engine

  • Own outbound strategy and execution across target segments

  • Partner with Marketing to operationalize inbound lead follow-up and conversion into qualified opportunities

  • Define and enforce qualification criteria to ensure high-quality pipeline handoff to Sales

  • Optimize conversion metrics across the full funnel

  • Continuously test and refine messaging, targeting, and sequencing based on performance data

• Systems, Tools & Process Infrastructure

  • Design workflows for lead routing, account ownership, and SDR-to-AE handoffs

  • Ensure CRM hygiene, activity tracking, and pipeline attribution accuracy

  • Build dashboards and reporting for pipeline generation, activity metrics, and performance trends

  • Establish scalable operating processes that support future team growth

• Cross-Functional Alignment

  • Partner with Marketing on campaigns, messaging, and target account strategy

  • Collaborate with Sales leadership to refine pipeline quality and conversion feedback loops

Requirements

• Experience building or significantly scaling an SDR function in an early-stage startup

• Cybersecurity experience highly preferred, or broader B2B SaaS experience

• Proven track record of driving pipeline generation through outbound and inbound motions

• Hands-on experience with CRM systems and SDR tooling

• Strong understanding of prospecting methodologies, segmentation, and messaging strategy

• Experience hiring, onboarding, and managing SDR teams

• Strong operational mindset with ability to design scalable processes

Ideal Candidate Profile

• A builder and operator who thrives in zero-to-one environments

• Highly operational, able to define strategy and execute implementation details

• Strong coach with ability to develop SDR talent into high performers and future AEs

• Data-driven and iterative in approach to performance and optimization

• Strong ownership mentality with accountability for pipeline generation outcomes

• Deep understanding of early-stage B2B SaaS GTM motion design and execution

Why Join?

• Opportunity to build a critical GTM function from the ground up

• High-impact leadership role in a fast-growing AI cybersecurity and resilience company

• Close collaboration with executive GTM leadership

• Strong ownership over strategy, execution, and outcomes

• Competitive compensation and growth opportunity