Job Summary:

The Director of Global Sales Development leads a team of Mid-market and Enterprise SDRs supporting the North America, EMEA, and APJ regions. This role will partner with sales, marketing, and operations leaders to define and execute on GTM processes, prospecting strategy, lead management, and pipeline development.

Essential Duties and Responsibilities

• The primary responsibility of this role is to be a strong contributor of pipeline and market value for our sales team, marketing team, and customers.
• Develop the prospecting and qualification playbook for global SDRs taking into consideration regional nuances, company targets, and industry best practices
• Partner with sales and marketing operations to ensure the SDR team has the best tools to do their job, and that they are configured to ensure SDR efficiency and productivity, especially salesforce.com
• Motivate and develop SDRs in alignment to our leveling concept in order to exceed goals through coaching and incentives and grow their careers. A successful candidate will be equal parts business manager and talent developer.
• Build a word-class sales and business development team. Recruit, train, and develop a global team of SDRs
• Partner closely with Marketing leadership to ensure high-quality activity and drive return on marketing investment with SDR support.
• Partner with sales to develop territory and account prioritization strategies, create opportunities in new accounts, and deliver value for both sales and customers.
• Monitor handoff and opportunity progression through the funnel, focus on qualified opportunity, pipeline, and revenue generation, and adapt the SDR model accordingly.
• Become a trusted partner to marketing and sales leadership, and develop a clear and productive feedback loop to both teams.
• Work closely with regional Team Leads in North America and EMEA to inform process and strategy
• Provide clear, passionate, and open-minded coaching to Team Leads and SDR individual contributors as needed.
• Ensure clarity in responsibility and expectations, and eliminate barriers to success.

Education, Experience, Knowledge, Skills, and Abilities

• Candidates for this role should have a minimum of 5 years of experience in Sales or Sales Development, and a minimum of 5 years of experience in a management capacity.
• Ideal candidates will have operated as an SDR at some point in their career.
• Comprehensive knowledge of the field's concepts and principles.
• Performs complex tasks typically following established processes.
• Marketing and campaign generation experience is a plus.
• Proven track record of delivering sales pipeline
• Ability to attract, retain, and motivate exceptional SDRs
• Experience leading and supporting new business efforts
• Outstanding written and oral communication skills
• Excellent interpersonal skills
• Advanced project management skills
• Well-organized, attentive to detail, skilled in setting priorities and meeting deadlines, and able to handle multiple tasks simultaneously

Working Conditions

• The ideal candidate must be able to complete all physical requirements of the job with or without reasonable accommodation.
• Sitting and/or standing - Must be able to remain in a stationary position 50% of the time
• Carrying and /or lifting - Must be able to carry / move laptop as needed throughout the work day.
• Environment - Office part of the time

ADA Statement

Bugcrowd is committed to the full inclusion of all qualified individuals. In keeping with our commitment, Bugcrowd will take the steps to assure that people with disabilities are provided reasonable accommodations. Accordingly, if reasonable accommodation is required to fully participate in the job application or interview process, to perform the essential functions of the position, and/or to receive all other benefits and privileges of employment, please contact HR at ada@bugcrowd.com.

Pay Range Disclosure:

The base pay range for this role takes into account the wide range of factors that are considered in making compensation decisions, including but not limited to Qualifications, Geographical Location, Education/certifications, Experience, Skill Sets, Training, and other business and organizational needs.

A reasonable estimate of the current range for the position of Director of Global Sales Development is: $$155,000 - $180,000.

This position may also be eligible to participate in a discretionary bonus program or commission plan, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.