Senior Director, Global Sales Development
Sales & Business Development
Reston, VA, USA
Icertis is seeking a transformational Senior Director, Global Sales Development to lead and scale our global SDR organization within Growth Marketing.
This is not a traditional SDR leadership role. We need a leader who can evolve SDR from a lead-response function into a strategic account engagement engine aligned with Enterprise Sales, Growth Marketing, GTM plays, priority accounts, partner motions, and revenue outcomes.
The ideal candidate is both a player-coach and leader-coach who can set strategy, build operating discipline, develop managers, improve funnel performance, and personally engage in high-priority pipeline opportunities. Approximately 70% of the role focuses on leading and scaling the SDR organization, while 30% remains customer-facing to support strategic accounts, complex opportunities, pipeline creation, and revenue growth. #LI-RS1
Icertis is the global leader in AI-powered contract intelligence. The Icertis platform revolutionizes contract management, equipping customers with powerful insights and automation to grow revenue, control costs, mitigate risk, and ensure compliance - the pillars of business success. Today, more than one third of the Fortune 100 trust Icertis to realize the full intent of millions of commercial agreements in 90+ countries.
Who we are: Icertis is the only contract intelligence platform companies trust to keep them out in front, now and in the future. Our unwavering commitment to contract intelligence is grounded in our FORTE values—Fairness, Openness, Respect, Teamwork and Execution—which guide all our interactions with employees, customers, partners, and stakeholders. Because in our mission to be the contract intelligence platform of the world, we believe how we get there is as important as the destination.
Icertis, Inc. provides Equal Employment Opportunity to all employees and applicants for employment without regard to race, color, religion, gender identity or expression, sex, sexual orientation, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. Icertis, Inc. complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. If you are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to careers@icertis.com or get in touch with your recruiter.
What You Bring
- 10+ years of enterprise SaaS sales development, pipeline generation, inside sales, or growth experience.
- Proven success building, scaling, or transforming SDR organizations.
- Strong knowledge of funnel management, conversion metrics, forecasting, capacity planning, and performance inspection.
- Hands-on coaching expertise across research, messaging, prospecting, qualification, and opportunity management.
- Experience partnering with Sales, Marketing, RevOps, Alliances, Customer Success, and executive stakeholders.
- Familiarity with Salesforce and modern sales and marketing technologies (6sense, Demandbase, Outreach, Salesloft, Gong, LinkedIn Sales Navigator, ZoomInfo, Marketo, HubSpot, or similar).
- Practical experience applying AI to sales development and pipeline generation.
Preferred Experience
- Experience in a $250M+ ARR B2B SaaS environment.
- Background with ABM, GTM play-based operating models, or Growth pod structures.
- Experience supporting complex enterprise sales cycles and strategic accounts.
- Experience with partner-led pipeline motions involving organizations such as Microsoft, SAP, Accenture, Deloitte, or PwC.
- Experience strengthening SDR operational cadence, conversion discipline, and manager coaching.
- Experience leading global or distributed SDR teams.
Salary range and description:
OTE: $275,000 to $375,000 (70/30)
Pay offered will vary based on job-related factors such as location, experience, training, skills, and abilities. In addition to the base salary and annual sales target incentive bonus, an equity component is included in the compensation package.
Our Commitments
- Supporting employees’ and their families’ physical, mental, and financial well-being.
- Accelerating Icertians’ careers.
- Making a social and environmental impact in our communities.
- Cultivating and advancing a culture of diversity, equity, inclusion, and belonging (DEIB) across our company, customers, and suppliers.
- Generous holidays, including the 4th of July week off (paid).
- Free professional and leadership coaching.
- Annual personal development allowance.
What we offer:
- Robust medical, dental, vision, and mental health benefits.
- Employee Assistance Program (EAP).
- Equity (RSUs) and shared ownership in the company.
- Generous 401(k) match.
- Flexible work environment.
- Paid maternity and paternity leave.
- Generous holiday and PTO program.
- CaaS (Coaching as a Service).
- Annual personal development allowance.
- 7 Days for Humanity – seven paid volunteer days annually.
- Global and regional DEIB steering committees and employee resource groups (ERGs).
- Global DEIB training programs and guest speakers throughout the year.
Transform SDR into a Strategic Growth Engine
- Build a global SDR operating model spanning inbound qualification, outbound prospecting, account-based motions, partner programs, and expansion opportunities.
- Align SDR efforts with GTM plays, target accounts, industry priorities, and Enterprise Sales objectives.
- Measure success through pipeline quality, conversion, progression, and revenue impact.
Drive Pipeline Creation and Conversion
- Own SDR-sourced and SDR-influenced pipeline in partnership with Growth Marketing, Sales, RevOps, Product Marketing, Alliances, and Customer Success.
- Improve account engagement, meeting quality, qualified pipeline creation, opportunity acceptance, and conversion rates.
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Establish strong feedback loops between Sales and Marketing to continuously improve targeting, messaging, and campaign performance.
Align to the Growth Marketing Model
- Ensure SDR execution supports Icertis' Growth pod structure and priority GTM plays.
- Build playbooks for account targeting, persona strategy, messaging, qualification, and opportunity handoff.
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Remove friction across Marketing, SDR, Sales, Customer Success, and Partner teams.
Build an AI-Native SDR Organization
- Apply AI across account research, signal identification, personalization, call preparation, coaching, and follow-up activities.
- Create practical AI playbooks, prompt libraries, quality standards, and inspection routines.
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Partner with Growth Marketing and RevOps to integrate SDR activities into a broader AI-powered growth engine.
Lead, Coach, and Develop Talent
- Personally participate in account planning, executive outreach, pipeline creation, and coaching for complex opportunities.
- Recruit, develop, and retain high-performing SDR managers and teams.
- Establish onboarding, coaching, performance management, career development, and succession planning programs.
- Build a culture of accountability, curiosity, resilience, and operational excellence.
What Success in the First 12 Months Looks Like:
- Reposition SDR as a strategic account engagement engine.
- Establish a scalable operating cadence aligned to GTM plays and revenue goals.
- Improve pipeline quality, conversion, and progression.
- Elevate manager coaching and execution discipline.
- Strengthen collaboration across Marketing, Sales, RevOps, Alliances, and Customer Success.
- Operationalize AI-enabled SDR workflows.
- Build a predictable and scalable pipeline creation engine.