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Director, Sales Development (Remote)

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We are looking for a passionate, high-performing Director of Sales Development with 5+ years of experience in client-facing, management-level roles within the SaaS space. You'll be coming in to lead multiple teams of SDRs to create qualified opportunities for the sales team. Exceptional candidates are hungry to work in a fast-paced, entrepreneurial environment, and have a proven track record of success in their past roles and experiences.

What you’ll do:

Ongoing hiring, mentoring and development of SDR Managers and SDR’s which includes recruiting, hiring, and training new members
Identify ways to accelerate hiring and ramp time for SDR productivity, and ensure the team has a mastery of all relevant knowledge and skills, including continually assessing the team’s knowledge & skills, and partnering with enablement, product marketing and others to close gaps.
Set and execute aggressive new business pipeline strategy and goals
Define, track, and manage KPIs for the sales development organization to achieve monthly and quarterly goals.

Partner with sales leadership, marketing and other business partners to develop a successful GTM strategy
Work closely with the AE Team to ensure a positive working relationship and maximize the impact and effectiveness of sales development efforts

Refine and evolve a scalable, measurable, and predictable process for running and growing the team
Ensure SDRs have the best tools to do their jobs and that they’re configured to ensure SDR efficiency and productivity
Ensure CRM workflows, properties, and processes are configured to ensure SDR efficiency and productivity
Manage SDR reports and dashboards to ensure the results they deliver can be easily understood by stakeholders throughout the organization.
Maintain integrity of pipeline, sales process, and data acquisition
Maintain a compensation plan that drives high performance and incentivizes behaviors in line with company goals. 
Motivate team members through creative incentives
Effectively manage paths for career advancement within the SDR functions as well as to closing sales roles.
Coach and develop SDR managers to effectively lead, coach, and develop their team members.
Establish strong, trust-based relationships with each SDR

What you’ll bring:

3+ years in a second line leadership role overseeing Sales Development teams in the SaaS space
5+ years in sales, preferably in SaaS
Passionate about training and development
Strong foundation with SDR processes, and KPIs
Excellent ability to identify and resolve problems in SDR processes
Excellent mentoring, coaching and performance management skills
Proven success with consistently exceeding targets and surpassing competitors
Successful background with forecasting, enablement, competitive analysis and sales strategies
Demonstrated ability to communicate, present and influence credibly and effectively at all levels of the organization
Strong business sense and industry expertise

Benefits:

Healthcare: 90-100% paid premiums for medical, dental, and vision plans for employee and dependents + on demand health care concierge
HSA, FSA, & DCFSA: Pre-tax savings plans for healthcare and dependent care, with up to a $600 annual employer contribution to the HSA plan (if enrolled in HSA medical plan)
100% paid short and long term disability plus life + AD&D benefits
Learning & Development: $500 annually towards professional development opportunities + $250 annually towards personal development opportunities
Flexible Time Off: Flexible vacation policy for strong, fully charged batteries
16 Weeks Paid Parental Leave: An inclusive policy to ensure you have time with your newborn, newly adopted, or foster child
Work Remotely: Flexible hours and work from home + $1,000 annually to cover necessary business related items for your home office
401K: Reach your financial goals while reducing your taxes

This role will receive a competitive base salary, variable compensation, benefits, and stock, typically in the form of Restricted Stock Units (RSUs). The expected range of On-Target Earnings for this role is $195,500 - $241,500, subject to change.

A variety of factors are considered when determining someone’s leveling and compensation–including a candidate’s professional background and experience. These ranges may be modified in the future and final offer amounts may vary from the amounts listed above.

Drata is on a mission to serve as the trust layer between great companies.

Drata is a trust management platform that uses AI-driven automation to modernize governance, risk, and compliance, helping thousands of businesses develop a more secure, proactive, and risk-aware organization to continuously maintain trust with customers.

We all recognize the importance of earning and keeping the trust of our customers when it comes to protecting their data. We know how burdensome achieving and maintaining a strong GRC posture can be with the rise in compliance regulations. It’s a manual, redundant, error-prone, and unscalable process - and it only grows more complex and expensive over time.

Our team of SaaS, security, compliance, and audit experts have built a better way - with automation

Employment at Drata is based solely upon individual merit and qualifications directly related to professional competence. We strictly prohibit unlawful discrimination or harassment on the basis of race, color, religion, veteran status, national origin, ancestry, pregnancy status, sex, gender identity or expression, age, marital status, mental or physical disability, medical condition, sexual orientation, or any other characteristics protected by law. We also make reasonable accommodations to meet our obligations under laws protecting the rights of the disabled.

Average salary estimate

$218500 / YEARLY (est.)

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$195500K

$241500K

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What You Should Know About Director, Sales Development (Remote), Drata

Are you ready to step into a pivotal role where your leadership can make a real impact? Drata is on the lookout for a passionate Director of Sales Development, and if you have over 5 years of experience in client-facing, management-level roles within the SaaS space, you might be the perfect fit! In this remote position, you'll lead multiple teams of SDRs, driving the creation of qualified opportunities for our sales team. We value candidates who thrive in fast-paced environments and boast a proven track record of success. Your role will involve ongoing hiring, mentoring, and the development of SDR managers and teams, while also ensuring they have the knowledge and skills required to excel. You’ll set ambitious goals, define key performance indicators, and collaborate closely with sales leadership and marketing to enhance our go-to-market strategy. As a leader, you’ll refine processes to enhance team efficiency and productivity and maintain a strong pipeline and sales process. Additionally, at Drata, we believe in fostering talent through creative incentives and opportunities for career advancement. With competitive pay, extensive healthcare benefits, and the chance to work remotely, we’re committed to supporting your professional growth while you help us revolutionize trust management for our clients. Join us, and be part of something larger as we strive to build a more secure and trustworthy organizational landscape.

Frequently Asked Questions (FAQs) for Director, Sales Development (Remote) Role at Drata

What are the key responsibilities of a Director of Sales Development at Drata?

The Director of Sales Development at Drata is responsible for leading multiple teams of SDRs to create qualified opportunities for the sales team. This includes ongoing hiring, mentoring, and development of SDR managers, setting aggressive new business pipeline strategies, defining and tracking KPIs, and ensuring effective collaboration with sales and marketing teams.