Director, Sales Development; outbound demand generation

Equinix is the world’s digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet.

A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future. A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You’ll work across teams, influence key decisions, and help shape the path forward. You’ll find belonging, purpose, and a team that welcomes you—because when you feel valued, you’re empowered to do your best work.

The Director is responsible for defining and leading Equinix's outbound demand generation strategy and sales development transformation agenda.

This role sits at the intersection of revenue marketing, sales development, operations, technology, data, and AI. The successful candidate will lead the evolution of Equinix's outbound engine, driving the people, process, technology, and operating model changes required to significantly increase pipeline creation, seller productivity, and revenue impact.

While foundational programmes, processes, and technologies exist today, this role is focused on transformation and scale. The Director will assess current capabilities, identify improvement opportunities, and execute a multi-year roadmap that modernises outbound engagement, improves operational efficiency, strengthens measurement and attribution, and leverages AI-driven innovation.

Working closely with Sales, GTM Operations, Marketing, Data, Digital, and Technology teams, this leader will build a scalable, globally consistent outbound motion that contributes predictable pipeline growth across both direct and indirect routes to market.

• Increase outbound-sourced pipeline contribution and influence across all regions
• Improve SDR productivity, pipeline generated per representative, and overall return on investment
• Increase conversion rates across the outbound funnel from engagement through to qualified opportunity
• Improve account penetration and engagement within strategic target accounts

• Deliver measurable improvements in SDR productivity through automation and AI-enabled workflows
• Reduce manual administrative effort through automation and workflow optimisation
• Implement AI-powered capabilities for prospect research, account prioritisation, outreach optimisation, coaching, and call analysis
• Achieve broad adoption of approved AI-enabled selling technologies across the SDR organisation
• Establish data-driven performance management and predictive analytics capabilities that improve decision-making and forecasting accuracy

• Standardise global outbound operating models, processes, and performance frameworks
• Improve outbound data quality, lead routing, segmentation, and account prioritisation capabilities
• Create scalable onboarding, coaching, certification, and continuous learning programmes
• Develop industry-leading reporting, attribution, and measurement frameworks connecting activity to pipeline and revenue outcomes

• Define and execute the global outbound demand generation and SDR transformation strategy
• Develop a multi-year roadmap that improves pipeline creation, productivity, scalability, and operational effectiveness
• Evaluate and optimise outbound engagement models, segmentation strategies, account prioritisation frameworks, and coverage approaches
• Lead change management initiatives associated with new processes, technologies, and operating models
• Establish global standards while supporting regional market requirements