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Job Category
Sales
Job Details

About Salesforce

Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn't a buzzword - it's a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.
Ready to level-up your career at the company leading workforce transformation in the agentic era? You're in the right place! Agentforce is the future of AI, and you are the future of Salesforce.

Role Overview

The Sales Development Director will be responsible for leading, coaching, and developing a high-performing global or regional Sales Development (SDR/BDR) organization. This strategic role requires a seasoned leader to manage our pipeline generation engine, drive operational efficiency, and ensure alignment with Sales and Marketing objectives. The Director will directly manage a team of Managers, ensuring the consistency, quality, and effectiveness of all outbound and inbound lead generation activities.

Key Responsibilities

1. Leadership and People Management (Team of 4 Managers)

• Direct Management: Directly manage and mentor four (4) Sales Development Managers, each leading a team of 7-8 BDRs/SDRs. (Total oversight of 28-32 Business Development Representatives).
• Talent Development: Implement and manage a robust coaching program focused on prospecting skills, vertical knowledge, product expertise, and career pathing for Managers and BDRs.
• Recruitment & Retention: Partner with HR and Recruiting to attract, hire, and onboard top-tier Sales Development talent, ensuring a low attrition rate and strong team culture.
• Performance Management: Conduct regular 1:1 meetings, performance reviews, and implement performance improvement plans (PIPs) as needed, fostering a culture of accountability and excellence.

2.

Strategy and Operations:

• Go-to-Market Strategy: Design and execute the regional BDR strategy, including market segmentation, account prioritization, and targeting based on ideal customer profiles (ICP).
• Process Optimization: Continuously evaluate and optimize the entire BDR operational workflow, including territory planning, lead qualification criteria (e.g., MEDDPICC, BANT), and hand-off processes to the Account Executive (AE) teams.
• Incentive Design: Work with Sales Leadership to design compensation plans and SPIFFs that motivate high performance, align with company goals, and drive consistent pipeline growth.

3.

Performance and Reporting:

• Pipeline Generation: Own the team's monthly and quarterly quota for qualified meetings, pipeline creation, and revenue influence.
• Forecasting & Analysis: Provide accurate weekly and monthly forecasts for qualified opportunities generated. Analyze key performance indicators (KPIs) such as conversion rates, call activity, email metrics, and average opportunity value.
• Cross-functional Alignment: Serve as the primary liaison between Sales, Marketing, and Operations teams to ensure a seamless lead-to-opportunity process and consistent messaging across all channels. Collaborates with other operational units to identify best practice sharing and paths to innovation
• Training & Enablement: Collaborate with Sales Enablement to design and deliver onboarding and ongoing training programs covering messaging, objection handling, product knowledge, and competitive positioning.

Required Qualifications

• Experience: 7+ years of Sales experience, with a minimum of 3-5 years of direct management experience leading Account executives and or Business development representatives
• Scale Management: Proven track record of managing an organization of 25+ Sales Development Representatives across multiple territories or segments and/or demonstrated impact on complex projects across multiple countries/teams
• Leadership Acumen: Demonstrated ability to coach Managers and Account Executives effectively, drive results through others, and build a positive, high-energy sales culture.
• Operational Excellence: Deep expertise in sales development technology, best practices for outbound prospecting, and pipeline reporting within a complex CRM environment (e.g., Salesforce).
• Communication: strong communication skills to be able to navigate in ambiguous situations
• Fluent in English and French.
• Education: Bachelor's degree in Business, Marketing, or a related field.

Preferred Qualifications

• Solid Experience in a rapidly scaling SaaS or B2B Enterprise technology environment.
• Familiarity with modern sales methodologies (e.g., Challenger Sale, SPIN, Value Selling).
• Prior experience in designing territory segmentation

Unleash Your Potential:

When you join Salesforce, you'll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we'll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future - but to redefine what's possible - for yourself, for AI, and the world.
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