Note: The job is a remote job and is open to candidates in USA. Icertis is the global leader in AI-powered contract intelligence, helping organizations manage agreements through insights and automation. The Senior Director, Global Sales Development will lead and scale the global SDR organization, transform it into a strategic account engagement and pipeline engine, align it with sales and marketing priorities, apply AI-enabled workflows, and develop high-performing teams.
Responsibilities
- Build a global SDR operating model spanning inbound qualification, outbound prospecting, account-based motions, partner programs, and expansion opportunities
- Align SDR efforts with GTM plays, target accounts, industry priorities, and Enterprise Sales objectives
- Measure success through pipeline quality, conversion, progression, and revenue impact
- Own SDR-sourced and SDR-influenced pipeline in partnership with Growth Marketing, Sales, RevOps, Product Marketing, Alliances, and Customer Success
- Improve account engagement, meeting quality, qualified pipeline creation, opportunity acceptance, and conversion rates
- Establish strong feedback loops between Sales and Marketing to continuously improve targeting, messaging, and campaign performance
- Ensure SDR execution supports Icertis' Growth pod structure and priority GTM plays
- Build playbooks for account targeting, persona strategy, messaging, qualification, and opportunity handoff
- Remove friction across Marketing, SDR, Sales, Customer Success, and Partner teams
- Apply AI across account research, signal identification, personalization, call preparation, coaching, and follow-up activities
- Create practical AI playbooks, prompt libraries, quality standards, and inspection routines
- Partner with Growth Marketing and RevOps to integrate SDR activities into a broader AI-powered growth engine
- Personally participate in account planning, executive outreach, pipeline creation, and coaching for complex opportunities
- Recruit, develop, and retain high-performing SDR managers and teams
- Establish onboarding, coaching, performance management, career development, and succession planning programs
- Build a culture of accountability, curiosity, resilience, and operational excellence
Skills
- * 10+ years of enterprise SaaS sales development, pipeline generation, inside sales, or growth experience
- * Proven success building, scaling, or transforming SDR organizations
- * Strong knowledge of funnel management, conversion metrics, forecasting, capacity planning, and performance inspection
- * Hands-on coaching expertise across research, messaging, prospecting, qualification, and opportunity management
- * Experience partnering with Sales, Marketing, RevOps, Alliances, Customer Success, and executive stakeholders
- * Familiarity with Salesforce and modern sales and marketing technologies (6sense, Demandbase, Outreach, Salesloft, Gong, LinkedIn Sales Navigator, ZoomInfo, Marketo, HubSpot, or similar)
- * Practical experience applying AI to sales development and pipeline generation
- * Experience in a $250M+ ARR B2B SaaS environment
- * Background with ABM, GTM play-based operating models, or Growth pod structures
- * Experience supporting complex enterprise sales cycles and strategic accounts
- * Experience with partner-led pipeline motions involving organizations such as Microsoft, SAP, Accenture, Deloitte, or PwC
- * Experience strengthening SDR operational cadence, conversion discipline, and manager coaching
- * Experience leading global or distributed SDR teams
Benefits
- Annual sales target incentive bonus
- Equity component in the compensation package
- Generous holidays, including the 4th of July week off (paid)
- Free professional and leadership coaching
- Annual personal development allowance
- Robust medical, dental, vision, and mental health benefits
- Employee Assistance Program (EAP)
- Equity (RSUs) and shared ownership in the company
- Generous 401(k) match
- Flexible work environment
- Paid maternity and paternity leave
- Generous holiday and PTO program
- CaaS (Coaching as a Service)
- 7 Days for Humanity – seven paid volunteer days annually
- Global and regional DEIB steering committees and employee resource groups (ERGs)
- Global DEIB training programs and guest speakers throughout the year
Company Overview
Company H1B Sponsorship