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Pearl · 2 days ago

Sales Development Representative Director

Lehi, UT

Full-time

Onsite

Lead/Staff, Director/Executive

5+ years exp

Pearl is shaping the future of dentistry with AI solutions for dental imagery. They are seeking a hands-on SDR Director to own and scale their Sales Development function, responsible for building a high-performing SDR organization and driving performance across various sales strategies.

Artificial Intelligence (AI)DentalHealth CareHealth DiagnosticsMedicalMedical DeviceSoftware

Responsibilities

Own SDR strategy and results

Define the vision, strategy, and operating model for the SDR organization

Own team targets for completed demos, qualified opportunities, and sourced pipeline

Build and iterate on segmentation (inbound, outbound, partner, strategic accounts)

Hire, onboard, and develop SDR Managers and SDRs

Run a high-accountability, high-support culture grounded in clear expectations and coaching

Implement career paths (SDR 1–3, SDR-to-AE path) and promotion frameworks in partnership with Sales leadership and People Ops

Establish and manage daily/weekly activity and performance KPIs (dials, sets, demos completed, conversion rates)

Build and standardize call reviews, coaching rhythms, and performance improvement plans

Ensure consistent execution of sequences, talk tracks, and qualification frameworks

Own SDR workflows in our CRM (e.g., HubSpot) and sales engagement tools

Partner with RevOps to build dashboards, reporting, and capacity models for headcount planning

Continuously test and refine outreach strategies, cadences, and messaging

Work closely with Marketing on MQL definitions, handoff SLAs, and campaign follow-up

Partner with AEs and Sales Managers to ensure tight alignment on ICP, qualification criteria, and demo quality

Collaborate with Channel/Partnerships teams to support partner-sourced demand and co-selling motions

Own monthly and quarterly SDR forecasts for demos, opportunities, and pipeline

Build hiring plans, ramp timelines, and coverage models to support revenue goals

Present performance, insights, and recommendations to Sales and Executive leadership

Qualification

B2B SaaS salesSDR team leadershipSales strategy developmentCRM proficiencyData-driven decision makingPeople leadershipProcess-orientedCoaching skillsFast-paced adaptability