Director of Global Sales Development

Grow with us!

• This role is a hybrid position with the expectation to work onsite (2) two days a week in the Ericsson office located in either Plano, Texas or in Boise, Idaho and relocation is not offered for this position.
• Ericsson Enterprise Wireless Solutions Inc. does not sponsor US work authorizations for this job position including H-1B, O-1, and TN. Ericsson also does not hire F-1’s working on EAD for this position.
  
  

The Director of Global Sales Development is responsible for leading and scaling a global team of approximately 15 Business Development Representatives (BDRs) who generate qualified meetings, sales-accepted opportunities (SAOs), and early-stage pipeline for the global Sales organization. This leader will develop and execute a cohesive global strategy for inbound and outbound prospecting, align closely with Ericsson Enterprise Wireless Marketing and Sales leadership, and drive operational excellence across all aspects of the BDR motion.

What you will do:

Team Leadership & Strategic Direction

• Lead, mentor, and develop a global Business Development team, including team leads and individual contributors.
• Contribute to the global strategy for pipeline generation, covering inbound, outbound, and target-account motions aligned with Marketing campaigns and Sales/GTM strategies.
• Establish a high-performance culture grounded in accountability, coaching, and professional development.
• Develop career growth frameworks and readiness programs to promote individuals within the department and/or for roles in Sales or Marketing roles across the company.
  
  

Pipeline Generation & Performance Management

• Own the BDR organization’s core success metrics: qualified meetings booked, SAOs delivered, and pipeline created.
• Build repeatable systems and processes that improve outreach quality, booking-to-SAO conversion rates, and handoff efficiency.
• Monitor and analyze daily/weekly KPIs, productivity trends, conversion metrics, and territory coverage to ensure global consistency and performance.
• Optimize resourcing across regions (Americas, EMEA, APAC).
  
  

Operational Excellence & Process Optimization

• Partner with Sales Operations and Regional Sales Leaders to ensure tight alignment on qualification criteria and territory assignment.
• Standardize outbounding, including messaging & call guides, and sequence structures.
• Collaborate with Marketing Operations to refine lead scoring, routing, SLAs, and scalable follow-up processes.
• Oversee adoption and best practices for BDR tech stack tools with a focus on leveraging AI.
  
  

Cross-Functional Collaboration

• Work closely with Growth Marketing to align on campaign strategy, persona development, messaging, and lead prioritization.
• Provide feedback loops to Demand Generation, Product Marketing, and Regional Field Marketing.
• Represent the BDR function across GTM planning, QBRs, pipeline reviews, and cross-functional initiatives.
  
  

Training, Enablement & Global Readiness

• Lead global onboarding and ongoing training for BDRs.
• Partner with Sales Enablement to build continuous alignment/best-practice programs with Sales.
• Ensure consistent delivery of high-quality meeting preparation and qualification standards.
  
  

Reporting & Insights

• Deliver executive-ready summary reporting.
• Use data-driven insights to recommend changes in campaigns, targeting, hiring plans, and GTM strategy.
  
  

The skills you bring:

Experience

• 10 years of experience in Business Development roles within B2B technology.
• 5 years leading global BDR/SDR teams.
• Experience in networking equipment or related infrastructure technology preferred.
• Proven success meeting or exceeding meeting, SAO, and pipeline targets.
  
  

Skills & Competencies

• Strong leadership and coaching capabilities.
• Strong operational acumen and funnel-analysis skills.
• Deep knowledge of modern BDR tech stacks.
• Excellent communication and collaboration skills.
  
  

Education

• Bachelor’s degree required.