Senior Director, Global Sales Development

Transform SDR into a Strategic Growth Engine

• Build a global SDR operating model spanning inbound qualification, outbound prospecting, account-based motions, partner programs, and expansion opportunities.
• Align SDR efforts with GTM plays, target accounts, industry priorities, and Enterprise Sales objectives.
• Measure success through pipeline quality, conversion, progression, and revenue impact.

Drive Pipeline Creation and Conversion

• Own SDR-sourced and SDR-influenced pipeline in partnership with Growth Marketing, Sales, RevOps, Product Marketing, Alliances, and Customer Success.
• Improve account engagement, meeting quality, qualified pipeline creation, opportunity acceptance, and conversion rates.
• Establish strong feedback loops between Sales and Marketing to continuously improve targeting, messaging, and campaign performance.

Align to the Growth Marketing Model

• Ensure SDR execution supports Icertis' Growth pod structure and priority GTM plays.
• Build playbooks for account targeting, persona strategy, messaging, qualification, and opportunity handoff.
• Remove friction across Marketing, SDR, Sales, Customer Success, and Partner teams.

Build an AI-Native SDR Organization

• Apply AI across account research, signal identification, personalization, call preparation, coaching, and follow-up activities.
• Create practical AI playbooks, prompt libraries, quality standards, and inspection routines.
• Partner with Growth Marketing and RevOps to integrate SDR activities into a broader AI-powered growth engine.

Lead, Coach, and Develop Talent

• Personally participate in account planning, executive outreach, pipeline creation, and coaching for complex opportunities.
• Recruit, develop, and retain high-performing SDR managers and teams.
• Establish onboarding, coaching, performance management, career development, and succession planning programs.
• Build a culture of accountability, curiosity, resilience, and operational excellence.

What Success in the First 12 Months Looks Like

• Reposition SDR as a strategic account engagement engine.
• Establish a scalable operating cadence aligned to GTM plays and revenue goals.
• Improve pipeline quality, conversion, and progression.
• Elevate manager coaching and execution discipline.
• Strengthen collaboration across Marketing, Sales, RevOps, Alliances, and Customer Success.
• Operationalize AI-enabled SDR workflows.
• Build a predictable and scalable pipeline creation engine.