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Instructure · 16 hours ago

Senior Director, Sales Development (SDRs)

United States

Full-time

Remote

Director/Executive

10+ years exp

Instructure is committed to enhancing people's lives through intuitive learning products. They are seeking a Senior Director of Global Sales Development to lead the strategy and execution of their global Sales Development organization, focusing on pipeline generation and team performance.

Cloud ManagementEdTechEducationInformation TechnologySaaS

Responsibilities

Set and Execute Global Strategy: Define and execute the comprehensive global Sales Development strategy, ensuring alignment across multiple product lines, complex sales cycles, and target customer segments

Predictable Pipeline Generation: Deliver against quarterly and annual pipeline generation targets, focusing on improving the predictability and conversion rates of qualified opportunities (SQOs) into closed-won business

Optimize Sales Playbook: Own the SDR outreach methodology, continuously developing and refining high-impact outbound sales plays, personalization tactics, and sequencing strategies to penetrate target accounts effectively

Manage Managers & Scale: Provide executive leadership and mentorship to the management team within the 40-person SDR organization, ensuring leadership consistency and execution alignment across all geographies

Implement Standardization: Establish and enforce scalable processes, uniform KPIs, and disciplined forecasting methodologies to drive efficiency across the global team

Data-Driven Performance: Champion data fluency, leveraging advanced analytics to inform outreach strategy, optimize resource allocation, and drive continuous improvement in qualification and conversion metrics

Tech Stack Optimization: Own the adoption, utilization, and optimization of the core sales technology stack, including sales engagement platforms (Outreach), account-based orchestration tools (6sense, Demandbase), and CRM systems, ensuring maximum SDR productivity and accurate data integrity

Coaching & Career Pathing: Build a high-performance culture that prioritizes daily coaching and enablement. Ensure clear, motivating pathways for career growth from SDR to management and into Account Executive roles

Go-to-Market Partnership: Partner closely with Marketing, Sales, and RevOps to ensure seamless handoff processes, consistent messaging, and aligned go-to-market strategies that accelerate revenue across the entire organization

Qualification

Sales LeadershipPipeline GenerationSales Technology OptimizationB2B Sales DevelopmentData-Driven PerformanceGlobal LeadershipChange ManagementCoaching SkillsExecutive PresenceInfluenceSaaS ExperienceCommunication Skills

Required

10+ years of sales leadership experience, including significant, verifiable experience leading B2B Sales Development/Lead Generation organizations of 40+ team members or more

Proven success managing a team of managers and scaling multi-product, multi-cycle, inbound and outbound SDR teams in B2B environments

Deep expertise in developing and executing high-velocity and strategic outbound and inbound Sales Development motions to identify and qualify target customer profiles

Hands-on experience implementing, administering, and optimizing sales engagement platforms (Outreach, Salesloft), ABM tools (Demandbase, 6sense), and CRM systems (Salesforce)

Extensive experience managing geographically distributed teams across multiple regions and time zones, with a strong emphasis on global alignment and local market nuance

Exceptional communication, executive presence, influence, and change management skills

Preferred

SaaS or Enterprise technology industry experience is strongly preferred

Benefits

Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success.

Flexible schedules and a remote-friendly culture, with hybrid or onsite work options available in some regions for specific roles

Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs.

Comprehensive wellness programs and mental health support

Annual learning and development stipends to support your growth

The technology and tools you need to do your best work — typically a Mac, with PC options available in some locations

Motivosity employee recognition program

A culture rooted in inclusivity, support, and meaningful connection