Director of Sales Development, SaaS


As the Director of Sales Development, SaaS, you will lead the effort build and scale a world class inbound/outbound sales development machine. Reporting directly to the Chief Sales Officer, you will play a critical role in creating SaaS revenue hyper-growth by recruiting, training, managing, and leading the Sales Development Representative team. You’ll be responsible for capitalizing on our Account-Based Marketing lead-gen investments by driving inbound/outbound development success in a fast-paced, dynamic SaaS environment.

The position is based out of Supplyframe’s HQ in Pasadena, CA.

  • Envision and build a world-class Sales Development organization from the ground up – hiring A-player talent and delivering innovative business process to accelerate SaaS revenue growth.
  • Drive outcome of warm, qualified leads to be passed to Account Executives.
  • Recruit A-player talent to build the Sales Development Representative (SDR) team.
  • Onboard, train, and manage Sales Development Representatives in outbound prospecting, inbound lead qualification, and some closing of small inside opportunities.
  • Provide thought leadership to the CSO and Exec Team on innovative best practices which accelerate pipeline creation.
  • Oversee sales development day-to-day operations, measuring success through performance based on SaaS industry metrics.
  • Develop training programs for SDR on-boarding, development, and future growth into Account Executive roles.
  • Lead team to exceed sales development measures of success.
  • Motivate individuals and team to exceed objectives through face to face coaching, over-communication of results and performance, and innovative incentives.
  • Leverage technology tools to provide real-time visibility, analytics, and reporting on performance, and incorporate innovative tech tools to accelerate lead gen, qualification, and pipeline creation.
  • Collaborate with Marketing on Account-Based Marketing strategy and campaigns, ensuring sales development tactics are in synch with marketing campaign execution.
Required Skills
  • BA/.BS degree or equivalent
  • Proven track record of success recruiting, training, and managing front-line, high-volume outbound sales development reps in a SaaS/Enterprise Software environment, executing an Account-Based Marketing strategy.
  • Demonstrated success of building teams that hit and exceed quota.
  • Experience developing and implementing the sales development function in a SaaS/enterprise software environment, to include: establishing quotas, targets, and business process; recruiting, on-boarding, and training SDRs; measuring success through performance against key SaaS metrics; executing in alignment with ABM efforts; and leveraging best-in-class technologies to accelerate growth.
  • Proficiency with Salesforce and aptitude in analyzing data, trends, and information to identify growth opportunities.
  • Strategic Thinking - systematically envisions desired outcomes, determines critical actions to achieve those outcomes, and develops and executes a cross-functional plan – calibrating the plan in the face of rapidly changing conditions.
  • Communication - Tailors communication to key stakeholders and executives with clarity and authority; effectively delivers presentations and has strong verbal and written communication skills.
  • Leadership and Interpersonal Influence - Uses rational and emotional drivers that encourage and enable direct reports and key stakeholders to achieve desired outcomes.
  • Ownership - Takes the initiative and makes the extra effort to complete a job and has relentless drive to achieve results; is independent and self-directed; takes action with minimal direction or supervision. Collaborates with direct reports and key stakeholders to achieve best possible outcomes, rather than waiting for direction.
  • Opportunity to join a SaaS start-up environment and have a voice in shaping the direction, growth, and velocity of our SaaS effort
  • Opportunity to build your own SaaS revenue machine and be compensated for your success in driving the SaaS organization’s success
  • Competitive salary and bonus program in an entrepreneurial environment
  • Top notch health, dental and vision insurance
  • Stock options in a fast-growing tech company
  • 401k plan with matching contribution
  • Generous paid time off plus paid holidays
  • Frequent catered lunches, happy hours, fun events, and plenty of snacks and drinks
  • Casual work environment in the heart of ‘Old Town’ Pasadena, California
  • Supplyframe is an equal opportunity employer