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Clearwater · 5 days ago

Director, Sales Development

Nashville, TN

Full-time

Onsite

Director/Executive

$170K/yr - $200K/yr

8+ years exp

Clearwater is seeking a Director of Sales Development to build, lead, and scale their Sales Development Representative (SDR) function. This role involves developing a scalable playbook for SDRs, overseeing team performance, and driving pipeline generation in a complex enterprise consulting and cloud solutions environment.

ComputerHealth CareNetwork SecuritySoftware

Growth Opportunities

Responsibilities

Build and implement a repeatable, scalable SDR playbook covering outbound, inbound, sequencing, messaging, qualification, and handoff to AEs and AMs

Define SDR team structure, workflows, KPIs, weekly operating cadence, and performance expectations

Create vertical-specific outbound motions for IDN, PPMG, HCIT, and DIB market segments

Partner with CSO and SalesOps to design the metrics and dashboards used to track SDR productivity, meeting quality, and pipeline conversion

Hire, onboard, train, and develop a high-performing team of entry-level SDRs (5–6 initially; 10–12 by late 2026)

Provide daily coaching, call shadowing, hands-on mentoring, and performance reviews to accelerate ramp time and build consultative outbound muscle

Promote a culture of accountability, professionalism, and continuous improvement

Train new SDRs and work to continuously improve the skills of the existing team members

Set and communicate clear and achievable targets/goals for the SDR team, aligning their efforts with Clearwater’s overall sales and revenue objectives

Identify high-potential talent and create clear development paths (SDR ? ISR ? AE/AM)

Own the SDR pipeline contribution goal in partnership with the CSO

Oversee outbound prospecting, inbound qualification, and account research functions

Analyze performance metrics and optimize processes to meet team targets

Ensure SDRs achieve targets for meetings set SQL creation, opportunity conversion, and pipeline generated

Establish quality thresholds so SDR meetings translate into meaningful, revenue producing opportunities

Optimize SDR-to-AE ratio as the team scales (initial target: 0.5 SDR per AE; long-term: 1:1)

Lead adoption and best-practice usage of Salesforce, ZoomInfo, and SalesLoft

Integrate AI tools (including corporate ChatGPT) into SDR workflows to enhance personalization and productivity

Partner with Marketing and RevOps on potential rollout of intent-data platforms (e.g., Bombora, 6sense)

Define and enforce data hygiene standards to maintain accuracy across CRM and sequencing systems

Act as the primary liaison between SDRs, AEs, AMs, Marketing, and Sales Ops

Work closely with Marketing to align outbound sequences with campaigns, events, content, and ICP messaging

Partner with Sales Ops to build accurate reporting, territory models, and attribution frameworks

Create smooth handoff processes to ensure qualified meetings turn into real pipeline

Track SDR performance metrics including meetings per rep per month, SQL-to-opportunity conversion, opportunity acceptance rate, pipeline generated per SDR, SDR ramp and time-to-productivity

Provide weekly, monthly, and quarterly reporting to Sales and Executive Leadership

Qualification

Sales Development StrategyBuilding SDR TeamsSalesforcePipeline GenerationCoachingAI IntegrationPerformance MetricsLeadershipAnalytical SkillsCommunication SkillsTeam Collaboration

Required

8–12+ years of experience in Sales Development, Demand Generation, or inside sales functions

Minimum 3+ years building an SDR function from the ground up (not just managing an existing team)

Proven success generating high-quality pipeline for complex, multi-stakeholder B2B services or cloud solutions

Strong experience recruiting, developing, and retaining early-career SDR talent

Deep familiarity with Salesforce, ZoomInfo, and SalesLoft

Demonstrated ability to drive alignment between SDRs, Marketing, and Sales teams

Exceptional coaching and leadership ability; passionate about developing early-career sellers and leading high performing teams

Strong operational and analytical skills with the ability to design, implement, and measure performance systems

Deep understanding of top-of-funnel best practices, outbound strategy, sequencing, and messaging

Executive presence with ability to influence cross-functional leaders and collaborate effectively

Strong communicator with structured thinking and attention to detail

Ability to thrive in a structured, enterprise environment that is fast-moving and growth-oriented

Ability to embrace Clearwater's CLEAR core values (Commitment to Client Success, Lead with Accountability, Integrity & Collaboration, Excellence in All That We Do, Advance Colleague Success, Respect & Transparency) and culture

Preferred

Experience integrating AI tools and/or intent platforms into outbound workflows preferred

Experience in regulated or complex industries (healthcare, HCIT, cybersecurity, DIB, consulting) strongly preferred

Bachelor's degree preferred

Benefits

401(k) plan

Medical, dental, vision, life and disability insurances

Flexible paid time off

11 paid holidays

Paid sick time

Company

Clearwater

Clearwater serves a diverse and growing base of customers across the healthcare ecosystem, including several of the nation’s largest health systems as well as a large universe of regional hospitals, physician practice management groups, digital health and other healthcare technology companies, medical device manufacturers, and business service providers.

Founded in 2010

Nashville, Tennessee, USA

201-500 employees