CrawlJobs Logo

Senior Director, Sales Development

instructure.com Logo

Instructure

Location Icon

Location:
United States , Salt Lake City

Category Icon
Category:
Sales

Job Type Icon

Contract Type:
Not provided

Salary Icon

Salary:

165000.00 - 185000.00 USD / Year
Save Job
Save Icon
Apply Position

Job Description:

As our Senior Director of Global Sales Development (SDR), you will be the executive leader responsible for the strategy, execution, and predictable performance of our entire global Sales Development organization, consisting of 40+ team members. You will lead a high-performing, multi-product team that operates across regions, time zones, and diverse market segments. Your primary mandate is to design, implement, and optimize a world-class pipeline generation engine that consistently delivers high-quality, sales-qualified opportunities to our Account Executives. This role requires balancing a high-activity, metrics-driven approach with sophisticated strategies that leverage personalization and value-based engagement at every stage of the customer journey. We are looking for a decisive and proven leader who excels at scaling operations, driving organizational standardization, and fostering a relentless culture of coaching, development, and high accountability.

Job Responsibility:

  • Set and Execute Global Strategy: Define and execute the comprehensive global Sales Development strategy, ensuring alignment across multiple product lines, complex sales cycles, and target customer segments
  • Predictable Pipeline Generation: Deliver against quarterly and annual pipeline generation targets, focusing on improving the predictability and conversion rates of qualified opportunities (SQOs) into closed-won business
  • Optimize Sales Playbook: Own the SDR outreach methodology, continuously developing and refining high-impact outbound sales plays, personalization tactics, and sequencing strategies to penetrate target accounts effectively
  • Manage Managers & Scale: Provide executive leadership and mentorship to the management team within the 40-person SDR organization, ensuring leadership consistency and execution alignment across all geographies
  • Implement Standardization: Establish and enforce scalable processes, uniform KPIs, and disciplined forecasting methodologies to drive efficiency across the global team
  • Data-Driven Performance: Champion data fluency, leveraging advanced analytics to inform outreach strategy, optimize resource allocation, and drive continuous improvement in qualification and conversion metrics
  • Tech Stack Optimization: Own the adoption, utilization, and optimization of the core sales technology stack, including sales engagement platforms (Outreach), account-based orchestration tools (6sense, Demandbase), and CRM systems, ensuring maximum SDR productivity and accurate data integrity
  • Coaching & Career Pathing: Build a high-performance culture that prioritizes daily coaching and enablement. Ensure clear, motivating pathways for career growth from SDR to management and into Account Executive roles
  • Go-to-Market Partnership: Partner closely with Marketing, Sales, and RevOps to ensure seamless handoff processes, consistent messaging, and aligned go-to-market strategies that accelerate revenue across the entire organization

Requirements:

  • 10+ years of sales leadership experience, including significant, verifiable experience leading B2B Sales Development/Lead Generation organizations of 40+ team members or more
  • Proven success managing a team of managers and scaling multi-product, multi-cycle, inbound and outbound SDR teams in B2B environments
  • Deep expertise in developing and executing high-velocity and strategic outbound and inbound Sales Development motions to identify and qualify target customer profiles
  • Hands-on experience implementing, administering, and optimizing sales engagement platforms (Outreach, Salesloft), ABM tools (Demandbase, 6sense), and CRM systems (Salesforce)
  • Extensive experience managing geographically distributed teams across multiple regions and time zones, with a strong emphasis on global alignment and local market nuance
  • Exceptional communication, executive presence, influence, and change management skills
  • SaaS or Enterprise technology industry experience is strongly preferred
What we offer:
  • Competitive compensation, plus all full-time employees participate in our ownership program
  • Flexible schedules and a remote-friendly culture, with hybrid or onsite work options available in some regions for specific roles
  • Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs
  • Comprehensive wellness programs and mental health support
  • Annual learning and development stipends to support your growth
  • The technology and tools you need to do your best work — typically a Mac, with PC options available in some locations
  • Motivosity employee recognition program
  • A culture rooted in inclusivity, support, and meaningful connection
  • Variable Compensation:30% of base salary at target, based on performance
  • Eligible to participate in the Company’s Management Equity Program, a long-term leadership incentive tied to company growth and value creation

Additional Information:

Job Posted:
January 05, 2026

Employment Type:
Fulltime
Work Type:
Remote work
Icon
Instructure - All Job Offers
Job Link Share:
Copy Link Icon
Facebook Icon Twitter Icon LinkedIn Icon

Looking for more opportunities? Search for other job offers that match your skills and interests.

Briefcase Icon

Similar Jobs for Senior Director, Sales Development

Director, Sales & Business Development

As Director, Sales & Business Development, you will lead, scale, and continuousl...
Location
Location
United States
Salary
Salary:
151724.00 - 227586.00 USD / Year
articulate.com Logo
Articulate
Expiration Date
Until further notice
Flip Icon
Requirements
Requirements
  • 5+ years building and leading multi-level inbound (SDR) and outbound (BDR) pipeline-generation teams with a track record of exceeding goals
  • Demonstrated strength in change management and process optimization across high-volume motions
  • Mastery of CRM and sales engagement platforms (Salesforce
  • Outreach and/or Salesloft
  • ZoomInfo)
  • Strong analytical acumen with the ability to define and manage KPIs, forecast performance, and drive data-informed strategy
  • Outstanding executive communication and influence skills, with experience aligning senior stakeholders across the business
  • Bachelor’s degree or equivalent experience
Job Responsibility
Job Responsibility
  • Architect & own charter, coverage, and operating playbooks for inbound SDRs and outbound BDRs
  • evaluate and evolve team structure (separate vs. blended) based on performance data and GTM strategy
  • Lead the transformation of reactive inbound handling into a proactive, integrated inbound + outbound engine tied to ICP and segment priorities
  • Directly lead a blended team of individual contributors and one front-line manager, with accountability for building future leadership capacity as the function scales
  • Serve as senior escalation point for complex prospect situations and pipeline-critical blockers, ensuring alignment with broader revenue strategy and business goals
  • Own responsive, high-quality coverage of inbound interest across phone, chat, email and other emerging channels
  • continuously improve speed-to-lead, qualification depth, and conversion to sales-accepted opportunities
  • Build and optimize targeted outbound programs (cold calling, email sequences, and social/LinkedIn engagement) to create net-new pipeline from ICP accounts
  • ensure disciplined cadence execution
  • Define and manage KPIs (response SLAs, conversation/meeting rates, SAL→SQL conversion, pipeline created, forecast quality)
What we offer
What we offer
  • bonus eligible
  • robust suite of benefits
  • Fulltime
Read More
Arrow Right

Senior Sales Director

As the Sr. Sales Director at Geonetric, you’ll lead the development and results ...
Location
Location
United States
Salary
Salary:
Not provided
geonetric.com Logo
Geonetric
Expiration Date
Until further notice
Flip Icon
Requirements
Requirements
  • Bachelor’s degree in business or related field required
  • Typically has a minimum of 8 years’ experience
  • Experience leading a sales team required
  • Strong oral and written communication skills required
  • including phone, presentation, and negotiating skills
  • Ability to communicate effectively with C-Suite level executives and within a committee structure required
  • Strong analytical, reasoning, and problem-solving skills required
Job Responsibility
Job Responsibility
  • Leverages sales expertise to develop targeted strategies and plans that drive revenue growth and meet and exceed sales targets
  • Oversees and optimizes the sales process, from lead generation to closing deals, leveraging Salesforce and analytics to track progress, identify areas for improvement and execute strategies that align with market and organizational changes
  • Develops and launches sales prospecting efforts and proactively works with marketing and sales operations to drive new business development growth
  • Defines and executes complex, consultative sales strategies to uncover prospects needs, recommend products and services, address questions and objections, sell the value of Geonetric, and maximize potential investment of the sale
  • Ensures accuracy, completeness, and quality standards for all sales processes and deliverables such as presentations, proposals, sales documentation, and project handoffs
  • Leads targeted sales presentations and demonstrations customized to diverse audiences (including c-suite executives, marketing, IT, and other stakeholders), working with subject matter experts and strategic partners to align messaging and overall win strategy to client objectives
  • Negotiates pricing and scope with prospective clients, working closely with internal Geonetric teams on final proposal and contract development, identifying needed changes to pricing structure or package, and ensuring accuracy
  • Identifies target markets, market trends, and common pain points across prospective clients, competitive advantages, and overall themes of the industry to devise and recommend creative solutions, new products, and different pricing and sales strategies
  • Builds and maintains strong relationships with key clients, senior healthcare stakeholders, and partners, understanding their needs and ensuring customer satisfaction
  • Completes complex, challenging, and advanced work independently while understanding, anticipating, and proactively solving issues within and across disciplines
  • Fulltime
Read More
Arrow Right

Senior Director - Sales and Distribution

The Senior Director of Sales & Distribution provides strategic leadership suppor...
Location
Location
Canada , Regional Office
Salary
Salary:
169600.00 - 316800.00 USD / Year
https://www.marriott.com Logo
Marriott Bonvoy
Expiration Date
Until further notice
Flip Icon
Requirements
Requirements
  • 4-year degree from an accredited university in Business Administration, Finance, Accounting, Hotel and Restaurant Management, or related
  • 6 years of relevant professional experience in sales management or related function, demonstrating progressive career growth and pattern of exceptional performance
Job Responsibility
Job Responsibility
  • Provide strategic leadership support to sales teams across all brands in defined geographic area
  • Achieve property revenue goals and team booking pace goals
  • Evaluate and support hotel's participation in various sales channels
  • Develop and implement multi-hotel strategies for all participating properties
  • Build effective relationships with all internal and external stakeholders
  • Monitor all hotels in the region with special emphasis on high priority hotels
  • Ensure brand standards are implemented and complied with in all sales efforts
  • Provide pre-opening and conversion support
What we offer
What we offer
  • Bonus eligible
  • Stock package
  • Equal opportunity employer
  • Accessibility accommodations
  • Global team opportunities
  • Fulltime
Read More
Arrow Right

Account Director / Senior Sales Manager

Provides total account management support for assigned property accounts. Partne...
Location
Location
Hong Kong , Hong Kong
Salary
Salary:
Not provided
https://www.marriott.com Logo
Marriott Bonvoy
Expiration Date
Until further notice
Flip Icon
Requirements
Requirements
  • High school diploma or GED
  • 2 years experience in sales and marketing, guest services, front desk, or related professional area
  • 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major
  • no work experience required
Job Responsibility
Job Responsibility
  • Develops and implements the overall account strategy for assigned accounts
  • Retains, expands and grows account revenue of existing accounts
  • Identifies and aggressively solicits new accounts
  • Develops and implements strategic sales plans
  • Builds and strengthens accounts with existing and new customers
  • Identifies emerging business opportunities and risks
  • Increases local penetration of high potential accounts
  • Executes designated sales strategies to achieve revenue goals
  • Leverages methodologies, technical, and business knowledge
  • Resolves guest issues that arise in the sales process
  • Fulltime
Read More
Arrow Right

Senior Sales Director, Cloud

Hewlett Packard Enterprise is seeking a Senior Sales Director for its Networking...
Location
Location
United States , Seattle
Salary
Salary:
249000.00 - 603000.00 USD / Year
https://www.hpe.com/ Logo
Hewlett Packard Enterprise
Expiration Date
Until further notice
Flip Icon
Requirements
Requirements
  • 10+ years of progressive sales leadership, including managing direct and matrixed teams
  • proven success leading a region generating $30M+ in annual revenue
  • deep knowledge of the networking landscape—Cisco, Arista, Juniper, Palo Alto, and HPE
  • a track record of building and executing multi-year sales strategies
  • mastery of sales methodologies like MEDDICC
  • exceptional communication, executive presence, and customer engagement skills
  • a passion for developing talent and building winning teams.
Job Responsibility
Job Responsibility
  • lead and inspire a high-performing sales team to exceed ambitious revenue goals
  • own the strategy—from go-to-market planning to execution—for all HPE Networking solutions
  • build deep relationships with key Cloud Providers, understanding their business drivers and aligning them with cutting-edge HPE solutions
  • drive complex deals and lead negotiations that deliver real business value
  • collaborate cross-functionally with product leaders, architects, and technical experts to bring innovative solutions to life.
What we offer
What we offer
  • health and wellbeing benefits
  • programs for personal and professional development
  • unconditional inclusion
  • flexibility to manage work and personal needs.
  • Fulltime
Read More
Arrow Right

Senior Director, Global Partner Sales

At JFrog, we don't just secure and accelerate software - we empower our partners...
Location
Location
France , Paris
Salary
Salary:
Not provided
jfrog.com Logo
JFrog
Expiration Date
Until further notice
Flip Icon
Requirements
Requirements
  • 15+ years of B2B sales and/or channel leadership experience from high-growth technology/SaaS companies
  • 6+ years of verifiable success managing, mentoring, and scaling a partner team across multiple territories within Americas and Europe
  • Proven ability to build a channel sales engine specifically geared toward driving new customer acquisition and expanding market presence, not just managing renewals
  • A self-starter with proven success as a senior sales leader who can operate effectively in a fast-paced, high-energy environment
  • Direct experience selling into or managing partners selling into the Enterprise market with complex, subscription-based software solutions (DevOps, Cloud, Security highly preferred)
  • Demonstrated ability to create a high-performance, metrics-focused sales culture that inspires creativity and overachievement
  • Must be technically proficient enough to understand the DevSecOps/Cloud Native value proposition and effectively communicate it to a partner audience
Job Responsibility
Job Responsibility
  • Channel Sales Strategy & Execution: Develop and drive the comprehensive Global Channel Sales Strategy, focused heavily on generating new logo revenue, achieving aggressive sales targets, and expanding JFrog's market share through the partner network
  • Channel Sales Operations, drive execution across the world with the Partner Account Managers and the selected partners in each region to meet the NNARR targets
  • Team Leadership & Scaling: Build, manage, and mentor a high-performance team of Partner Account Managers. Foster a culture of excellence, accountability, and metric-driven execution focused on partner-sourced new business
  • New Logo Activation: Establish methodologies and best practices to ensure channel partners are effectively sourcing, co-selling, and closing new enterprise customer deals across key AMER and EMEA territories
  • Ecosystem Development: Identify, recruit, and onboard strategic new partners (VARs, SIs, Distributors) to fill geographic and expertise gaps, ensuring comprehensive coverage and pipeline generation capability
  • Strategic Alliance Engagement: Cultivate and deepen key executive relationships with our most strategic channel partners, driving joint go-to-market plans and aligning top-to-top on revenue goals
  • Governance & Enablement: Maintain rigorous governance, operational consistency, and alignment with the JFrog Direct Sales team. Oversee enablement and certification programs to ensure partners are technically proficient in selling and delivering the JFrog platform
  • Operational Command: Conduct regular, data-driven business reviews (QBRs) with internal leadership and key partners, ensuring high predictability in pipeline and channel revenue forecasting
Read More
Arrow Right

Senior Director, Global Partner Sales

At JFrog, we don't just secure and accelerate software - we empower our partners...
Location
Location
Spain , Madrid
Salary
Salary:
Not provided
jfrog.com Logo
JFrog
Expiration Date
Until further notice
Flip Icon
Requirements
Requirements
  • 15+ years of B2B sales and/or channel leadership experience from high-growth technology/SaaS companies
  • 6+ years of verifiable success managing, mentoring, and scaling a partner team across multiple territories within Americas and Europe
  • Proven ability to build a channel sales engine specifically geared toward driving new customer acquisition and expanding market presence, not just managing renewals
  • A self-starter with proven success as a senior sales leader who can operate effectively in a fast-paced, high-energy environment
  • Direct experience selling into or managing partners selling into the Enterprise market with complex, subscription-based software solutions (DevOps, Cloud, Security highly preferred)
  • Demonstrated ability to create a high-performance, metrics-focused sales culture that inspires creativity and overachievement
  • Must be technically proficient enough to understand the DevSecOps/Cloud Native value proposition and effectively communicate it to a partner audience
  • Residency in the Madrid area is required
Job Responsibility
Job Responsibility
  • Develop and drive the comprehensive Global Channel Sales Strategy, focused heavily on generating new logo revenue, achieving aggressive sales targets, and expanding JFrog's market share through the partner network
  • drive execution across the world with the Partner Account Managers and the selected partners in each region to meet the NNARR targets
  • Build, manage, and mentor a high-performance team of Partner Account Managers
  • Foster a culture of excellence, accountability, and metric-driven execution focused on partner-sourced new business
  • Establish methodologies and best practices to ensure channel partners are effectively sourcing, co-selling, and closing new enterprise customer deals across key AMER and EMEA territories
  • Identify, recruit, and onboard strategic new partners (VARs, SIs, Distributors) to fill geographic and expertise gaps, ensuring comprehensive coverage and pipeline generation capability
  • Cultivate and deepen key executive relationships with our most strategic channel partners, driving joint go-to-market plans and aligning top-to-top on revenue goals
  • Maintain rigorous governance, operational consistency, and alignment with the JFrog Direct Sales team
  • Oversee enablement and certification programs to ensure partners are technically proficient in selling and delivering the JFrog platform
  • Conduct regular, data-driven business reviews (QBRs) with internal leadership and key partners, ensuring high predictability in pipeline and channel revenue forecasting
Read More
Arrow Right

Senior Director, Business Development

Intellisense Systems, Inc. is a privately held company with a proven track recor...
Location
Location
United States , Torrance
Salary
Salary:
180000.00 - 250000.00 USD / Year
intellisenseinc.com Logo
Intellisense Systems
Expiration Date
Until further notice
Flip Icon
Requirements
Requirements
  • Bachelor’s degree (Engineering or related technical field strongly preferred) with 7-10+ years’ experience in Business Development
  • Strong understanding of technology transitioning, product/market development, and marketing/product planning for US military applications
  • Knowledge of conducting and directing competitive product analysis using market research techniques and a solid technical understanding of service/agency needs and requirements
  • Must have superior proposal development/writing and basic contracting/negotiation skills
  • Strong leadership skills, excellent communication (presentation, written, and verbal), and relationship building skills
  • Good problem-solving ability to work with a diverse work force
  • U.S. Citizenship is required
  • Must be willing and able to obtain a Security Clearance or have active Secret Security Clearance
Job Responsibility
Job Responsibility
  • Collaborate with functional counterparts to help ensure winning solutions are brought forward to customers and to position the Company for strategic campaigns
  • Demonstrate a history of Identification and capture of new military and defense business opportunities, including relevant Small Business Innovation Research with focus on year over year revenue growth
  • Understand how to work with CRADA and certain government R&D funding to assist maturing the TRL
  • Support strategic long-range planning, market analyses, and forecast data for DoD market sectors
  • Prepare technology and/or product roadmaps to ensure our pursuits align with our strategies and customer needs
  • Understand Intellectual Property (IP) protection, sale, and license
  • Lead capture and proposal writing activities with a focus on customer requirements, program management planning and budget, competitive intelligence and price-to-win analyses
  • Once business case is approved, present a “go to market” strategy that outlines how our organization will win in the designated market segment
  • Conduct customer engagements and customer call planning with the purpose of establishing critical trust with senior leaders in Program Offices or with Prime contractors
  • Develop and maintain a long-range opportunity pipeline
What we offer
What we offer
  • 4 Weeks PTO a year (including 40 hours of PTO your first day)
  • 10 paid holidays
  • 401(k) with 100% employer matching up to 4% of salary (no vesting period)
  • Multiple options for Medical, Vision, Dental Insurance plans
  • Health Savings Accounts
  • Flexible Spending Accounts
  • Tuition Assistance (30% of Tuition with a minimum qualifying grade)
  • 100% Paid Employee Assistance Program (EAP)
  • 100% Paid Basic Life and AD&D Insurance
  • 100% Paid Workers Compensation Insurance
  • Fulltime
Read More
Arrow Right
Jobs by Category
Art and Entertainment Jobs Banking Jobs Call Center Jobs Construction Jobs Consulting Jobs Customer Service Jobs Education Jobs Energy Jobs Finance Jobs Gastronomy Jobs Health and Beauty Jobs Hospitality and Tourism Jobs Human Resources Jobs Insurance Jobs IT - Administration Jobs IT - Software Development Jobs Legal Jobs Logistics Jobs Manufacturing Jobs Marketing, Digital Marketing, SEO, SEM Jobs Media Jobs Nursing Jobs Office Administration Jobs Pharmacy Jobs Physical Work Jobs Public Relations Jobs Public Sector Jobs Purchasing Jobs Quality Control Jobs Real Estate Jobs Research and Development Jobs Sales Jobs
Job Positions Jobs by Country
United States Jobs United Kingdom Jobs India Jobs Canada Jobs Australia Jobs Germany Jobs Ireland Jobs Poland Jobs
Company
Blog About Us Contact
Follow Us
Facebook
X (Twitter)
LinkedIn
Instagram
© 2026 CrawlJobs Ltd. All Rights Reserved
Terms & Conditions Privacy Policy