Director, Sales Development

SUMMARY

The Director of Sales Development will architect and execute a world-class sales development strategy that aligns with MasterControl's aggressive growth objectives. This executive will lead a global team of SDRs and ADRs, optimizing the conversion of marketing-generated leads into qualified sales opportunities and outbound account development.

RESPONSIBILITIES

Leadership:

• Develop and implement a comprehensive sales development strategy that maximizes the efficiency of our demand generation efforts.
• Collaborate with sales executives to align sales development initiatives with overarching sales goals
• Drive innovation in lead qualification and opportunity creation processes
• Build and lead a high-performing, globally distributed team of SDRs
• Implement best-in-class training and development programs to cultivate top talent
• Design and execute performance management systems that drive accountability and results
  
  

Analytics and Optimization:

• Leverage advanced analytics to continuously refine lead-scoring models and qualification criteria
• Develop and monitor key performance indicators (KPIs) to measure team effectiveness and ROI
• Utilize data-driven insights to optimize SDR productivity and lead conversion rates
  
  

Cross-functional Collaboration:

• Partner with Marketing to ensure seamless alignment between demand generation and sales development efforts
• Work closely with Sales leadership to optimize the handoff of qualified opportunities
• Engage with Product and Customer Success teams to maintain a deep understanding of our value proposition and customer needs
  
  

QUALIFICATIONS

• 10 years of progressive experience in sales development or related fields, with at least 5 years in senior leadership roles
• Proven track record of scaling global SDR teams and significantly improving lead-to-opportunity conversion rates
• Exceptional analytical skills with a data-driven approach to decision-making
• Demonstrated ability to develop and implement innovative sales development strategies
• Strong understanding of CRM systems, sales automation tools, and marketing technology stacks (SFDC, ShowPad, SalesLoft)
• Outstanding communication and interpersonal skills, with the ability to influence at all levels of the organization
• Global mindset with experience managing diverse, geographically dispersed teams
• Proven ability to meet and exceed performance targets (Pipeline Create and Closed Won)
• Proven track record of talent performance management (i.e. Proven ability to develop talent to AEs and AMs)
• Comp plan design expertise
• Proven experience with inbound and outbound execution including Account-Based Marketing (ABM)
  
  

THIS POSITION IS LOCATED IN SALT LAKE CITY, UT.

PHYSICAL DEMANDS AND WORKING CONDITIONS

• Ability to operate a computer and work at a desk for extended periods of time
• Ability to communicate effectively in writing, in person, over the telephone and in e-mail
• Ability to work occasional overtime and travel, depending on the organization's needs
  
  

MasterControl is an Equal Opportunity Employer. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact MCTalent@MasterControl.com or call (801) 942-4000 and ask to speak with a member of Human Resources.

Equal Opportunity Employer, including disability and protected veteran status.