Director of Sales Development
FactorySoftware Development company
San Francisco, United StatesDirector
Khosla Ventures
Sequoia Capital
Insight Partners
Blackstone
Evantic Capital
20VC
Sales & Account Management
About the role
TL;DR
Lead and scale Factory's SDR program to generate qualified pipeline.
- •We are hiring a Director of Sales Development to build and scale Factory's SDR program from the ground up.
- •You will lead our team of Sales Development Representatives in person, own the pipeline-generation number, and design the system that turns outbound into predictable, qualified opportunities for our Account Executives.
- •Key Responsibilities Own the pipeline-generation number.
- •Hit and exceed team targets for qualified meetings and opportunities generated.
- •Build and scale the SDR program: hire, onboard, ramp, coach, and performance-manage a growing team of Sales Development Representatives.
- •Coach outbound daily: account research, multi-channel sequencing (email, phone, LinkedIn, creative outreach), messaging, objection handling, and qualification against our ICP.
- •Design the SDR-to-AE career path, ramp plan, and enablement curriculum that make reps productive fast and retain top talent.
- •Partner with Account Executives and Sales Leadership on territory design, target account lists, and clean SDR-to-AE handoff.
- •Requirements 5+ years in B2B SaaS sales and sales development, with 2+ years managing an SDR/BDR/ADR team as a front-line leader.
- •A track record of building or scaling an outbound program and consistently exceeding pipeline-generation targets.
- •Proven success hiring, ramping, and coaching outbound reps, not just inheriting a team.
- •Command of the modern outbound motion and sales stack (Salesforce, sequencers, LinkedIn Sales Navigator, Gong, Apollo, Clay, or similar).
- •Strong operating rigor: you instrument the funnel, run on data, and improve conversion week over week.
- •Excellent communication and coaching instincts.
- •Your reps get better because of you, and they get promoted.
- •Willingness to lead the team onsite five days a week in San Francisco.
Required skills
SalesBusiness DevelopmentCoachingCRMPipeline ManagementSalesforceA/B TestingMarket AnalysisProduct Analytics
Nice-to-have skills
Engineering ManagementTechnical LeadershipStrategic PlanningOrganizational DesignChange Management
Domain expertise
fintech
Benefits & perks
Competitive base plus variable, Meaningful early-stage equity, Full health, dental, and vision benefits, Premium hardware, Generous learning budget, Team offsites
Tech stack
Salesforce