Sr. Director, Sales Development

ABOUT THE ROLE:

The Director of Sales Development will build, lead, and continuously evolve our SDR organization to support rapid growth. You will own pipeline generation strategy across inbound and outbound motions, develop high-impact teams and leaders, and ensure operational excellence across the SDR function.

This role partners deeply with Sales, Marketing, and RevOps to align on pipeline quality, coverage, and execution, scaling a best-in-class sales development engine.

RESPONSIBILITIES:

• Own the global Sales Development strategy and operating model, including outbound and inbound motions, capacity planning, segmentation, and coverage to support company revenue goals
• Build, scale, and lead a high-performing Sales Development organization, setting the bar for talent, leadership expectations, and long-term succession planning
• Establish a data-driven growth engine, using performance analytics and continuous optimization to improve pipeline quality, conversion rates, and efficiency
• Create and sustain a culture of excellence, accountability, and operational rigor, aligning performance management, coaching frameworks, and standards across teams
• Design compensation, incentive, and recognition programs that drive consistent over-performance while aligning SDR behavior to revenue and pipeline priorities
• Develop future revenue leaders, implementing career paths, readiness frameworks, and promotion criteria
• Own SDR performance reporting and forecasting, defining KPIs, SLAs, and dashboards that provide clear visibility to executive leadership and inform strategic decisions
• Serve as a senior cross-functional partner to Marketing, Revenue Operations, and Sales Leadership to align demand generation, territory strategy, tooling, and process improvements

QUALIFICATIONS:

• 7+ years of sales / SDR leadership experience in a high-growth technology company
• Located in the San Francisco Bay Area and willing to commute to the office a minimum of 2x per week
• Deep understanding of modern SDR processes and tools such as Outreach, Gong, LinkedIn Sales Nav, 6sense, and Zoominfo. 
• Experience executing an outbound multichannel strategy
• Consistent track record of exceeding quota while both leading a team and as an individual contributor. 
• Strong analytical experience with experience managing pipeline goals and forecasting. 

PERKS & BENEFITS:

• We offer Cresta employees a variety of medical, dental, and vision plans, designed to fit you and your family’s needs.
• Flexible vacation time to promote a healthy work-life blend.
• Paid parental leave to support you and your family.
• Monthly Gym & Phone allowance
• Work from home office stipend to help you succeed in a remote environment.
• Lunches and dinners included for in-office employees via Grubhub