Senior Director, Business Development

Introduction to Demandbase:

Demandbase is the only pipeline AI platform that empowers GTM teams to automate growth at scale. With a unified view of data, insights, actions, and outcomes, B2B enterprises can seamlessly align and execute their account-based GTM strategies with confidence. Thousands of businesses trust Demandbase to maximize revenue, minimize waste, and consolidate their data and tech stacks – all in one platform.

As a company, we’re as committed to growing careers as we are to building world-class technology. We invest heavily in people, our culture, and the community around us. We have also continuously been recognized as One of The Best Places To Work in the San Francisco Bay Area by Fortune, and One of The 60 Best Companies To Sell For by Selling Power. Our offices are located in San Francisco, New York, Austin, Seattle, India, and the United Kingdom.

About the Role

We are seeking an experienced, results-driven Senior Director, Sales Development to lead and scale our Sales Development team. In this role, you will own the sales development strategy and execution to drive pipeline growth, improve lead quality, and support revenue goals. You will lead, mentor, and coach a team of SDRs and SDR Managers, and partner closely with Marketing, Sales, and Revenue Operations to align strategy, optimize processes, and ensure strong day-to-day execution.

Responsibilities

• Develop and execute strategy: Build and drive the sales development strategy aligned to sales and marketing goals, with clear ownership of pipeline growth.

• Lead and mentor the team: Hire, manage, coach, and develop a high-performing team of SDRs and Managers, including performance management and career development.

• Optimize processes and systems: Implement and refine tools, workflows, and sales cadences to improve efficiency, quality, and conversion.

• Partner cross-functionally: Collaborate with Marketing and Sales to align messaging, campaigns, targeting, and lead generation strategies.

• Measure, analyze, and report performance: Track key KPIs, surface insights, remove blockers to pipeline growth, and report pipeline impact to senior leadership.

Qualifications

• 8+ years in sales development, including 3–5+ years in leadership roles managing SDR teams.

• Proven track record building and scaling high-performing sales development orgs; enterprise B2B SaaS experience preferred (marketing technology a plus).

• Demandbase experience strongly preferred.

• Strong working knowledge of modern sales development tools and workflows (examples: Salesforce, Outreach, LinkedIn Sales Navigator, Clay, Nooks, etc.) and a data-driven approach to operating the function.

• Strong leadership, coaching, and team-building skills with a focus on developing talent and driving performance.

• Excellent communication and collaboration skills, with the ability to influence stakeholders across departments and levels.

• High initiative, strong strategic thinking, and problem-solving ability in a fast-moving environment.

• Continual learner with curiosity around innovation and AI, with interest in evolving the SDR function.

• Interest in public speaking, thought leadership, and building a personal brand.

Our Commitment to Diversity, Equity, and Inclusion at Demandbase

At Demandbase, we believe in creating a workplace culture that values and celebrates diversity in all its forms. We recognize that everyone brings unique experiences, perspectives, and identities to the table, and we are committed to building a community where everyone feels valued, respected, and supported. Discrimination of any kind is not tolerated, and we strive to ensure that every individual has an equal opportunity to succeed and grow, regardless of their gender identity, sexual orientation, disability, race, ethnicity, background, marital status, genetic information, education level, veteran status, national origin, or any other protected status. We do not automatically disqualify applicants with criminal records and will consider each applicant on a case-by-case basis.

We recognize that not all candidates will have every skill or qualification listed in this job description. If you feel you have the level of experience to be successful in the role, we encourage you to apply!

We acknowledge that true diversity and inclusion requires ongoing effort, and we are committed to doing the work required to make our workplace a safe and equitable space for all. Join us in building a community where we can learn from each other, celebrate our differences, and work together.

Unsolicited Submissions

At Demandbase, we value thoughtful partnerships and direct connections with candidates. We’re not accepting unsolicited resumes or outreach from third-party recruiting agencies. Any unsolicited submissions will not be reviewed, and no fees will be paid.