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Escalon Services · 1 month ago

Director of Sales Development

United States

Full-time

Remote

Director/Executive

$140K/yr - $150K/yr

Escalon Services is a high-performance, audience-first Connected TV demand-side platform that helps advertisers reach their audiences with precision targeting. The Director of Sales Development will design, manage, and scale external SDR programs, ensuring high-quality pipeline delivery and enhancing internal sales team capabilities through training and enablement.

Accounting

Responsibilities

Own external SDR vendor relationships

Define and scale the scope for external SDR partners, including coverage model, SLAs, and qualification standards

Onboard and manage outsourced SDR vendors; negotiate scopes, expectations, and performance targets

Build and maintain governance rituals (QBRs, weekly performance reviews, playbook updates) with vendors

Ensure clear handoffs and feedback loops between vendors, internal sales teams, and marketing

Translate the ICP, positioning, and messaging into clear guidance for SDR vendors, and ensure they stay current on how we speak about the brand, our products, and our target customers

Design the SDR operating system

Stand up and continuously refine the prospecting motion, sequences, and data flows in HubSpot and related tools

Own lead routing and ensure leads are consistently and accurately distributed to the right reps and teams

Maintain the enablement layer: ICP, personas, messaging, talk tracks, objection handling, and QA standards used by vendors and internal teams

Instrument dashboards and reporting that make SDR performance, pipeline contribution, and ROI unambiguous

Partner with leadership on future resourcing decisions (additional vendors, hybrid internal SDR roles, etc.) based on validated learnings

Train and enable internal sales teams on prospecting

Develop and deliver training programs for AEs and other sales roles on outbound prospecting best practices

Run live training, call reviews, and coaching sessions focused on list building, outreach quality, and conversion

Create repeatable assets: playbooks, templates, checklists, and micro-trainings that help reps adopt and sustain strong prospecting habits

Partner with Sales Leadership and Sales Ops/Enablement to embed prospecting expectations into onboarding and ongoing education

Partner across the org

Work closely with Sales Leadership, Sales Ops, and Marketing to align targets, territories, handoffs, and reporting

Collaborate with Marketing on campaign alignment, list strategy, and messaging

Share market and field intelligence from SDR activity to refine GTM strategy

Qualification

SDR managementHubSpot CRMOutbound prospectingDigital advertisingSales enablementTraining developmentData analysisCommunication skillsTeam collaboration

Required

Proven success as a high-performing SDR or BDR (top-tier performance against outbound and meeting targets)

Experience managing SDRs, SDR teams, or SDR training

Experience with outbound engines, ideally in digital advertising, AdTech, media, or adjacent B2B domains

Deep practical fluency with HubSpot CRM and sales engagement, plus prospecting and enrichment tools such as Media Radar, Apollo, Sales Navigator, and ZoomInfo or similar

Demonstrated ability to translate ambitious growth goals into concrete operating cadences, KPIs, and dashboards

Strong enablement skill set: can break down effective prospecting into teachable frameworks, content, and coaching

Excellent written and verbal communication; crafts compelling messaging and can drive alignment across sales, marketing, and vendors

Familiarity with CTV, programmatic, or digital media buying cycles and agency/brand dynamics