Factory

Director of Sales Development

San Francisco, CA · Director

Sponsorship not specifiedDetected 19 days ago

DevOpsSalesforceCRMSalesOutbound SalesForecastingResearchLeadershipCommunicationMentoring

About the role

This is a founding leadership role for someone who has carried a bag or a quota, built and coached outbound teams, and wants to define how a generational company generates pipeline.

Own the pipeline-generation number. Hit and exceed team targets for qualified meetings and opportunities generated.
Build and scale the SDR program: hire, onboard, ramp, coach, and performance-manage a growing team of Sales Development Representatives.
Design the SDR-to-AE career path, ramp plan, and enablement curriculum that make reps productive fast and retain top talent.
Own the outbound motion and tech stack: Salesforce, MixMax, LinkedIn Sales Navigator, Gong, Apollo, and Clay. Instrument the funnel and iterate weekly on segmentation, messaging, and playbooks.
Partner with Account Executives and Sales Leadership on territory design, target account lists, and clean SDR-to-AE handoff.
Partner with Marketing, RevOps, and Operations to align on ICP, timing signals, campaigns, and reporting.
Run disciplined forecasting and pipeline reviews. Maintain rigorous CRM hygiene and data integrity.
A track record of building or scaling an outbound program and consistently exceeding pipeline-generation targets.
Own the pipeline-generation number.
You will lead our team of Sales Development Representatives in person, own the pipeline-generation number, and design the system that turns outbound into predictable, qualified opportunities for our Account Executives.

5+ years in B2B SaaS sales and sales development, with 2+ years managing an SDR/BDR/ADR team as a front-line leader.
Proven success hiring, ramping, and coaching outbound reps, not just inheriting a team.

Experience selling or generating pipeline into engineering, DevOps, or platform buyers.
Familiarity with the agentic coding category and the developer productivity landscape.
Early-stage or founding GTM experience (Series A/B/C).
Work side-by-side with experienced GTM leaders and a product team shipping at a generational pace.
The team goes into the office 5 days a week in San Francisco (walking distance to Caltrain).
Factory is an equal opportunity employer.
We evaluate candidates on merit and do not discriminate on any protected basis.

What We're Looking For
We are hiring a Director of Sales Development to build and scale Factory's SDR program from the ground up.

This listing is sourced directly from Factory's careers page and normalized into a canonical job model.