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Sectigo · 5 hours ago

Director, Global Sales Development

Scottsdale, AZ

Full-time

Onsite

Lead/Staff, Director/Executive

5+ years exp

Sectigo is the most innovative provider of certificate lifecycle management (CLM), delivering comprehensive solutions that secure human and machine identities for the world’s largest brands. The Director, Global Sales Development is responsible for leading Sectigo’s Sales Development Representative (SDR) organization worldwide, focusing on building and scaling global SDR programs to drive measurable outcomes aligned with enterprise growth goals.

Computer Software

Responsibilities

Lead hiring, onboarding, and career development of a global BDR team exceeding 25 reps besides our SDR Managers

Foster a high-performance, feedback-driven culture with a focus on coaching, development, and accountability

Own performance management and career pathing for team members, promoting internal growth into AE roles and channel inside sales roles

Drive execution of outbound prospecting strategies, ensuring coverage across ICP personas, key verticals, and Tier 1 accounts

Align closely with Marketing and Sales to convert MQLs into qualified opportunities using a clearly defined SAL/SQL framework

Drive conversions to POC stage through strong collaboration with AEs and upsell / cross-sell / nurture activities

Oversee SDR engagement with select enterprise channel partners

Build and monitor outbound sequences leveraging buyer intent data, competitive triggers, and account engagement signals

Own SDR metrics and reporting infrastructure in Salesforce. Ensure accurate CRM hygiene and forecastable activity

Partner with Marketing and Operations to continually optimize lead routing, territory alignment, and reporting accuracy

Use KPIs (activity, conversion, pipeline contribution) to identify coaching opportunities and forecast attainment weekly, monthly, and quarterly

Serve as the connective tissue between Marketing, Sales, and Product to ensure feedback loops, alignment on messaging, and campaign execution

Partner with Enablement and Sales Leadership to continuously improve call scripts, objection handling, persona targeting, and conversion tactics

Champion feedback from the field to refine messaging and surface market intelligence

Lead global rollout of new prospecting tools and methodologies

Evaluate and deploy new technologies to improve rep productivity and pipeline quality

Drive strategic campaigns aligned to market events, competitor shifts, or new product launches

Influence SDR compensation strategy by providing data-backed insights and performance feedback to help shape incentive structures that drive desired behaviors and outcomes

Additional tasks associated with this position may be assigned in response to company initiatives and business needs

Qualification

SDR/BDR leadershipSalesforceSaaS industry experienceSales qualification methodologiesOutreach toolsAnalytical skillsCoaching skillsCommunication skillsTeam player

Required

BA or BS degree in Marketing, Business Administration or relevant field or equivalent work experience is strongly preferred

Minimum of 5+ years of in a SDR/BDR leadership capacity, with experience managing global or multi-region teams

Demonstrated success in hiring, developing, and promoting high-performing SDRs

Proven track record in scaling outbound programs and contributing pipeline to enterprise sales teams

Exceptional communication, coaching, and analytical skills

Excellent analytical & problem-solving skills and a great Team player

Able to balance strategic thinking with tactical execution

Preferred

Experience working in the SaaS industry especially cybersecurity is strongly preferred

Strong leadership skills with the ability to lead by influence and persuasion in all interactions for prioritizing and executing deals in a disciplined manner

Deep expertise in Salesforce, outreach tools (Salesloft, Sales Navigator), and data platforms (ZoomInfo)

Experience with agentic SDR tools a plus

Strong command of sales qualification methodologies (e.g., MEDDPICC, SPIN, Sandler)