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Senior Director, Sales Development

San Francisco

Join us on our mission to make a better world of work. 

Culture Amp is the world’s leading employee experience platform, revolutionizing how 25 million employees across more than 6,500 companies create a better world of work. Culture Amp empowers companies of all sizes and industries to transform employee engagement, drive performance management, and develop high-performing teams. Powered by people science and the most comprehensive employee dataset in the world, the most innovative companies including Canva, On, Asana, Dolby, McDonalds and Nasdaq depend on Culture Amp every day.

Culture Amp is backed by leading venture capital funds and has offices in the US, UK, Germany and Australia. Culture Amp has been recognized as one of the world’s top private cloud companies by Forbes and most innovative companies by Fast Company.

For more information visit cultureamp.com.

About the Role:

We are seeking a strategic and results-driven Senior Director of Sales Development to lead our 45-strong Global Sales Development Representative (SDR) team across the UK, Germany, US, and Australia. This leader will drive the development and execution of a high-impact allbound new logo sales development strategy while also expanding engagement within existing customer accounts.This role requires a blend of strategic oversight, leadership, and hands-on execution to ensure SDR initiatives directly contribute to pipeline growth, revenue acceleration, and market expansion. You will work closely with Sales, Marketing, Product Marketing, and Revenue Operations leadership to align SDR strategy with broader company objectives, ensuring seamless lead qualification and conversion into sales opportunities.Expected Travel:
This is a global role requiring approximately 30% travel for on-site team coaching, strategy alignment, and collaboration with regional leadership.
 
Key Responsibilities
 
Strategic Leadership & Execution
  • Lead, coach, and mentor global SDR leaders and teams across the UK, Germany, US, and Australia to consistently exceed pipeline generation targets and KPIs.
  • Develop and execute a comprehensive allbound strategy, seamlessly integrating inbound and outbound sales development approaches.
  • Align SDR strategy with revenue goals by closely collaborating with Sales, Marketing, and Customer Success leadership to drive pipeline conversion and ARR growth.
  • Partner with Product Marketing to refine SDR messaging, ensuring value-driven outreach that resonates with target personas.
  • Own the weekly pipeline forecast and lead bi-weekly pipeline calls with Sales to drive visibility, accountability, and forecasting accuracy.
Data, AI, and Technology Optimization
  • Leverage AI-driven insights and intent data from tools such as 6sense, UserGems, and Outreach, combined with dynamic target account methodologies, to optimize lead targeting and engagement strategies.
  • Integrate AI-powered tools to enhance SDR workflows, automation, and proficiency, improving efficiency and conversion rates.
  • Continuously analyze and refine SDR outreach strategies using AI-driven analytics, intent data, and engagement insights to maximize lead conversion.
  • Evaluate and implement emerging AI-based sales technologies to streamline workflows, improve SDR effectiveness, and enhance predictive lead scoring.
Process Improvement & Cross-Functional Collaboration
  • Continuously enhance SDR processes to improve efficiency, scalability, and alignment with Sales and Marketing, ensuring seamless opportunity progression through the sales funnel.
  • Collaborate cross-functionally with Sales, Marketing, and Revenue Operations to ensure seamless opportunity handoff, timely follow-up, and consistent communication.
  • Drive operational excellence, ensuring high-quality lead qualification and seamless pipeline progression to accelerate sales velocity.
Talent Development & Culture Building
  • Implement robust training and development programs to elevate SDR skills, productivity, and performance, including AI-driven coaching and enablement tools.
  • Champion a culture of learning and innovation, fostering continuous improvement through peer coaching, best practice sharing, and professional development programs.
  • Implement career progression frameworks to develop SDRs into future Account Executives, Sales Leaders, or other GTM roles.
  • Act as a visible leader within the company, driving SDR engagement, motivation, and connection to the broader business mission.
Key Success Metrics
  • Pipeline Contribution: % of qualified pipeline generated by SDRs per quarter.
  • Conversion Rates: Lead-to-opportunity and opportunity-to-closed-won improvements.
  • SDR Productivity: Outreach activity, engagement rates, and efficiency gains from AI-driven automation.
Qualifications
  • 10+ years of experience in sales development, with at least 5 years in a leadership role within a B2B SaaS environment.
  • Proven track record of building, scaling, and optimizing high-performing inbound and outbound SDR teams.
  • Experience in sales and pipeline generation for business application software, such as Human Capital Management, Customer Relationship Management , Finance, or Enterprise Resource Planning , is required.
  • Demonstrated ability to develop and implement data-driven strategies that drive sustained pipeline growth.
  • Experience leading and managing global teams across multiple regions, ensuring alignment while adapting to local market dynamics.
  • Experience leveraging AI-powered sales technologies to enhance SDR efficiency, prospecting accuracy, and engagement effectiveness.
  • Strong analytical mindset, with expertise in translating performance data into actionable sales development improvements.
  • Exceptional leadership, coaching, and communication skills—able to inspire teams, align cross-functional stakeholders, and drive execution.
  • Deep understanding of sales technologies, including Salesforce, Outreach, ABM platforms like 6sense, AI-driven sales engagement tools, and data enrichment/analytics platforms.
  • Experience partnering with Revenue Operations, Sales, and Marketing to streamline workflows and maximize GTM efficiency.
  • Excellent presentation and listening skills, with the ability to engage effectively with senior management and C-level stakeholders.
This role is ideal for a strategic thinker and hands-on leader who is passionate about sales development, AI-driven innovation, and pipeline generation. If you're ready to drive significant growth, scale a world-class SDR function, and make a lasting impact on a multi-product, multi-segment business, we want to hear from you.
 
This role is a 90/10 split for OTE.

For this role, the estimated On Target Earnings (OTE) range is listed below. In addition to your OTE salary, your compensation package will include additional components such as equity and benefits. 

The actual salary will vary based on various factors, including market and individual skills, capabilities and experience, objectively assessed during the interview process. If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits for this role. 

We believe in fair & equitable pay at Culture Amp, and therefore, we build pay equity into all our programs in addition to conducting annual pay equity audits. 

OTE Salary (US)

$202,000 - $245,000 USD

We believe that our employees are the heartbeat of our success. We're committed to fostering a work environment that truly cares for and develops its people, and creates lasting positive impact. In addition to providing a competitive compensation package, some of the key benefits we offer are: 

  • Employee Share Options Program: We empower you to be an owner in Culture Amp and share in our success
  • Programs, coaching, and budgets to help you thrive personally and professionally
  • Access to external providers for mental wellbeing and coaching support to sustain the wellbeing, safety and development of our people
  • Monthly Camper Life Allowance: An automatic allowance paid out each month with your pay - you can spend it however you like to help improve your experience and life outside work
  • Team budgets dedicated to team building activities and connection
  • Intentional quarterly wellbeing pauses: A quarterly company-wide shutdown day in each region to to collectively pause, reset and focus on restoration and rest, without having to tap into individual vacation time
  • Extended year-end breaks: An extended refresh period at the end of year
  • Excellent parental leave and in work support program available from day 1 of joining Culture Amp
  • 5 Social Impact Days a year to make a positive impact on the community outside of work
  • MacBooks for you to do your best & a work from home office budget to spend on setting up your home office
  • Medical insurance coverage for you and your family (Available for US & UK only) 

Additionally, we don't just focus on our internal community; we believe in creating a better world of work for all. We're committed to diversity, equity, and inclusion, with Employee Resource Groups and ally communities in place. 

We have a strong commitment to Anti-Racism, and endeavor to lead by example. Every step we make as a business towards anti-racism is another step we can take to support our customers in making a better world (of work). You can see our current commitments to Anti-Racism here.

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Research shows that candidates from underrepresented backgrounds often don't apply for roles if they don't meet all the criteria – unlike majority candidates meeting significantly fewer requirements.

We strongly encourage you to apply if you’re interested: we'd love to know how you can amplify our team with your unique experience!

Thank you for taking the time to read this advert. If you decide to apply, as part of your application, we will ask you to complete voluntary diversity questions (excluding Germany). Please watch this video from our amazing DEI Leader, Aubrey Blanche to share more on why we collect the data and how we will use it. 

 

 

If you require reasonable accommodations or adjustments due to a disability to complete the online application or to participate in the interview process, please contact accommodations@cultureamp.com and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.

 

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