Director, Sales Development

The Director of Sales Development will be responsible for leading our team of Sales Development Representatives (SDRs). This senior leadership position plays a crucial role within our go-to-market leadership team, focusing on establishing a well-defined structure and strategy. The Director will collaborate closely with both the sales team and the broader marketing organization, utilizing data-driven insights to refine and enhance this strategy, with the ultimate goal of increasing SDR productivity. This role reports directly to the Chief Revenue Officer and is required to be in-office full-time (5 days/week) in our Chicago, IL location.

• Lead and manage an in-office sales development team, including hiring, training, coaching, and performance management.
• Develop and execute sales strategies to drive revenue growth and achieve sales targets.
• Develop the sales development team to consistently apply these strategies in support of the team and individual goalsCollaborate with the Marketing and Product teams to align sales efforts with company goals and product offerings.
• Analyze market trends and customer needs to identify new business opportunities and areas for growth.
• Build and maintain strong relationships with key clients and stakeholders.
• Monitor sales metrics, track performance against goals, and provide regular reports to senior management.
• Implement best practices for sales processes, pipeline management, and customer relationship management (CRM) systems.
• Provide daily, weekly, and monthly reporting to key stakeholders across sales, marketing, and finance on volume statistics, pipeline, conversions, and playbook effectiveness.
• Collaborate with RevOps to maximize return on vendor partnerships and streamline the SDR technology stack for optimal performance.
• Identify and implement ongoing improvements in the areas of process, efficiency, and productivity.
• Drive a culture of continuous improvement and innovation within the Sales Development team.

• Bachelor’s degree in Business Administration, Sales, Marketing, other related field, or equivalent experience.
• 8 or more years of experience leading a successful SDR team (at least four or more) within a growing SaaS company, with at least $70M in ARR.
• 5 or more years of prior experience as an SDR, with demonstrated success over that selling to Executive buyers within HR, Marketing, and Communications teams. 
• Experience creating development and operational programs to support team individual performance within a high-performing SDR organization. 
• Proven track record of driving sales performance and exceeding revenue targets.
• Strong leadership and team management skills, with experience in coaching and developing high-performing sales teams.
• Excellent communication, negotiation, and presentation skills.
• Strategic thinker with the ability to develop and execute sales plans that align with company objectives.
• Proficiency in Salesforce CRM software and sales analytics tools.
• Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities.

Firstup expects the base salary for this role to be between $0-$175,000. The starting rate of pay may vary based on factors including, but not limited to, position offered, location, education, training, and/or experience.