Director of Sales Development

Overview

The Director, Sales Development is a high-impact leadership role responsible for owning the entire sales development function  will drive pipeline growth and set the strategy for how our SDR teams engage and qualify prospects. Reporting to the Senior VP of Sales, you will lead all top-of-funnel sales resources by directly managing the SDR Managers. This role acts as the primary point of contact with Marketing, Sales, and Business Operations to ensure a seamless process.

It requires a blend of strategic thinking, sales process knowledge, and team development to ensure the SDR teams are targeting the right accounts, using the right messaging, and converting high-quality opportunities for the Account Executive team in the K-12, Higher Education, and State/Local Government sectors.

• Lead and manage the entire Sales Development function at FMX, overseeing two SDR teams through their respective managers
• Set and refine the overall SDR strategy, including segmentation, messaging, KPIs, compensation planning, and alignment with GTM priorities
• Partner closely with the Senior VP of Sales to ensure SDR goals and performance support revenue targets
• Drive the strategy for outbound and inbound pipeline creation, including territory assignments, outreach cadences, and conversion benchmarks
• Hire, train, coach, and retain top SDR leadership talent, while fostering a high-performance, results-driven culture
• Ensure SDR Managers have the resources, structure, and support they need to lead high-performing teams
• Collaborate with Marketing and Biz Ops on lead quality, funnel metrics, and campaign performance
• Work cross-functionally to continuously optimize how leads are generated, handed off, and converted across the customer journey
• Own forecasting and reporting of SDR-sourced pipeline performance by segment and rep
• Introduce and maintain scalable processes and tools (e.g., Salesforce, Salesloft, Gong) to maximize SDR productivity and visibility
• Foster a culture of coaching, development, accountability, and collaboration across all SDR teams
• Track key metrics such as call/email activity, qualification rate, conversion to opportunities, and pipeline velocity
• Identify new strategies for talent development and upward mobility from SDR into other revenue roles
• Support strategic initiatives such as industry-focused campaigns, ABM, and vertical-specific outreach tactics

What are we looking for in this role?

• 5+ years of experience leading sales development or inside sales teams, preferably in a SaaS or tech environment
• 2+ years managing SDR managers or team leads, with a proven ability to lead through leaders
• Strong understanding of SDR pipeline metrics, sales funnels, lead qualification frameworks (e.g., MEDDPICC), and conversion optimization
• Deep experience working in partnership with Sales, Marketing, and Rev Ops to execute full-funnel strategies
• Track record of building and scaling SDR teams across multiple segments (e.g., verticals, inbound/outbound)
• Excellent coaching and mentoring skills, with a passion for developing future sales talent
• Proficiency with modern sales tools and systems, including Salesforce, Hubspot, Salesloft, Gong, or similar
• Strong communication, organizational, and leadership skills
• Experience building outbound and inbound strategies with a clear understanding of persona-based messaging
• Data-driven and analytical with a bias for process improvement and operational scale
• Comfortable working in a fast-paced, high-growth environment with shifting priorities
• Enthusiastic, collaborative, and highly motivated to contribute to team and company goals
• A match with our core pillars:
  Teamwork, Excellence, and Integrity

• Apply! Submit your resume and answers to the application questions below via the Workable portal
• Phone screen with People Ops: A 30-minute conversation to review your background and experiences, discuss the culture at FMX, and ensure that you understand the general expectations for the role. Also, a great time for you to ask questions about compensation, benefits, etc.
• Hiring manager conversation: A 60-minute conversation with the Senior VP of Sales…