What are the responsibilities and job description for the Head of Sales Development position at Retool?
About Retool
Nearly every company in the world runs on custom software for critical operations like tracking performance metrics, handling customer support workflows, building admin dashboards, and countless other processes you might not have even thought of. But most companies don't have adequate resources to properly invest in these tools, leading to a lot of old and clunky internal software or, even worse, users still stuck in manual and spreadsheet flows.
At Retool, we’re building the first enterprise AppGen platform: software that transforms natural language into production-ready code, integrates directly with business data, and meets the highest standards of security and governance. AI is redefining what it means to build software—and who gets to build it. The definition of “developer” now includes analysts, operators, and domain experts creating solutions directly. As the pool of builders widens, so does the complexity of what they need to build. The opportunity is enormous, but so is the challenge of enabling this larger community to build production-grade software safely. That means AI that understands real business data, enforces enterprise policies automatically, and empowers teams to create once and reuse everywhere with shared, trusted components.
Over 100 million hours of work has been automated by developers and domain experts using our platform, freeing them to focus on creative problem-solving and strategic initiatives that drive real business value. The people closest to knowing what needs to be built can now safely create custom solutions within enterprise guardrails. And that's a mission worth striving for.
Let's build the future together!
Why We're Looking For You
We’re scaling fast and our go-to-market motions need to match the pace. Our customers span industries, geographies, and complex buying environments, and our AI-forward platform has expanded the opportunity set for strategic outbound and qualified inbound pipeline creation. We’re looking for a Director who can scale a global Sales Development function that supports enterprise-focused sales motions, improves pipeline predictability, and ensures our qualification engine is efficient, data-driven, and aligned to revenue outcomes.
Who You'll Work With
Reporting to our Sr. Director of Demand Generation and work closely with Sales, Marketing, Product Marketing, RevOps, and Customer Success to ensure Sales Development is aligned to account strategy, enterprise persona priorities, and forecasting expectations. You’ll collaborate deeply with Marketing on persona development and campaign integration, and with Sales on qualification standards, SLAs, multi-threading, and account orchestration. Success looks like a global function that is predictable, well-integrated, and viewed as a reliable contributor to revenue growth.
What You’ll Do
You’ll lead and scale global Sales Development across inbound qualification and outbound prospecting. You’ll oversee a distributed organization of Outbound BDRs and Inbound SDRs — including their managers — currently based in Salt Lake City and London. You’ll introduce structure, operational discipline, and repeatable processes for scale, refine playbooks for enterprise personas, and partner cross-functionally to improve conversion, predictability, and pipeline quality. You’ll also help define how the function leverages AI across research, targeting, personalization, prioritization, and workflow automation to increase both velocity and efficiency.
In This Role, You Will
Additional compensation in the form(s) of equity and/or commission are dependent on the position offered. Retool provides a comprehensive benefit plan, including medical, dental, vision, and 401(k). Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation or benefit plans.
The base pay range for this role is $213,213 – $263,445 per year.
Retool offers generous benefits to all employees and hybrid work location. For more information, please visit the benefits and perks section of our careers page!
Retool is currently set up to employ all roles in the US and specific roles in the UK. To find roles that can be employed in the UK, please refer to our careers page and review the indicated locations.
Nearly every company in the world runs on custom software for critical operations like tracking performance metrics, handling customer support workflows, building admin dashboards, and countless other processes you might not have even thought of. But most companies don't have adequate resources to properly invest in these tools, leading to a lot of old and clunky internal software or, even worse, users still stuck in manual and spreadsheet flows.
At Retool, we’re building the first enterprise AppGen platform: software that transforms natural language into production-ready code, integrates directly with business data, and meets the highest standards of security and governance. AI is redefining what it means to build software—and who gets to build it. The definition of “developer” now includes analysts, operators, and domain experts creating solutions directly. As the pool of builders widens, so does the complexity of what they need to build. The opportunity is enormous, but so is the challenge of enabling this larger community to build production-grade software safely. That means AI that understands real business data, enforces enterprise policies automatically, and empowers teams to create once and reuse everywhere with shared, trusted components.
Over 100 million hours of work has been automated by developers and domain experts using our platform, freeing them to focus on creative problem-solving and strategic initiatives that drive real business value. The people closest to knowing what needs to be built can now safely create custom solutions within enterprise guardrails. And that's a mission worth striving for.
Let's build the future together!
Why We're Looking For You
We’re scaling fast and our go-to-market motions need to match the pace. Our customers span industries, geographies, and complex buying environments, and our AI-forward platform has expanded the opportunity set for strategic outbound and qualified inbound pipeline creation. We’re looking for a Director who can scale a global Sales Development function that supports enterprise-focused sales motions, improves pipeline predictability, and ensures our qualification engine is efficient, data-driven, and aligned to revenue outcomes.
Who You'll Work With
Reporting to our Sr. Director of Demand Generation and work closely with Sales, Marketing, Product Marketing, RevOps, and Customer Success to ensure Sales Development is aligned to account strategy, enterprise persona priorities, and forecasting expectations. You’ll collaborate deeply with Marketing on persona development and campaign integration, and with Sales on qualification standards, SLAs, multi-threading, and account orchestration. Success looks like a global function that is predictable, well-integrated, and viewed as a reliable contributor to revenue growth.
What You’ll Do
You’ll lead and scale global Sales Development across inbound qualification and outbound prospecting. You’ll oversee a distributed organization of Outbound BDRs and Inbound SDRs — including their managers — currently based in Salt Lake City and London. You’ll introduce structure, operational discipline, and repeatable processes for scale, refine playbooks for enterprise personas, and partner cross-functionally to improve conversion, predictability, and pipeline quality. You’ll also help define how the function leverages AI across research, targeting, personalization, prioritization, and workflow automation to increase both velocity and efficiency.
In This Role, You Will
- Own the global inbound and outbound Sales Development strategy and deliver qualified pipeline aligned to revenue targets.
- Scale organizational design across regions, including management structure, coverage, hiring, and performance management.
- Develop and refine outbound playbooks, segmentation, and messaging — including AI-assisted research and workflow automation.
- Partner with Marketing, Sales, and RevOps on campaign integration, qualification criteria, forecasting, and funnel governance.
- Leverage data to identify conversion gaps, optimize productivity, and inform tool investments and resourcing decisions.
- Build leadership capability within the organization through effective coaching, feedback, and operational discipline.
- Represent Sales Development in executive forums and support GTM planning, reporting, and budget alignment.
- 5-7 years of experience in manager role leading BDR/SDR teams
- Experience leading and scaling global BDR/SDR teams supporting enterprise GTM motions.
- Proven ability to hire, develop, and retain high-performing managers and individual contributors.
- Strong operational rigor across funnel management, forecasting, and revenue reporting.
- Familiarity with AI-enabled GTM workflows (e.g., research, personalization, prioritization, automation).
- Effective collaborator with Sales, Marketing, and RevOps with executive-ready communication.
- Comfortable operating in a dynamic, high-growth environment with accountability and ownership expectations.
Additional compensation in the form(s) of equity and/or commission are dependent on the position offered. Retool provides a comprehensive benefit plan, including medical, dental, vision, and 401(k). Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation or benefit plans.
The base pay range for this role is $213,213 – $263,445 per year.
Retool offers generous benefits to all employees and hybrid work location. For more information, please visit the benefits and perks section of our careers page!
Retool is currently set up to employ all roles in the US and specific roles in the UK. To find roles that can be employed in the UK, please refer to our careers page and review the indicated locations.
Salary : $213,213 - $263,445