Director, Sales Development

About Outreach
Outreach, founded in 2014, is the only complete agentic AI platform for revenue teams. Outreach infuses agentic AI, conversation intelligence, and assistive AI to power hundreds of use cases across revenue motions. From new logo prospecting to expansions, deal acceleration, driving retention, and forecasting, Outreach AI automates workflows and frees sellers to focus on more strategic conversations and actions. Revenue leaders benefit from connected account visibility, performance insights, and higher forecasting accuracy across every GTM team. World leading enterprise organizations use Outreach to power their revenue teams, including Databricks, SAP, Siemens, and Verizon to name a few. 

About the Role 

We’re building the next generation of AI-powered sales software—and pipeline is our lifeblood. As an AI Native company building software for sales teams, our credibility starts with our own go-to-market execution. This role is critical in shaping how we apply AI to prospecting, engagement, and pipeline generation—serving as both a growth engine and a proving ground for our product. 

You won’t just lead an SDR team—you’ll help define what modern, AI-powered sales development looks like.  We’re looking for a strategic, execution-oriented SDR leader to scale our Global and Enterprise pipeline engine.  

This role requires a rare blend: someone who can architect a modern, AI-first outbound SDR strategy while staying deeply involved in to day-to-day execution. You’ll lead a team of one front line manager and 15 SDRs driving highly targeted, insight-led engagement into complex Enterprise and Global accounts. The successful candidate will be a natural coach, giving timely development and feedback enabling their team to ramp quickly. 

You’ll partner closely with Sales, Marketing, Product, and RevOps to ensure our go-to-market motion reflects how modern buyers evaluate and adopt AI-driven sales technology. 

Location: Atlanta, GA (In office 3 days/week)

What You’ll Do

Build an AI-First SDR Strategy 

• Define and execute a next-generation SDR strategy leveraging AI, automation, and data-driven insights  

Own Enterprise Pipeline Generation 

• Deliver consistent, high-quality pipeline for Global and Enterprise segments  

• Establish rigorous qualification standards aligned to complex, multi-stakeholder sales cycles  

• Ensure strong alignment and tight handoffs with Enterprise Account Executives  

Operational & Data Excellence 

• Own and optimize key metrics: pipeline generated, conversion rates, velocity, and deal influence  

• Partner with RevOps to build best-in-class reporting, forecasting, and tooling  

• Leverage AI and analytics to identify performance gaps and opportunities 

Lead & Scale the Team 

• Lead, coach, and develop a frontline SDR manager and a team of ~15 SDRs  

• Build a culture of experimentation, execution, accountability, and continuous improvement  

• Create clear career paths into closing roles and other GTM functions  

Stay Close to the Work (Player-Coach) 

• Inspect pipeline and account strategies at a granular level  

• Coach reps on high-impact messaging, personalization, and executive-level conversations  

• Jump into strategic accounts to help unlock opportunities or navigate complex deals  

• Test and iterate on new outbound plays, sequences, and AI-driven workflows  

 

What We’re Looking For

• 8+ years of experience in Sales Development / Pipeline Generation within high-growth SaaS  

• 3+ years leading SDR teams, including managing managers  

• Proven track record generating Enterprise and Global pipeline (large ACV, complex deals)  

• Previous experience creating and/or updating SDR Attribution models while partnering with Analytics, Marketing and Sales Leaders highly desired 

• Experience in AI, data, or modern sales technology environments strongly preferred  

• Strong analytical mindset—comfortable using data, dashboards, and AI tools to drive decisions  

• Hands-on leadership style with a willingness to dive into details and execution  

• Exceptional coaching and communication skills, especially in enterprise selling contexts  

#LI-LT1
Why You’ll Love It Here
• Flexible time off • 401k to help you save for the future• Generous medical, dental, and vision coverage for full-time employees and their dependents • A parental leave program that includes options for a paid night nurse, and a gradual return to work• Infertility/ assisted reproductive services benefit• Employee referral bonuses to encourage the addition of great new people to the team• Snacks and beverages in the Office, along with fun events to celebrate• Diversity and inclusion programs that promote employee resource groups like Outreach Women's Network, Latinx community, Outreach Black Connection, AAPI community, Pride/LGBTQIA+, Gender+, Disability Community, and Veterans/Military
Outreach is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.
Our success is reliant on building teams that include people from different backgrounds and experiences who can elevate assumptions and ideas with fresh perspectives. We're dedicated to hiring the whole human, not just a resume. To that end, we look for a diverse pool of applicants-including those from historically marginalized groups. We would like to invite you to apply even if you don't think you meet all of the requirements listed below. We don't want a few lines in a job description to get between us and the opportunity to meet you.