The Director of Sales Development will report to the VP, Payor Account Management and is responsible for owning the sales development function end-to-end—from top-of-funnel strategy through technical sales alignment.
Requirements
- Own sales development strategy, including outbound, inbound, partner-sourced, and event-driven pipeline generation.
- Define ideal customer profiles (ICP), qualification frameworks, and handoff criteria between BDRs and sales leadership.
- Establish pipeline targets, activity benchmarks, and conversion goals aligned to company growth objectives.
- Partner with Marketing to align campaigns, messaging, and demand generation programs with sales priorities.
- Lead, coach, and develop BDRs to achieve consistent, high-quality pipeline outcomes.
- Set clear performance expectations, career paths, and development plans for sales development talent.
- Build a culture of accountability, learning, and continuous improvement.
- Support hiring, onboarding, and ramping of new sales development team members.
- Design and maintain sales enablement programs including playbooks, messaging frameworks, call guides, and objection handling.
- Ensure consistent use of CRM, sales tools, and reporting to drive visibility and forecast accuracy.
- Establish scalable sales development processes that support growth without sacrificing quality.
- Use data and insights to refine outreach strategies, improve conversion rates, and optimize performance.
- Own the end-to-end sales development enablement framework, including onboarding, ongoing training, and centralized knowledge management.
- Design, lead, and optimize cross-functional processes for proposal/quote generation, deal desk, and RFP intake/response in partnership with Global Business Services and Legal.
- Provide technical direction to the sales development function, ensuring accurate positioning of Stellarus products and solutions.
- Partner closely with Product Management, Engineering, and Architecture to stay current on capabilities, roadmaps, and constraints.
- Support technical discovery, solution framing, and early-stage validation conversations with prospects.
- Lead the integration of AI-powered sales tools and automation to increase productivity, improve targeting, and enhance customer engagement.
- Continuously evaluate and implement emerging sales technologies to scale impact and reduce manual effort.
- Act as a strategic partner to Product, Marketing, Customer Success, Legal, and Operations.
- Surface market feedback, technical objections, and customer insights to inform product and go-to-market decisions.
- Support deal progression by aligning internal stakeholders around customer needs and solution fit.
- Define sales development success metrics and reporting requirements in partnership with Sales Operations.
- Partner with Sales Operations to design and maintain dashboards that provide actionable visibility in BDR performance, pipeline health, and capacity.
- Translate sales development data into insights that inform hiring plans, enablement priorities, and go‐to‐market strategy.
Benefits
- Competitive compensation package
- Opportunities for career growth and professional development
- Collaborative and dynamic work environment
- Benefits and perks that support your overall well-being
