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Articulate · 7 hours ago

Senior Director, Sales & Business Development

United States

Full-time

Remote

Lead/Staff, Director/Executive

$152K/yr - $228K/yr

5+ years exp

Articulate Global, LLC is the leading SaaS provider of creator platforms for online workplace training, and they are seeking a Senior Director, Sales & Business Development. In this role, you will lead and optimize teams responsible for generating qualified sales pipelines through both inbound and outbound efforts, focusing on strategy and performance to drive growth.

E-LearningEdTechEducationSoftwareTraining

Growth Opportunities

No H1B

Responsibilities

Architect & own charter, coverage, and operating playbooks for inbound SDRs and outbound BDRs; evaluate and evolve team structure (separate vs. blended) based on performance data and GTM strategy

Lead the transformation of reactive inbound handling into a proactive, integrated inbound + outbound engine tied to ICP and segment priorities

Directly lead a blended team of individual contributors and one front-line manager, with accountability for building future leadership capacity as the function scales

Serve as senior escalation point for complex prospect situations and pipeline-critical blockers, ensuring alignment with broader revenue strategy and business goals..Own responsive, high-quality coverage of inbound interest across phone, chat, email and other emerging channels; continuously improve speed-to-lead, qualification depth, and conversion to sales-accepted opportunities

Build and optimize targeted outbound programs (cold calling, email sequences, and social/LinkedIn engagement) to create net-new pipeline from ICP accounts; ensure disciplined cadence execution

Define and manage KPIs (response SLAs, conversation/meeting rates, SAL→SQL conversion, pipeline created, forecast quality); maintain transparent dashboards for stakeholders

Partner with Revenue Operations and Sales Enablement on onboarding, training, sales assets, territory design, equitable goals/comp plans, and tooling adoption

Implement and refine processes that maximize productivity and improve handoff quality to closing teams; enforce CRM hygiene

Ensure rigorous opportunity qualification (e.g., BANT) across inbound; encourage advanced methodologies (e.g., MEDDPICC/Challenger) where appropriate

Drive effective use of CRM and sales engagement tools (Salesforce, Outreach/Salesloft, ZoomInfo); evaluate and adopt best-in-class technologies

Forecast pipeline contribution by segment/region; communicate insights, risks, and remediation plans to executive stakeholders

Partner tightly with Marketing on MQL definitions, lead routing rules, campaign feedback, and experiments to raise conversion rates

Foster and scale a human-centered, inclusive culture; recognize performance, maintain high morale, and improve retention

Meet and exceed pipeline targets; continuously identify opportunities to improve efficiency, quality, and scale

Qualification

Sales pipeline generationCRM proficiencyKPI managementChange managementSales enablementData analysisTeam leadershipExecutive communicationHuman-centered cultureProcess optimizationSaaS backgroundMEDDPICC knowledgeBANT qualification