Director, Sales Development

About Outreach

Outreach, founded in 2014, is the only complete agentic AI platform for revenue teams. Outreach infuses agentic AI, conversation intelligence, and assistive AI to power hundreds of use cases across revenue motions. From new logo prospecting to expansions, deal acceleration, driving retention, and forecasting, Outreach AI automates workflows and frees sellers to focus on more strategic conversations and actions. Revenue leaders benefit from connected account visibility, performance insights, and higher forecasting accuracy across every GTM team. World leading enterprise organizations use Outreach to power their revenue teams, including Databricks, SAP, Siemens, and Verizon to name a few.

What You’ll Do

Build an AI-First SDR Strategy

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• Define and execute a next-generation SDR strategy leveraging AI, automation, and data-driven insights

Own Enterprise Pipeline Generation

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Deliver consistent, high-quality pipeline for Global and Enterprise segments
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Establish rigorous qualification standards aligned to complex, multi-stakeholder sales cycles
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Ensure strong alignment and tight handoffs with Enterprise Account Executives
Operational & Data Excellence
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Own and optimize key metrics: pipeline generated, conversion rates, velocity, and deal influence
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Partner with RevOps to build best-in-class reporting, forecasting, and tooling
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Leverage AI and analytics to identify performance gaps and opportunities
Lead & Scale the Team
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Lead, coach, and develop a frontline SDR manager and a team of ~15 SDRs
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Build a culture of experimentation, execution, accountability, and continuous improvement
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Create clear career paths into closing roles and other GTM functions

Stay Close to the Work (Player-Coach)

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• Inspect pipeline and account strategies at a granular level
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• Coach reps on high-impact messaging, personalization, and executive-level conversations
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• Jump into strategic accounts to help unlock opportunities or navigate complex deals
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• Test and iterate on new outbound plays, sequences, and AI-driven workflows

What We’re Looking For

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8+ years of experience in Sales Development / Pipeline Generation within high-growth SaaS
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3+ years leading SDR teams, including managing managers
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Proven track record generating Enterprise and Global pipeline (large ACV, complex deals)
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Previous experience creating and/or updating SDR Attribution models while partnering with Analytics, Marketing and Sales Leaders highly desired
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Experience in AI, data, or modern sales technology environments strongly preferred
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Strong analytical mindset—comfortable using data, dashboards, and AI tools to drive decisions
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Hands-on leadership style with a willingness to dive into details and execution
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Exceptional coaching and communication skills, especially in enterprise selling contexts