Tropic · 9 hours ago
Director of Business Development
United States
Full-time
Remote
Director/Executive
$135K/yr - $135K/yr
7+ years expTropic is an innovative company providing AI-powered Procurement Intelligence solutions to help organizations manage their spending effectively. They are seeking a Director of Business Development to lead and enhance the performance of the Sales Development Representative (SDR) team through coaching, strategy execution, and alignment with Sales and Marketing teams.
MarketingProcurementSaaSSoftware
Responsibilities
Lead the team to consistent attainment (player-coach leadership)
Manage, mentor, and motivate a team of SDRs while maintaining a high bar for performance and professionalism
Provide daily coaching and development through weekly 1:1s, call reviews, live coaching, shadow sessions, enablement sessions, and role plays
Coach across the full SDR skill set: multichannel tactics, discovery/qualification, objection handling, meeting quality, and crisp handoffs to AEs
Step in as a player-coach when needed. Eg. jumping into outreach, calls, messaging workshops, and deal team alignment to raise the bar
Own inbound + outbound strategy and execution
Own SDR performance across inbound and outbound motions, ensuring we convert demand efficiently and create net-new pipeline
Build and continuously improve the inbound operating system: speed-to-lead, routing/coverage, SLAs, qualification standards, meeting quality, and conversion rates
Develop repeatable outbound plays by ICP segment/persona: account selection, messaging pillars, sequencing, channel mix, and consistent execution
Balance team capacity across inbound/outbound so inbound doesn’t cannibalize outbound focus (and vice versa)
Drive alignment with Sales + Marketing to improve pipeline quality
Work closely with Sales leadership, sales managers, and AEs to ensure alignment on account coverage, target personas, opportunity quality, and SDR → AE handoff
Create tight feedback loops on meeting quality and conversion, and implement changes to improve acceptance rates and downstream performance
Partner with Marketing on campaigns, content, and insights to strengthen SDR messaging and improve conversion across inbound and outbound channels
Build the SDR operating rhythm (metrics, forecasting, optimization)
Set and communicate weekly and monthly goals, track progress, and create clarity on performance drivers (inputs → conversion → outputs)
Forecast where the SDR team will land, communicate performance trends to Sales and Marketing leadership, and proactively flag risks
Identify areas of optimization (messaging, segments, routing, sequences, coaching gaps) and take action quickly to improve results
Build and improve onboarding and enablement programs that ramp reps faster and create consistent execution
Build a high-performance culture
Hire, develop, and retain high-performing SDR talent; create a culture of learning, accountability, and crisp execution
Keep the team motivated and focused on goals through strong leadership, clear expectations, and recognition tied to outcomes
Become an essential part of Revenue Leadership at Tropic and help shape how we go-to-market
Qualification
Required
7+ years of B2B sales/sales development experience, including 3+ years leading SDR teams (Sr. Manager/Director scope preferred)
Proven ability to drive SDR attainment and pipeline outcomes across inbound and outbound motions
Direct sales experience and comfortable coaching live, running call reviews, improving messaging, and stepping in tactically when needed
Experience hiring, training, and enabling reps for success, with a clear philosophy for onboarding and continuous development
Strong analytical and operational rigor: you use metrics to diagnose performance and you take action fast
Passion for Sales Development and building high-performing teams
Preferred
Experience With Gong Engage, Nooks, Clay, Salesforce
Benefits
Commission
Incentive pay
Incentive stock options
Benefits
Company
Tropic
Tropic is a software platform that offers full-service procurement solutions for tech-forward companies.
201-500 employees
Funding
Current Stage
Growth StageTotal Funding
$67.1MKey Investors
Insight PartnersCanaan PartnersFounder Collective
2022-02-15Series B· $40M
2021-08-16Series A· $25M
2020-04-08Seed· $2.1M
Leadership Team
Dave Campbell
CEO & Co-Founder
Justin Etkin
Co-founder and COO
Recent News
Company data provided by crunchbase