Director of Sales Development

Responsibilities

• Build & Scale the Function 🚀
• Design and execute the scaling plan from 8 to ~25 BDRs
• Develop clear org structure (team pods, manager ratios, territory alignment)
• Hire, onboard and ramp high-calibre BDR talent at pace
• Develop and coach Sales Development Managers to lead at scale
• Create succession pathways and leadership depth
• Deliver the Number 🎯
• Own pipeline creation targets for UK and US markets
• Forecast accurately and manage pacing weekly
• Establish daily/weekly/monthly performance operating rhythm
• Ensure consistent attainment across regions and segments
• Diagnose performance gaps and take corrective action quickly
• Build a Centre of Excellence 🏆
• Implement world-class outbound methodology (cold calling, email cadence, LinkedIn engagement)
• Standardise messaging frameworks and value propositions
• Optimise territory design and ICP segmentation
• Establish quality control on meetings set and conversion rates
• Work cross-functionally with Senior Leadership, Recruitment, Enablement, Sales Ops and the HR Business Partner to ensure alignment on hiring, onboarding, performance standards, and retention
• Partner tightly with Sales & Marketing on alignment and feedback loops
• Metrics & Performance Discipline 📊
• You know the numbers that matter:
• Activity-to-connect rates
• Connect-to-meeting rates
• Meeting quality and acceptance rates
• SQL conversion rates
• Pipeline per rep
• Ramp curves
• Cost per meeting / pipeline efficiency
• Culture & Leadership 🌟
• Create a high-performance, high-accountability environment
• Set clear standards for intensity, professionalism and output
• Act as the on-site leader for the office - managing day-to-day office requirements including supplies, snacks, drinks, and unforeseen operational challenges
• Lead culture and team-building initiatives including team events, camaraderie, passion, and cultural celebrations
• Coach managers on performance management and development
• Build a meritocratic, competitive culture with clear progression paths
• Attract and retain top talent in South Africa
• What will make you stand out:
• Proven leadership within Sales Development / Business Development, with a track record of building and scaling high-performing teams
• Demonstrated success growing an SDR/BDR function from early-stage to a team of 20+ representatives
• Experience leading managers and developing leadership bench strength, not just managing individual contributors
• Strong experience supporting UK and/or US markets with a deep understanding of outbound dynamics in these regions
• Background in high-performance, phone-first outbound environments where pipeline generation is the priority
• Deep expertise in outbound sales metrics, pipeline creation, and performance management
• Strong executive presence with the ability to operate confidently with senior leadership
• A strategic thinker who can also execute - able to translate vision into operational reality
• Proven talent builder with a high hiring bar and a passion for developing top performers
• Highly structured, data-driven, and performance-focused leadership style
• Comfortable owning and delivering against ambitious pipeline generation targets
• Ex

Benefits

Additional Information

Ready to join the future of work? Come join a remote and hybrid first*, global company spanning across the Americas, Europe, Asia , and Africa for A Job That Works for You. You will become among 900+ Guardians worldwide spread across 50+ countries, embracing YOUR unique approach to work. Our vision of the future of work is "work in any way" which offers flexibility for where you work, empowering you to define your ideal work environment, unbound by the traditional notions of what work should look like. Most importantly, it puts people first! (*As standard we are a remote-first company, however some roles are required to have more of an office presence - we are happy to confirm this during our initial call 😊) How you will make a difference: We are building a high-performance Sales Development Centre of Excellence in South Africa to power our UK and US growth engine. This is not a "keep the lights on" role. This is a scale role. As our Sales Director you will own and lead the global SDR/BDR function supporting our UK and US markets. You'll be responsible for the full engine: strategy, execution, performance, hiring, enablement, culture, and results. You will inherit a team of 8 BDRs and 2 managers and scale the function to ~25 BDRs within 12 months, building the structure, processes, and leadership bench required to support aggressive growth targets. We're looking for someone who has built and scaled a sales development organisation before. Someone who understands the numbers, lives in the metrics, and knows how to create a culture defined by accountability, intensity, and excellence. This role carries a significant pipeline creation target. As Director, you will be accountable for building the engine that powers our revenue growth. The position is offered on a Hybrid basis from our Sandton office.

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