Director,  Sales Development 

We are searching for a Director of Sales Development to scale Andela’s inside sales organization. This leader will directly oversee managers and individual contributors across Austin and New York City. This is a role for highly experienced sales leaders, accustomed to building sales organizations at scale.

The Director will set team goals, motivate and develop team members, and work closely with other senior leaders across Sales, Marketing, Operations, and Partner Experience. This person will drive strategy and communication for the fastest growing division of the sales organization. The right candidate has expertise with Mid-Market & Enterprise playbooks, particularly connection points between sales, product marketing and revenue operations. As a key leader on the Sales Leadership team, the Director of Sales Development will have a critical impact to the inner workings of our rapidly growing sales organization, and the strategies, processes and systems that support its growth. The ability to execute data-driven strategies and influence leadership is very important in this role.

Key Responsibilities: (included but not limited to)  

  • Work closely with senior leadership across Sales, Product Marketing, RevOps and Partner Experience to execute go-to-market strategy for outbound pipeline generation and inbound lead management
  • Coach and hire a team of managers who, in turn, will build high-performing sales development teams that have a defined career path
  • Define critical drivers of success and design playbooks to increase overall effectiveness and efficiency of the team
  • Create appropriate activity KPIs for the sales development organization
  • Utilize quantitative methods to measure, manage, and optimize efforts and allocation of resources
  • Partner with Product Marketing on rapid experimentation and evolution in the way we prospect with prospective clients to drive awareness and net new meetings
  • Help build a fun, high-energy environment where people love coming to work
  • Sales planning and forecast management against monthly and quarterly goals
  • Performance management of sales reps and management



  • At least 3+ years of second-line management experience
  • At least 5+ years of experience in building & scaling outbound sales development or inside sales teams of greater than 50 team members
  • Desire to lead, coach, and develop others around you. You have a passion for developing talent and coaching a team to success
  • Strong communication skills - this role will require consistent communication with leaders across Andela’s sales, marketing, partner experience and revenue operations organizations
  • Ability to adapt easily to a rapidly-changing environment
  • Experience and expertise using Salesforce, Salesloft and other technologies
  • Willingness to travel to other office locations 

KPIs (monthly, quarterly)

  • NNM (net new meeting) completed per month total and % to goal
  • Opportunities Created per month total and % to goal, % IPP (ideal partner profile)
  • MRR Booked quarterly total and % to goal, % IPP
  • % of Quota Attainment per rep

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