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About the Role
The Senior Director of Sales Development leads 30 to 40 SDRs across multiple managers, covering both outbound and inbound. This is a second-line leadership role and a seat at the revenue table. You will own Sales Development pipeline as a revenue number, partner closely with Marketing, RevOps, and Sales leadership, and act as a lieutenant to the VP of Sales on delivering predictable pipeline against the plan. We are looking for a leader who is relentless about the number, runs a coaching standard that never slips, and treats 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 hiring standards, and build promotion paths.
- Own onboarding, ramp, enablement, and career progression for SDRs.
- Implement a consistent coaching cadence including film room, call review, and 1:1s.
- Inspect cadence performance and meeting quality passed to Sales.
- Utilize AI to improve targeting, research, and message relevance.
- Set and track explicit requirements for account and lead supply, data quality, and instrumentation with Marketing and RevOps.
- Manage the end-to-end system including capacity planning, coverage, targeting, messaging, and conversion.
Requirements
- 8+ years in B2B SaaS, with 5+ years leading Sales Development or Inside Sales teams.
- 3+ years as a second-line leader of three or more managers.
- Proven track record of carrying a pipeline number tied to revenue at a scaling B2B SaaS company.
- Demonstrated success in improving pipeline quality by increasing 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.
- 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.
- A coaching standard that develops managers and reps.
Skills
- Sales Development
- Pipeline Management
- Forecasting
- Leadership
- Coaching
- Performance Management
- Onboarding
- Enablement
- Career Progression
- AI Tools
- Data Analysis
- Partnership Building
- B2B SaaS Sales
- HubSpot
- Gong
- Nooks
- LinkedIn Sales Navigator
Location
- Austin, TX
Work Type
- Hybrid
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
- Opportunities for career and personal growth
- Supportive leadership
- Modern workspace
- Inclusive and dynamic scale-up culture
About the Company
- Stampli is revolutionizing financial operations with AI, far ahead of competitors.
- Our AI assistant, Billy, processes $105B+ in invoices annually and saves millions of labor hours for 1,800+ customers.
- Billy transforms finance teams by freeing them of manual work.
- The company is experiencing explosive growth and is among the top tech companies at its stage with exceptionally low churn.
- Stampli is revolutionizing the entire procure-to-pay (P2P) lifecycle with a new platform.
- The company integrates with 70+ ERPs in weeks, not months.
- Stampli has earned multiple Comparably awards, including Best Company Outlook, Work-Life Balance, Compensation, Happiness, and Perks & Benefits.
- The company fosters creativity, collaboration, and growth.