Description:
The Director will ensure consistent experimentation, rapid iteration, and ethical use of AI across inbound and outbound motions to drive sustained pipeline growth.
What You’ll Do
- Craft and execute AI-augmented inbound and outbound strategies that combine human-led selling with agentic prospecting, intent detection, and automated personalization—continuously testing and optimizing based on real-time performance signals.
- Lead teams to develop and qualify opportunities using AI-assisted research, prioritization, and messaging—ensuring reps spend the majority of their time on the highest-propensity accounts and buyers.
- Forecast performance and set team quotas using historical data, AI-driven productivity insights, and scenario modeling tied to changing business priorities and market signals.
- Hire, oversee, mentor, and train Business Development Team Managers to coach in an AI-enabled environment—helping frontline leaders translate data, AI insights, and agent outputs into better human selling behaviors.
- Evaluate performance trends across human and AI-driven activities, identifying best practices in messaging, sequencing, timing, and qualification that can be scaled across teams and business units.
- Develop sales-ready Business Development Representatives who are fluent in AI-assisted selling, account research, and multi-threaded prospecting—building a next-generation bench of Account Executives and revenue leaders.
- Audit and continuously refine qualification frameworks, ensuring consistent value articulation across human and AI-assisted touchpoints, including messaging, objection handling, and discovery for both inbound and outbound motion.
Core KPIs
- Ensure sufficient opportunity creation volume by increasing inquiry-to-opportunity conversion and scaling effective inbound and outbound outreach across Social Impact and Corporate Impact business units.
- Increase the percentage of opportunities that convert to sales-qualified opportunities (SQOs), improving sales velocity and pipeline efficiency across all segments.
- Increase pipeline per rep by leveraging AI-driven prioritization and agent-assisted outreach.
What You'll Bring
- 10+ years of experience in sales or marketing development leadership role, preferably at a B2B SaaS company.
- Demonstrated experience integrating AI, automation, or agent-based tools into sales or marketing development workflows.
- A proven track record of success exceeding personal and team quotas.
- Analytical thinking abilities to comprehend data and harness its power to make informed decisions and recommendations.
- Experience with Salesforce and modern sales engagement and intelligence platforms (e.g., SalesLoft, Gong, Conversational Intelligence, AI-powered prospecting, or qualification tools) required.
- Experience looking at long-term projections and identify opportunities for tapping new markets to help plan internally and project how growth affects the entire company.
- Deep expertise in modern prospecting and social selling, leveraging platforms such as LinkedIn, X (Twitter), and relevant community-based networks to research accounts, engage buyers, and drive meaningful conversations at scale.