Director, Sales Development Operations

Responsibilities

Own external SDR vendor relationships
• Define and scale the scope for external SDR partners, including coverage model, SLAs, and qualification standards
• Onboard and manage outsourced SDR vendors; negotiate scopes, expectations, and performance targets
• Build and maintain governance rituals (QBRs, weekly performance reviews, playbook updates) with vendors
• Ensure clear handoffs and feedback loops between vendors, internal sales teams, and marketing
• Translate our ICP, positioning, and messaging into clear guidance for SDR vendors, and ensure they stay current on how we speak about the brand, our products, and our target customers


Design the SDR operating system
• Stand up and continuously refine the prospecting motion, sequences, and data flows in HubSpot and related tools
• Own lead routing and ensure leads are consistently and accurately distributed to the right reps and teams
• Maintain the enablement layer: ICP, personas, messaging, talk tracks, objection handling, and QA standards used by vendors and internal teams
• Instrument dashboards and reporting that make SDR performance, pipeline contribution, and ROI unambiguous
• Partner with leadership on future resourcing decisions (additional vendors, hybrid internal SDR roles, etc.) based on validated learnings


Train and enable internal sales teams on prospecting
• Develop and deliver training programs for AEs and other sales roles on outbound prospecting best practices
• Run live training, call reviews, and coaching sessions focused on list building, outreach quality, and conversion
• Create repeatable assets: playbooks, templates, checklists, and micro-trainings that help reps adopt and sustain strong prospecting habits
• Partner with Sales Leadership and Sales Ops/Enablement to embed prospecting expectations into onboarding and ongoing education


Partner across the org
• Work closely with Sales Leadership Sales Ops and Marketing to align targets, territories, handoffs, and reporting
• Collaborate with Marketing on campaign alignment, list strategy, and messaging
• Share market and field intelligence from SDR activity to refine GTM strategy

Required Experience and Skills

• Proven success as a high-performing SDR or BDR (top-tier performance against outbound and meeting targets)
• Experience managing SDRs, SDR teams, or SDR training
• Experience with outbound engines, ideally in digital advertising, adtech, media, or adjacent B2B domains
• Deep practical fluency with HubSpot CRM and sales engagement, plus prospecting and enrichment tools such as MediaRadar, Apollo, Sales Navigator, and ZoomInfo or similar
• Demonstrated ability to translate ambitious growth goals into concrete operating cadences, KPIs, and dashboards
• Strong enablement skill set: can break down effective prospecting into teachable frameworks, content, and coaching
• Excellent written and verbal communication; crafts compelling messaging and can drive alignment across sales, marketing, and vendors
• Familiarity with CTV, programmatic, or digital media buying cycles and agency/brand dynamics

Performance Metrics

• SQLs created and meetings set per month (by vendor and segment), plus held rate
• Pipeline created and influenced attributable to external SDR programs
• Vendor performance: connect rates, reply rates, conversion rates, and cost per opportunity
• Time-to-first-touch on new priority accounts and contacts
• Training impact: adoption of prospecting standards, improvement in rep-level activity and conversion
• Data quality and CRM hygiene for all SDR-sourced activity
• Accuracy and timeliness of lead routing, including adherence to SLAs
• Clarity and reliability of lead attribution and reporting for marketing and sales stakeholders
• Evidence of repeatability: documented playbooks, consistent attainment across vendors and segments, and reliable handoffs