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Director of Sales Development Representatives

Burlington, MA

Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior. With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in DevSecOps and throughout the software development life cycle.

Position Summary

We are seeking a dynamic and strategic Director of Sales Development Representatives (SDRs) to lead and scale our global SDR team. This role requires a unique blend of hands-on leadership and high-level strategic vision. As Director, you will collaborate closely with Revenue Operations, Marketing and Sales to align goals, define key targets, and execute on strategies that fuel our pipeline growth. You will work directly with SDRs to fine-tune their prospecting approach, share best practices, and drive results.

Responsibilities Include:

· Coach, develop, support and lead a team of global SDRs

· Foster a high-performance culture by setting clear objectives, performance standards, and fostering accountability.

· Collaborate with Revenue Operations to establish priorities and processes for the team to drive success

· Monitor pipeline targets, ensuring alignment with sales objectives and growth plans.

· Produce accurate pipeline forecasts to help Sales achieve monthly, quarterly, and annual quota

· Partner with GTM leaders to plan and strategize where outbound nurturing campaigns are needed to assist in developing prospecting activity within assigned territories

· Work with SDRs to strategize and establish next steps for sourcing leads, including creating outreach strategies, refining effective messaging and ensuring the timely execution of these campaigns

· Monitor performance goals and objectives of all direct reports, daily, weekly and monthly, while providing ongoing feedback

· Provide both formal and informal training to SDRs to further support their development

· Development of front line management

 

Education, Experience, & Skills Required

· Bachelor's degree in Business, Marketing, or a related field (Master's degree preferred).

· 5+ years of sales experience (inside or otherwise) required; 3+ years of managing an inside sales team

· Proven experience in business development, with a track record of achieving sales and revenue targets preferably in a SaaS environment.

· Understands a full-cycle sales process

· Ability to mentor and coach the development of others through continual feedback and effective communications

· Ability to establish a deep understanding of professional motivators of others, leveraging this knowledge to inspire a team

· Excellent communication and presentation skills, with the ability to convey complex insights to diverse audiences.

· A team player and positive attitude

· Working knowledge of CRM, preferably Salesforce

· Mastery of all Microsoft Office applications, including Outlook, Word, Excel and PowerPoint

· Global experience a plus

The base salary range across the U.S. for this role is between $88,600-$132,918. In addition, this role is eligible for commission. Black Duck offers a competitive total rewards package. The actual compensation offered will be based on a number of job-related factors, including location, skills, experience, and education. 

 

 

 

Pay Range

$88,600 - $132,918 USD

Black Duck considers all applicants for employment without regard to race, color, religion, sex, gender preference, national origin, age, disability, or status as a Covered Veteran in accordance with federal law. In addition, Black Duck complies with applicable state and local laws prohibiting discrimination in employment in every jurisdiction in which it maintains facilities. Black Duck also provides reasonable accommodation to individuals with a disability in accordance with applicable laws.

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