Director of Sales Development

Role Summary 

Fusable is seeking a Director of Sales Development to lead and scale our outbound pipeline generation function across multiple industries, products, and customer segments.  

 This role is responsible for building and optimizing the systems, processes, messaging, and coaching programs that enable our Sales Development Representatives to consistently generate qualified pipeline for the business.  

The Director of Sales Development serves as a critical bridge between Marketing, Product Marketing, and Sales. Success in this role requires a combination of strategic thinking, operational rigor, data-driven decision-making, and strong people leadership.  

This leader will partner closely with Growth Marketing, Product Marketing, Revenue Operations, and Sales leadership to align outbound prospecting efforts with company priorities, market opportunities, product launches, and campaign initiatives.  

Essential Duties & Responsibilities 

Outbound Strategy & Pipeline Generation  

• Develop and execute outbound prospecting strategies across Fusable’s portfolio of products and markets 

• Define target account strategies, segmentation models, and territory approaches 

• Identify opportunities to improve pipeline creation, meeting quality, and conversion performance  

• Partner with Product Marketing to align outreach with customer challenges, market trends, and value propositions 

• Support strategic account-based and campaign-driven outbound initiatives 

Team Leadership & Coaching  

• Recruit, develop, and retain a high-performing SDR team 

• Establish clear priorities expectations, coaching rhythms, and career development plans 

• Create a culture of accountability, learning, and continuous improvement 

• Conduct regular call reviews, role-playing sessions, and skills development programs 

• Develop future SDR leaders and create internal promotion pathways  

Sales & Marketing Alignment  

• Partner with Growth Marketing to activate outbound support for priority campaigns and initiatives 

• Collaborate with Product Marketing to ensure messaging aligns with customer needs and market positioning  

• Create feedback loops between SDRs, Marketing, Product Marketing, and Sales teams 

• Ensure SDR activity supports broader go-to-market objectives and strategic priorities  

Process & Operational Excellence  

• Establish and continuously improve SDR workflows, playbooks, and qualification frameworks 

• Define service level agreements and handoff processes between SDRs and Sales 

• Leverage CRM, sales engagement, and intent data platforms to improve productivity and effectiveness 

• Maintain accurate reporting and forecasting of pipeline generation activities  

• Drive consistency and scalability across the sales development organization 

Performance Management & Analytics  

• Monitor leading and lagging indicators across the SDR funnel 

• Analyze conversion rates, pipeline quality, and account engagement metrics 

• Identify bottlenecks and implement corrective actions 

• Present regular performance insights and recommendations to executive leadership  

Experience 

Required: 

• 7+ years of B2B sales development, demand generation, or revenue leadership experience 

• 3+ years leading SDR or BDR teams 

• Proven experience building outbound prospecting programs and pipeline generation systems 

• Strong understanding of modern outbound sales methodologies and account-based strategies 

• Experience working closely with marketing and sales leadership 

Preferred Experience:  

• Multi-product B2B SaaS, data, information services, or technology experience  

• Experience supporting multiple vertical markets and buyer personas 

• Familiarity with HubSpot, Salesforce, Salesloft, Outreach, Zoominfo, intent platforms, and revenue analytics tools  

Success Profile:  

• Strategic but highly execution-oriented  

• Data-driven and analytical  

• Process-minded and operationally disciplined  

• A strong coach and people developer  

• Collaborative across functions 

• Comfortable building in ambiguity  

• Focused on outcomes over activity  

• Passionate about creating pipeline and revenue impact  

KPIs 

• Pipeline Generation & Revenue Contribution: Consistently grow SDR-sourced pipeline and qualified opportunities across Fusable’s portfolio of products and markets. Establish a predictable outbound prospecting engine that creates high-quality pipeline aligned to revenue targets, strategic growth initiatives, and target account priorities.  

• Funnel Performance & Opportunity Quality: Improve conversion rates throughout the outbound sales funnel by strengthening qualification standards, discovery quality, and account targeting. Increase the percentage of SDR-generated opportunities that progress through the sales process while improving pipeline velocity and sales acceptable rates.   

• Strategic Account & Market Penetration: Expand engagement within priority accounts, target industries, and key buyer personas. Partner with Product Marketing and Growth Marketing to align outbound efforts with strategic campaigns, market opportunities, product launches, and account-based initiatives that accelerate revenue growth.   

• Sales & Marketing Alignment: Create a seamless connection between outbound prospecting, marketing campaigns, and sales execution. Establish feedback loops, shared accountability, and consistent operating rhythms that improve messaging effectiveness, lead intelligence, campaign adoption, and overall go-to-market performance.  

• Leadership & Operational Excellence: Build and develop a high-performing Sales Development organization through coaching, accountability, and continuous improvement. Establish scalable processes, qualification frameworks, reporting structures, and performance management systems that improve forecasting accuracy, execution consistency, and long-term team effectiveness.  

• Team Development & Talent Growth: Develop SDR talent through structured onboarding, coaching, career progression, and performance development programs. Foster a culture of learning, accountability, and customer-centric selling while building a strong internal pipeline of future sales and revenue leaders.  

First-Year Success Metrics 

• Did outbound pipeline increase? 

• Is pipeline quality improving?  

• Is Sales more confident in SDR-generated opportunities?  

• Is marketing and SDR alignment stronger?  

• Does the SDR team have a repeatable playbook?  

• Could the team scale without breaking?  

Work Environment and Physical Requirements 

• Majority of work conducted in a remote environment using standard office equipment 

• Work utilizes fine motor skills to type and ability to view and see details on the screen 

• Prolonged periods of sitting or standing at desk while working on a computer 

• Ability to travel to clients or for internal meetings, as necessary 

• Reasonable accommodations may be made to enable individuals with disabilities to perform essential job functions  

Equal Employment Opportunity 

Fusable is committed to providing equal employment opportunities in all employment practices. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, citizenship status, marital status, age, disability, protected veteran status, sexual orientation or any other characteristic protected by law.