Director of Sales Development

Application Deadline: 31 January 2026

Department: Recruiting Done

Employment Type: Full Time

Location: Remote

Compensation: $140,000 - $150,000 / year

Description

About Our Client:

Our client is a high-performance, audience-first Connected TV (CTV) demand-side platform (DSP) that helps advertisers and agencies reach their audiences at scale with precision targeting and measurable outcomes. They simplify advanced TV buying by combining the efficiency of programmatic technology with the transparency, data, and service advertisers need to win.

This is a hands-on role to design, manage, and scale the external SDR programs. You will own the relationships with outsourced/external SDR vendors and ensure they consistently deliver a high-quality pipeline to the sales organisation. Success looks like building the SDR operating model, managing vendor performance, and elevating our client's internal sales team’s prospecting capabilities through training and enablement.

This role is ideal for someone who has "been in the SDR seat," knows what excellent outbound looks like, and can scale that excellence through vendors and training.

Key Responsibilities

Own external SDR vendor relationships

Define and scale the scope for external SDR partners, including coverage model, SLAs, and qualification standards
Onboard and manage outsourced SDR vendors; negotiate scopes, expectations, and performance targets
Build and maintain governance rituals (QBRs, weekly performance reviews, playbook updates) with vendors
Ensure clear handoffs and feedback loops between vendors, internal sales teams, and marketing
Translate the ICP, positioning, and messaging into clear guidance for SDR vendors, and ensure they stay current on how we speak about the brand, our products, and our target customers

Design the SDR operating system

Stand up and continuously refine the prospecting motion, sequences, and data flows in HubSpot and related tools
Own lead routing and ensure leads are consistently and accurately distributed to the right reps and teams
Maintain the enablement layer: ICP, personas, messaging, talk tracks, objection handling, and QA standards used by vendors and internal teams
Instrument dashboards and reporting that make SDR performance, pipeline contribution, and ROI unambiguous
Partner with leadership on future resourcing decisions (additional vendors, hybrid internal SDR roles, etc.) based on validated learnings

Train and enable internal sales teams on prospecting

Develop and deliver training programs for AEs and other sales roles on outbound prospecting best practices
Run live training, call reviews, and coaching sessions focused on list building, outreach quality, and conversion
Create repeatable assets: playbooks, templates, checklists, and micro-trainings that help reps adopt and sustain strong prospecting habits
Partner with Sales Leadership and Sales Ops/Enablement to embed prospecting expectations into onboarding and ongoing education

Partner across the org

Work closely with Sales Leadership, Sales Ops, and Marketing to align targets, territories, handoffs, and reporting
Collaborate with Marketing on campaign alignment, list strategy, and messaging
Share market and field intelligence from SDR activity to refine GTM strategy

Skills, Knowledge and Expertise

Proven success as a high-performing SDR or BDR (top-tier performance against outbound and meeting targets)
Experience managing SDRs, SDR teams, or SDR training
Experience with outbound engines, ideally in digital advertising, AdTech, media, or adjacent B2B domains
Deep practical fluency with HubSpot CRM and sales engagement, plus prospecting and enrichment tools such as Media Radar, Apollo, Sales Navigator, and ZoomInfo or similar
Demonstrated ability to translate ambitious growth goals into concrete operating cadences, KPIs, and dashboards
Strong enablement skill set: can break down effective prospecting into teachable frameworks, content, and coaching
Excellent written and verbal communication; crafts compelling messaging and can drive alignment across sales, marketing, and vendors
Familiarity with CTV, programmatic, or digital media buying cycles and agency/brand dynamics

SQLs created and meetings set per month (by vendor and segment), plus held rate
Pipeline created and influenced attributable to external SDR programs
Vendor performance: connect rates, reply rates, conversion rates, and cost per opportunity
Time-to-first touch on new priority accounts and contacts
Training impact: adoption of prospecting standards, improvement in rep-level activity and conversion
Data quality and CRM hygiene for all SDR-sourced activity
Accuracy and timeliness of lead routing, including adherence to SLAs
Clarity and reliability of lead attribution and reporting for marketing and sales stakeholders
Evidence of repeatability: documented playbooks, consistent attainment across vendors and segments, and reliable handoffs

Benefits

Health, Dental and Vision Insurance
PTO
401K
Bonuses/Incentives

Key Responsibilities

Skills, Knowledge and Expertise

Benefits

About Escalon Recruiting Done