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Director of Sales Development - United States (Eastern Time Zone)



Sales & Business Development
Atlanta, GA, USA · Remote
Posted on Thursday, May 30, 2024
All roles at JumpCloud are Remote unless otherwise specified in the Job Description.
About JumpCloud
JumpCloud® helps IT teams and Managed Service Providers (MSPs) Make Work Happen® by centralizing management of user identities and devices, enabling small and medium-sized enterprises to adopt Zero Trust security models. JumpCloud has been used by more than 200,000 organizations, including GoFundMe, Grab, ClassPass, Beyond Finance, and Foursquare. JumpCloud has raised over $400M from world-class investors including Sapphire Ventures, General Atlantic, Sands Capital, Atlassian, and CrowdStrike. Our teams are growing fast, too, and we're looking for talent across engineering, sales, customer success, marketing, product management, and more. Join our team of dedicated, passionate, and creative people who are eager to change the IT industry forever.
About the Role
As the Director of Sales Development you will report directly to the Chief Marketing Officer and lead two critical new business functions: inbound lead flow and outbound prospecting. You will partner intimately with Sales and Marketing team leaders to scale an effective inbound marketing program, ensuring seamless acceptance and processing of leads generated from marketing efforts, optimizing lead qualification criteria, improving lead conversion rates and driving pipeline. Additionally, you will be responsible for driving outbound prospecting efforts, including identifying target accounts, researching and engaging key decision-makers, and executing effective cold outreach campaigns through email and phone channels. Collaborating closely with Sales, Marketing, and Product teams, you will develop and execute comprehensive sales development strategies tailored to both inbound and outbound approaches, driving new business pipeline, revenue growth and market expansion globally.
This role presents an exciting opportunity for a strategic leader with a strong background in both inbound and outbound sales development to drive impactful results in a dynamic and competitive industry.

Key responsibilities:

  • Lead and mentor a global team of sales development representatives (SDRs) responsible for inbound lead chat, qualification and outbound prospecting activities.
  • Work with global SDR managers to develop market-specific, inbound and outbound pipeline generation strategies in Asia, Europe, US and LATAM
  • Partner with Marketing and Operations to implement strategies to optimize the inbound lead process, including lead scoring, routing, and follow-up workflows, and to ensure maximum conversion rates.
  • Partner with Sales and Marketing to design and execute outbound prospecting campaigns. Utilize a mix of account research, email outreach, social selling, and cold calling techniques to engage key decision-makers and generate qualified sales opportunities.
  • Collaborate with marketing to align inbound and outbound messaging, content, and campaigns to drive consistent and impactful customer interactions across the buyer's journey.
  • Continuously assess and improve sales development processes, tools, and technologies to enhance efficiency, effectiveness, and scalability, leveraging data-driven insights and feedback from the sales team.
  • Establish and monitor key performance indicators to track the success of sales development initiatives, including productivity metrics, lead conversion rates, pipeline acceleration, and revenue contribution.
  • Develop and nurture relationships with sales leadership, ensuring close alignment and collaboration between sales development and sales teams to drive seamless handoffs and accelerate deal velocity.
  • Develop rockstar SDR talent and work with Sales leaders to develop a program to promote them into Account Executive roles
  • Stay abreast of industry trends, competitive dynamics, technologies and best practices in sales development, incorporating new strategies and tactics to maintain a competitive edge and drive continuous improvement.
  • Represent the sales development function internally and externally, serving as a subject matter expert and advocate for the value proposition of sales development in driving business growth and customer success.
  • Develop set of KPI’s to drive process adherence and improved performance across the world.

You Have:

  • 10+ years of experience in sales development or inside sales, with at least 5 years in a leadership role, preferably within the SaaS industry
  • Proven track record of managing and scaling high-performing SDR teams, including developing compensation models
  • Strong understanding of the SaaS sales process, CRM systems (Salesforce), and other tools including Gong, Outreach, Linkedin Sales Navigator, Apollo, etc
  • Strong understanding of both the inbound and outbound lead generation process; experience with planning and forecasting
  • Excellent communication, interpersonal, leadership and coaching skills
  • Ability to think strategically and adapt to a fast-paced, evolving environment
  • Demonstrated experience in driving results including productivity, meetings set and opportunity creation targets
  • Ability to liaise with senior-level executive contacts, both internal and external
  • Capacity to engage 1:1 with a global team of direct reports and partners, from California to Bangalore
  • Strong entrepreneurial drive and work ethic
  • Hands-on experience with Salesforce, Outreach, and Pardot or Marketo
  • Bonus: Experience working with the IT market
In accordance with the Colorado Equal Pay for Equal Work Act, the approximate annual compensation range for this role, depending on individual candidate level and experience, is $180,000-$240,000, including base salary and any related bonuses or commissions.
In the US, JumpCloud provides a comprehensive benefits package, with several medical plans to choose from including a high deductible HSA plan with employer contribution, two dental plans, vision insurance, flexible spending account (FSA), employee assistance program (EAP), short- and long-term disability, life insurance and a 401k savings plan with match. We have flexible paid time off vacation policy.
Where you’ll be working/Location:
JumpCloud is committed to being Remote First, meaning that you are able to work remotely within the country noted in this Job Description. For US Roles: All roles posted in United States locations do require that you be located within one of the 50 U.S. States. Our Headquarters is in the Denver/Boulder, CO area but as a remote company, you are able to work remotely anywhere in the U.S. If you would like to spend time in our offices in the Denver/Boulder area, you are welcome to do that as well.
JumpCloud has teams in 15+ countries around the world and conducts our internal business in English. The interview and any additional screening process will take place primarily in English. To be considered for a role at JumpCloud, you will be required to speak and write in English fluently. Any additional language requirements will be included in the details of the job description.
Why JumpCloud?
If you thrive working in a fast, SaaS-based environment and you are passionate about solving challenging technical problems, we look forward to hearing from you! JumpCloud is an incredible place to share and grow your expertise! You’ll work with amazing talent across each department who are passionate about our mission. We’re out of the box thinkers, so your unique ideas and approaches for conceiving a product and/or feature will be welcome. You’ll have a voice in the organization as you work with a seasoned executive team, a supportive board and in a proven market that our customers are excited about.
One of JumpCloud's three core values is to “Build Connections.” To us that means creating " human connection with each other regardless of our backgrounds, orientations, geographies, religions, languages, gender, race, etc. We care deeply about the people that we work with and want to see everyone succeed." - Rajat Bhargava, CEO. JumpCloud is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.
Please submit your résumé and brief explanation about yourself and why you would be a good fit for JumpCloud. Please note JumpCloud is not accepting third party resumes at this time.
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