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Job Category
SalesJob Details
About Salesforce
Salesforce is the #1 AI CRM, where humans with agents drive customer success together. Here, ambition meets action. Tech meets trust. And innovation isn’t a buzzword — it’s a way of life. The world of work as we know it is changing and we're looking for Trailblazers who are passionate about bettering business and the world through AI, driving innovation, and keeping Salesforce's core values at the heart of it all.
Ready to level-up your career at the company leading workforce transformation in the agentic era? You’re in the right place! Agentforce is the future of AI, and you are the future of Salesforce.
Role Overview
The Sales Development Director will be responsible for leading, coaching, and developing a high-performing global or regional Sales Development (SDR/BDR) organization. This strategic role requires a seasoned leader to manage our pipeline generation engine, drive operational efficiency, and ensure alignment with Sales and Marketing objectives. The Director will directly manage a team of Managers, ensuring the consistency, quality, and effectiveness of all outbound and inbound lead generation activities.
Key Responsibilities
1. Leadership and People Management (Team of 4 Managers)
Direct Management: Directly manage and mentor four (4) Sales Development Managers, each leading a team of 7-8 BDRs/SDRs. (Total oversight of 28-32 Business Development Representatives).
Talent Development: Implement and manage a robust coaching program focused on prospecting skills, vertical knowledge, product expertise, and career pathing for Managers and BDRs.
Recruitment & Retention: Partner with HR and Recruiting to attract, hire, and onboard top-tier Sales Development talent, ensuring a low attrition rate and strong team culture.
Performance Management: Conduct regular 1:1 meetings, performance reviews, and implement performance improvement plans (PIPs) as needed, fostering a culture of accountability and excellence.
2. Strategy and Operations
Go-to-Market Strategy: Design and execute the regional BDR strategy, including market segmentation, account prioritization, and targeting based on ideal customer profiles (ICP).
Process Optimization: Continuously evaluate and optimize the entire BDR operational workflow, including territory planning, lead qualification criteria (e.g., MEDDPICC, BANT), and hand-off processes to the Account Executive (AE) teams.
Incentive Design: Work with Sales Leadership to design compensation plans and SPIFFs that motivate high performance, align with company goals, and drive consistent pipeline growth.
3. Performance and Reporting
Pipeline Generation: Own the team's monthly and quarterly quota for qualified meetings, pipeline creation, and revenue influence.
Forecasting & Analysis: Provide accurate weekly and monthly forecasts for qualified opportunities generated. Analyze key performance indicators (KPIs) such as conversion rates, call activity, email metrics, and average opportunity value.
Cross-functional Alignment: Serve as the primary liaison between Sales, Marketing, and Operations teams to ensure a seamless lead-to-opportunity process and consistent messaging across all channels. Collaborates with other operational units to identify best practice sharing and paths to innovation
Training & Enablement: Collaborate with Sales Enablement to design and deliver onboarding and ongoing training programs covering messaging, objection handling, product knowledge, and competitive positioning.
Required Qualifications
Experience: 7+ years of Sales experience, with a minimum of 3-5 years of direct management experience leading Account executives and or Business development representatives
Scale Management: Proven track record of managing an organization of 25+ Sales Development Representatives across multiple territories or segments and/or demonstrated impact on complex projects across multiple countries/teams
Leadership Acumen: Demonstrated ability to coach Managers and Account Executives effectively, drive results through others, and build a positive, high-energy sales culture.
Operational Excellence: Deep expertise in sales development technology, best practices for outbound prospecting, and pipeline reporting within a complex CRM environment (e.g., Salesforce).
Communication: strong communication skills to be able to navigate in ambiguous situations
Fluent in English and French.
Education: Bachelor's degree in Business, Marketing, or a related field.
Preferred Qualifications
Solid Experience in a rapidly scaling SaaS or B2B Enterprise technology environment.
Familiarity with modern sales methodologies (e.g., Challenger Sale, SPIN, Value Selling).
Prior experience in designing territory segmentation
Unleash Your Potential
When you join Salesforce, you’ll be limitless in all areas of your life. Our benefits and resources support you to find balance and be your best, and our AI agents accelerate your impact so you can do your best. Together, we’ll bring the power of Agentforce to organizations of all sizes and deliver amazing experiences that customers love. Apply today to not only shape the future — but to redefine what’s possible — for yourself, for AI, and the world.
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Posting Statement
Salesforce is an equal opportunity employer and maintains a policy of non-discrimination with all employees and applicants for employment. What does that mean exactly? It means that at Salesforce, we believe in equality for all. And we believe we can lead the path to equality in part by creating a workplace that’s inclusive, and free from discrimination. Know your rights: workplace discrimination is illegal. Any employee or potential employee will be assessed on the basis of merit, competence and qualifications – without regard to race, religion, color, national origin, sex, sexual orientation, gender expression or identity, transgender status, age, disability, veteran or marital status, political viewpoint, or other classifications protected by law. This policy applies to current and prospective employees, no matter where they are in their Salesforce employment journey. It also applies to recruiting, hiring, job assignment, compensation, promotion, benefits, training, assessment of job performance, discipline, termination, and everything in between. Recruiting, hiring, and promotion decisions at Salesforce are fair and based on merit. The same goes for compensation, benefits, promotions, transfers, reduction in workforce, recall, training, and education.
