Sales Development Leader

The role

You will lead and scale the Sales Development team by managing SDRs and owning pipeline generation strategy. You will develop outbound approaches, build the SDR operating system, and partner with GTM teams to build a world-class pipeline engine.

What you will do

• Directly manage and coach the SDR team through call reviews and outreach feedback
• Own SDR-sourced pipeline and funnel performance
• Build and maintain account prioritization, coverage, and segmentation
• Develop creative outbound prospecting approaches across multiple channels
• Own playbooks, processes, tooling, and operating rhythms
• Build technical and sales enablement for the team
• Use data to diagnose performance and improve the funnel
• Partner with Account Executives, Sales leadership, Marketing, and Revenue Operations
• Manage the SDR talent lifecycle including hiring, onboarding, and performance management
• Determine future team structure, hiring plans, and management layers

Required qualifications

• Significant experience leading Sales Development or Business Development teams in B2B software
• Track record of building teams that generate high-quality pipeline
• Experience directly managing and developing SDRs
• Experience scaling a Sales Development organization through growth
• Experience hiring, onboarding, developing, and performance-managing SDR teams
• Track record of developing SDRs into Account Executives or other GTM roles
• Strong analytical instincts to diagnose funnel performance using data
• Experience partnering with Account Executives, Sales leadership, Marketing, and Revenue Operations
• High standards and strong communication skills
• Ability to become fluent in a technical product

Nice to have

• Led Sales Development at a technical, developer-focused, AI, data, infrastructure, or platform software company
• Built successful outbound motions targeting technical buyers and large organizations
• Helped an SDR organization move toward account-based pipeline generation
• Built technical enablement programs for credible communication with sophisticated buyers
• Built a strong SDR-to-AE promotion engine
• Helped establish or grow a sales office or GTM hub

About the company

Roboflow is on a mission to give software the sense of sight. Their platform helps developers and organizations build, deploy, and manage computer vision applications.