Director of Sales Development

About the role

OfficeSpace is looking for a Director of Sales Development to build the next generation of our pipeline engine.

You will own inbound- and outbound-sourced pipeline across new-logo and expansion accounts, lead our strategic ABX motion, and develop SDRs and Senior SDRs into high-performing GTM talent. You'll shape how people and AI agents work together-using automation to expand capacity while keeping judgment, relationships, and buyer experience human-led.

This is a builder role. You'll partner closely with Sales, Marketing, Revenue Operations, Finance, and Enablement to turn revenue goals into a focused operating system that improves account penetration, conversion, pipeline productivity, and talent development as OfficeSpace moves upmarket.

What you'll do

• Own the pipeline engine. Translate revenue targets, pipeline coverage, conversion rates, and productivity assumptions into SDR capacity, quotas, territories, coverage, and investment decisions.
• Build a high-performing team. Lead, coach, and develop SDRs and Senior SDRs against clear goals for pipeline, conversion, quality, productivity, and progression.
• Lead strategic ABX. Turn account segments, intent, buying-group signals, whitespace, and market triggers into focused action across Mid-Market and Enterprise new-logo and expansion accounts.
• Build depth in priority accounts. Establish disciplined account-planning motions across research, contact mapping, personalization, calling, and multi-channel engagement.
• Orchestrate people and AI. Decide which workflows AI agents should own, which should remain AI-assisted, and where human judgment creates the greatest advantage.
• Build and govern AI-enabled workflows. Deploy, test, measure, and improve agents supporting research, prioritization, buying-group mapping, personalization, follow-up, coaching, and pipeline intelligence.
• Turn AI into measurable capacity. Measure impact on opportunity creation, pipeline, conversion, velocity, productivity, buyer experience, and acquisition cost-not activity volume alone.
• Improve the full GTM funnel. Strengthen Marketing-to-SDR prioritization and SDR-to-Sales qualification, context transfer, acceptance, and conversion.
• Plan before adding headcount. Model tradeoffs across people, technology, AI agents, coverage, productivity, and conversion to identify the highest-leverage path to growth.
• Build operating discipline. Establish forecasting, performance reporting, quality controls, and cross-functional operating cadences with Finance and Revenue Operations.
• Coach in the work. Use calls, emails, account plans, qualification decisions, pipeline data, and AI-generated insights to make coaching specific and actionable.
• Build future GTM leaders. Strengthen Ascend and create measurable development paths from SDR to Senior SDR, closing roles, leadership, and other GTM careers.
• Raise the readiness bar. Build certifications around buyers, industries, messaging, qualification, ABX execution, AI-enabled selling, and responsible AI use.
• Shape the system as we scale. Continuously challenge where work happens, who-or what-should perform it, and how OfficeSpace can generate more qualified pipeline without adding unnecessary complexity.

What you bring

• Experience leading and transforming a B2B SaaS SDR or BDR organization.
• A track record of building account-based prospecting or ABX motions across Mid-Market and Enterprise accounts.
• Demonstrated success improving attainment, qualified pipeline, rep productivity, qualification quality, and downstream conversion.
• Strong capability in capacity planning, organizational design, forecasting, territory and coverage strategy, and performance management.
• Experience helping a GTM organization move upmarket.
• A hands-on coaching style and experience building structured certification and talent-development programs.
• Strong cross-functional leadership across Sales, Marketing, Revenue Operations, Marketing Operations, Finance, and Enablement.
• The ability to turn financial and funnel targets into practical operating decisions for an SDR organization.
• Fluency across modern GTM systems, including CRM, intent, sales engagement, prospecting, conversational marketing, conversation intelligence, analytics, and AI-enabled platforms.
• Experience with platforms such as Salesforce, Salesloft, 6sense, Qualified, UserGems, Nooks, ZoomInfo, and LinkedIn Sales Navigator.
• AI orchestration fluency: You can decompose GTM workflows, assign work intelligently across people and AI agents, define inputs and outputs, establish verification controls, and measure business impact.
• Experience designing, deploying, governing, or improving AI agents and agentic GTM workflows.
• Strong judgment about where automation improves performance-and where human context, creativity, accountability, or buyer trust must lead.
• Experience developing SDRs into closing roles, leadership positions, or broader GTM careers.
• The ability to turn complex GTM strategy into clear action for an early-career team.