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About the Role
Lead 30-40 SDRs across multiple managers, covering both outbound and inbound. This is a second-line leadership role responsible for Sales Development pipeline as a revenue number, partnering closely with Marketing, RevOps, and Sales leadership, and acting as a lieutenant to the VP of Sales on delivering predictable pipeline against the plan. We seek a leader who is relentless about the number, maintains a high coaching standard, and prioritizes pipeline quality as seriously as pipeline volume.
Responsibilities
- Own the pipeline number, including forecasting, weekly inspection, and gap closure.
- Participate in forecast calls, pipeline reviews, and annual planning, flagging risks with recommendations.
- Develop SDR managers who excel at coaching, raise the hiring bar, build promotion paths, and manage performance effectively.
- Own onboarding, ramp, enablement, and career progression for SDRs, developing future AEs and leaders.
- Implement and maintain a consistent coaching cadence including film room, call review, and 1:1s.
- Coach meeting quality and opportunity conversion as distinct skills.
- Personally inspect cadence performance and meeting quality passed to Sales, holding qualification standards.
- Utilize AI to enhance targeting, research, and message relevance for SDRs.
- Set explicit requirements for account and lead supply, data quality, and instrumentation with Marketing and RevOps, tracking delivery and escalating issues.
- Own the end-to-end system including capacity planning, coverage, targeting, messaging, and conversion from first touch to Closed-Won, addressing constraints.
Requirements
- 8+ years in B2B SaaS, with 5+ years leading Sales Development or Inside Sales teams, including 3+ as a second-line leader of three or more managers.
- Track record of carrying a pipeline number tied to revenue at a scaling B2B SaaS company.
- Proven ability to improve pipeline quality, measured by meeting-to-opportunity or opportunity-to-close conversion rates.
- Experience selling to finance buyers (CFO, Controller, VP Finance) in the mid-market.
- Hands-on fluency with HubSpot, Gong, Nooks, LinkedIn Sales Navigator, and AI-powered sales engagement tools.
- Habit of inspecting sales data personally.
- Experience applying AI to targeting, research, and messaging in a Sales Development organization.
- History of building strong partnerships with Marketing and RevOps on targeting, lead definitions, and capacity models.
- Demonstrated coaching standard with managers and reps who have grown under your leadership.
Skills
- Sales Development
- Pipeline Management
- Forecasting
- Coaching
- Team Leadership
- Talent Development
- Onboarding
- Enablement
- Career Progression
- Performance Management
- AI in Sales
- HubSpot
- Gong
- Nooks
- LinkedIn Sales Navigator
- Sales Engagement Tools
- B2B SaaS Sales
- Finance Buyer Engagement
- Marketing Partnership
- RevOps Partnership
Location
- Austin, TX
Work Type
- Hybrid
- Full-time
Experience Level
- Senior Director
- Second-line leadership
Benefits
- Stock Options
- Full medical, dental, and vision insurance
- 401(k) + employer match
- Access to cutting-edge AI tools (ChatGPT Enterprise)
- Opportunities for career and personal growth
- Supportive leadership
- Modern workspace
- Award-winning workplace culture
About the Company
- Stampli is revolutionizing financial operations with AI, processing over $105B in invoices annually and saving millions of labor hours for 1,800+ customers.
- The company is experiencing explosive growth and is a leader in the procure-to-pay (P2P) lifecycle.
- Stampli differentiates itself by adapting to customer needs and integrating with over 70 ERPs quickly.
- The company has received multiple Comparably awards for its workplace culture, including Best Company Outlook, Work-Life Balance, Compensation, Happiness, and Perks & Benefits.
- Stampli fosters a dynamic team environment that champions creativity, collaboration, and growth.