Director, Global Sales Development - Enterprise SaaS; Remote

Company

Anomali is headquartered in Silicon Valley and is the Leading AI-Powered Security Operations Platform that is modernizing security operations. At the center of it is an omnipresent, intelligent, and multilingual Anomali Copilot that automates key workflows and empowers your team to deliver critical threat insights to leadership in seconds.

Anomali unifies ETL, SIEM, XDR, SOAR, and the world’s largest repository of global intelligence into a single, cloud-native platform that improves detection, speeds investigations, and reduces costs at scale.

Do more with less. Be Different. Be the Anomali.

Learn more at

The Director, Global Sales Development will be responsible for building and managing a team of Sales Development Representatives (SDRs). The SDRs are responsible for meeting and exceeding a sales quota by excelling at key critical success factors, including inbound lead follow up, outbound calls, opportunity identification, pipeline creation and upsell/cross-sell.

• Build, lead, and scale global SDR teams aligned to Enterprise, Mid-Market, Partner, and Public Sector (SLED) segments
• Own inbound SDR workflows, including lead routing, lead-to-speed SLAs, and rigorous qualification standards
• Ensure SDR output consistently translates into high-quality pipeline and closed revenue

• Co‑own the definition, refinement, and operationalization of Anomali’s ICP
• Partner cross‑functionally with Sales, Product, Engineering, Marketing, Channel, and Rev Ops
• Translate ICP insights into SDR targeting, account prioritization, outbound plays and inbound qualification.

• Design and operationalize an AI‑first SDR motion to increase productivity and conversion
• Own implementation and daily usage of Nooks AI Dialer for call efficiency, coaching, and insights
• Own Nooks AI Prospector as the core outbound intelligence engine for ICP‑aligned targeting, signal‑based prospecting, and personalization at scale

• Build and maintain SDR playbooks covering:
  • ICP‑based segmentation and prioritization
  • Persona‑driven messaging and talk tracks
  • Multichannel sequences (phone, email, Linked In)
  • Objection handling, qualification, and AE handoff
• Apply modern SDR plays including intent‑led outbound, champion reactivation, competitive takeout, and partner‑assisted motions

• Apply direct selling experience to ensure SDR execution reflects real enterprise and mid‑market deal dynamics
• Leverage channel selling experience to build partner‑sourced pipeline across MSPs, MSSPs, SIs, distributors, and resellers
• Support partner recruitment, activation, and co‑sell motions
• Lead SDR strategy for Federal, State, and Local Government, with experience booking meetings with government officials

• Ensure SDR execution aligns with Challenger, Sandler, MEDDPICC, and Command of the Message
• Implement champion tracking using Boomerang or User Gems
• Own SDR funnel performance in Salesforce, including speed‑to‑lead, conversion rates, pipeline sourced, and ROI

• Apply a left‑brain / right‑brain mindset—combining data‑driven analysis with creative experimentation
• Continuously test and refine messaging, sequences, AI workflows, and qualification criteria
• Scale what works into repeatable, predictable SDR processes

• 10+ years in Sales, Sales Development, or GTM leadership roles
• Proven background in direct enterprise and mid‑market B2B SaaS selling and channel selling experience required
• 3+ years of experience building, leading and growing SDR and quota‑carrying global sales teams in a relevant cybersecurity space.
• Ha…