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About the Role
Factory is seeking a Director of Business Development to build and scale its SDR program from the ground up. This founding leadership role involves managing the SDR team, owning pipeline generation, and designing a system for predictable opportunity creation. The ideal candidate has experience in sales, building and coaching outbound teams, and defining pipeline generation strategies for a growing company.
Responsibilities
- Own the pipeline-generation number and hit team targets for qualified meetings and opportunities.
- Build and scale the SDR program, including hiring, onboarding, ramping, coaching, and performance management.
- Coach outbound activities daily, including account research, multi-channel sequencing, messaging, objection handling, and qualification.
- Design the SDR-to-AE career path, ramp plan, and enablement curriculum.
- Own the outbound motion and tech stack, instrumenting the funnel and iterating on segmentation, messaging, and playbooks.
- Partner with Account Executives and Sales Leadership on territory design, target account lists, and SDR-to-AE handoff.
- Partner with Marketing, RevOps, and Operations to align on ICP, timing signals, campaigns, and reporting.
- Run disciplined forecasting and pipeline reviews, maintaining CRM hygiene and data integrity.
- Set the culture and bar of the outbound team onsite, five days a week.
Requirements
- 5+ years in B2B SaaS sales and sales development.
- 2+ years managing an SDR/BDR/ADR team as a front-line leader.
- Track record of building or scaling an outbound program and consistently exceeding pipeline-generation targets.
- Proven success hiring, ramping, and coaching outbound reps.
- Command of the modern outbound motion and sales stack (Salesforce, sequencers, LinkedIn Sales Navigator, Gong, Apollo, Clay, or similar).
- Strong operating rigor: instrument the funnel, run on data, and improve conversion week over week.
- Excellent communication and coaching instincts.
- Willingness to lead the team onsite five days a week in San Francisco.
Skills
- B2B SaaS sales
- Sales development
- SDR/BDR/ADR team management
- Outbound program building and scaling
- Pipeline generation
- Coaching
- Hiring
- Onboarding
- Ramping
- Performance management
- Account research
- Multi-channel sequencing
- Messaging
- Objection handling
- Qualification
- Salesforce
- MixMax
- LinkedIn Sales Navigator
- Gong
- Apollo
- Clay
- Forecasting
- Pipeline reviews
- CRM hygiene
- Data integrity
- Territory design
- Target account lists
- SDR-to-AE handoff
- ICP alignment
- Campaign alignment
- Reporting
- Modern outbound motion
- Sales stack management
Location
- San Francisco
Work Type
- Onsite
- Full-time
Experience Level
- Director
- 5+ years in B2B SaaS sales and sales development
- 2+ years managing an SDR/BDR/ADR team
Salary/Compensations
- Competitive base plus variable, meaningful early-stage equity
Benefits
- Full health, dental, and vision benefits
- Premium hardware
- Generous learning budget
- Team offsites
About the Company
- Factory is a generational company where GTM leaders and a product team ship at a generational pace.
- The product is loved by engineers and delivers measurable, defensible ROI.
- Early-stage or founding GTM experience is a plus.
Equal Opportunity
- Factory is an equal opportunity employer. We evaluate candidates on merit and do not discriminate on any protected basis.