The Director of Sales Development will design and manage external SDR programs, train internal sales teams, and ensure vendor performance to generate high-quality sales leads.
About JamLoop
JamLoop (www.jamloop.com) is a high-performance, audience-first Connected TV (CTV) demand-side platform (DSP) that helps advertisers and agencies reach their audiences at scale with precision targeting and measurable outcomes. We simplify advanced TV buying by combining the efficiency of programmatic technology with the transparency, data, and service advertisers need to win.
This is a hands-on role to design, manage, and scale our SDR program. You will own the SDR resourcing strategy (in-house, outsourced, or hybrid) and ensure the program consistently generates high-quality pipeline for the sales organization. Success looks like building the SDR operating model, managing performance across any resourcing model, and elevating our internal sales team’s prospecting capabilities through training and enablement.
This role is ideal for someone who has "been in the SDR seat," knows what excellent outbound looks like, and can scale that excellence through people, process, and training.
Responsibilities
- Define and scale the SDR coverage model, SLAs, and qualification standards across in-house SDRs and/or outsourced partners
- Onboard, manage, and develop SDR capacity (hire/enable in-house SDRs and/or manage outsourced partners); set scopes, expectations, and performance targets
- Build and maintain governance rituals (QBRs, weekly performance reviews, playbook updates) across the SDR program (internal team and any partners)
- Ensure clear handoffs and feedback loops between SDRs (internal and/or partners), internal sales teams, and marketing
- Translate our ICP, positioning, and messaging into clear guidance for SDRs (internal and/or partners), and ensure everyone stays current on how we speak about the brand, our products, and our target customers
- 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 SDRs and internal teams
- Instrument dashboards and reporting that make SDR performance, pipeline contribution, and ROI unambiguous
- Partner with leadership on long-term SDR resourcing decisions (build in-house, use external partners, or run a hybrid model) based on validated learnings
- 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
- 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
Own SDR resourcing and partner management (in-house, outsourced, or hybrid)
Design the SDR operating system
Train and enable internal sales teams on prospecting
Partner across the org
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 any external partners
- Familiarity with CTV, programmatic, or digital media buying cycles and agency/brand dynamics
Performance Metrics
- SQLs created and meetings set per month (by SDR pod/resourcing model and segment), plus held rate
- Pipeline created and influenced attributable to the SDR program (in-house and/or outsourced)
- Performance and efficiency by resourcing model: 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 resourcing models and segments, and reliable handoffs
Top Skills
Apollo
Hubspot Crm
Mediaradar
Sales Navigator
Zoominfo
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