Senior Director, Global Sales Development

Job Description

Icertis is seeking a transformational Senior Director, Global Sales Development to lead and scale our global SDR organization within Growth Marketing. This is not a traditional SDR leadership role. We need a leader who can evolve SDR from a lead-response function into a strategic account engagement engine aligned with Enterprise Sales, Growth Marketing, GTM plays, priority accounts, partner motions, and revenue outcomes.

The ideal candidate is both a player-coach and leader-coach who can set strategy, build operating discipline, develop managers, improve funnel performance, and personally engage in high-priority pipeline opportunities. Approximately 70% of the role focuses on leading and scaling the SDR organization, while 30% remains customer-facing to support strategic accounts, complex opportunities, pipeline creation, and revenue growth.

• Build a global SDR operating model spanning inbound qualification, outbound prospecting, account-based motions, partner programs, and expansion opportunities.
• Align SDR efforts with GTM plays, target accounts, industry priorities, and Enterprise Sales objectives.
• Measure success through pipeline quality, conversion, progression, and revenue impact.

• Own SDR-sourced and SDR-influenced pipeline in partnership with Growth Marketing, Sales, Rev Ops, Product Marketing, Alliances, and Customer Success.
• Improve account engagement, meeting quality, qualified pipeline creation, opportunity acceptance, and conversion rates.
• Establish strong feedback loops between Sales and Marketing to continuously improve targeting, messaging, and campaign performance.

• Ensure SDR execution supports Icertis' Growth pod structure and priority GTM plays.
• Build playbooks for account targeting, persona strategy, messaging, qualification, and opportunity handoff.
• Remove friction across Marketing, SDR, Sales, Customer Success, and Partner teams.

• Apply AI across account research, signal identification, personalization, call preparation, coaching, and follow-up activities.
• Create practical AI playbooks, prompt libraries, quality standards, and inspection routines.
• Partner with Growth Marketing and Rev Ops to integrate SDR activities into a broader AI-powered growth engine.

• Personally participate in account planning, executive outreach, pipeline creation, and coaching for complex opportunities.
• Recruit, develop, and retain high-performing SDR managers and teams.
• Establish onboarding, coaching, performance management, career development, and succession planning programs.
• Build a culture of accountability, curiosity, resilience, and operational excellence.

• Reposition SDR as a strategic account engagement engine.
• Establish a scalable operating cadence aligned to GTM plays and revenue goals.
• Improve pipeline quality, conversion, and progression.
• Elevate manager coaching and execution discipline.
• Strengthen collaboration across Marketing, Sales, Rev Ops, Alliances, and Customer Success.
• Operationalize AI-enabled SDR workflows.
• Build a predictable and scalable pipeline creation engine.

• 10+ years of enterprise SaaS sales development, pipeline generation, inside sales, or growth experience.
• Proven success building, scaling, or transforming SDR organizations.
• Strong knowledge of funnel management, conversion metrics, forecasting, capacity planning, and performance inspection.
• Hands-on coaching expertise across research, messaging, prospecting, qualification, and opportunity management.
• Experience partnering with Sales, Marketing, Rev Ops, Alliances, Customer Success, and executive stakeholders.
• Familiarity with Salesforce and modern sales and marketing technologies (6sense, Demandbase, Outreach, Salesloft, Gong, Linked In Sales Navigator, Zoom Info, Marketo, Hub Spot, or similar).
• Practical experience applying AI to sales development and pipeline generation.

• Experience in a $250M+ ARR B2B SaaS environment.
• Background with ABM, GTM play-based operating models, or Growth pod structures.
• Experience supporting complex enterprise sales cycles and strategic accounts.
• Experience with partner-led pipeline motions involving organizations such as Microsoft, SAP, Accenture, Deloitte, or PwC.
• Experience strengthening SDR operational cadence, conversion discipline, and manager coaching.
• Experience leading global or distributed SDR teams.

OTE: $275,000 to $375,000 (70/30).

Pay offered will vary based on job-related factors such as location, experience, training, skills, and abilities. In addition to the base salary and annual sales target incentive bonus, an equity component is included in the compensation package.

• Supporting employees' and their families' physical, mental, and financial well-being.
• Accelerating…