Director, Sales Development

Title: Director, Sales Development 

Date: 5.2025 

Function: Sales 

Reports to: Chief Revenue Officer 

Position Summary: 

The Director of Sales Development is a strategic, data-driven leadership role responsible for building and scaling a high-performing global Sales Development Representative (SDR) organization. This position plays a pivotal part in accelerating pipeline growth, optimizing outbound and inbound prospecting strategies, and overseeing a team of SDRs, and frontline leaders. The role focuses on driving operational excellence, integrating AI-powered outreach tools and workflows, and fostering a culture of continuous development and performance. Collaboration across Marketing, Revenue Operations, and Sales functions is essential to ensure alignment and achieve company growth objectives. 

Key Responsibilities: 

• Lead, coach, and grow a high-impact global SDR organization to consistently exceed pipeline generation goals. 

• Develop and execute scalable sales development strategies, integrating AI-powered prospecting and personalization tools to drive productivity. 

• Hire, onboard, and mentor top SDR talent; foster a culture of performance, learning, and inclusivity. 

• Design and manage daily, weekly, and monthly KPIs across inbound and outbound efforts; deliver real-time insights through data dashboards. 

• Collaborate closely with Sales, Marketing, RevOps, and Enablement to align on pipeline targets, campaign execution, and feedback loops. 

• Own and refine SDR processes, including territory management, lead routing, and performance metrics using tools like Salesforce, and AI/ML platforms. 

• Drive change management around AI enablement and automation tools to improve response rates and SDR throughput. 

• Maintain accurate documentation of activities and lead progression in Salesforce; ensure data integrity and reporting accuracy. 
• Champion cross-functional collaboration and pipeline accountability across marketing and sales teams. 

Skills and Experience Needed: 

• Bachelor’s degree or equivalent experience required. 

• 10-12+ years of experience in B2B technology/software sales, with at least 5-7+ years leading SDR or Inside Sales teams. 

• Proven success building and scaling global SDR organizations in high-growth SaaS environments. 

• Demonstrated ability to integrate and optimize AI-powered tools for prospecting (e.g., ChatGPT, Drift, Gong, Lavender, Seamless.AI). 

• Strong command of CRM and sales engagement platforms (e.g., Salesforce, LinkedIn Sales Navigator). 

• Deep expertise in outbound and inbound motion targeting SMB through enterprise segments. 

• Track record of exceeding pipeline targets, with a data-driven approach to performance management and strategy. 

• Highly skilled in sales analytics, segmentation, lead scoring, and GTM experimentation. 

• Exceptional communicator with strong executive presence and ability to influence across functions. 
• Proven ability to drive alignment across sales, marketing, and RevOps to build predictable pipeline engines. 

Competencies:   

Accountability Creating an Inclusive Environment Driving for Results Managing Conflict 

Adaptability Customer Focus Financial Acumen Oper Dec Making 

Building Partnerships Dealing w/Ambiguity Leading Change Strategic Influence 

Coaching and Developing Delegation & Empowerment Leading Teams  

Technical/Professional Skills and Knowledge 

About the company:

Boards set the standard for what organizations can achieve. At OnBoard, our board management software helps boards function at a higher level so every organization can make a bigger difference in the world.

Launched in 2011, today, OnBoard serves as the board intelligence platform for more than 5,000 organizations and their 12,000 boards and committees in 60 countries worldwide. With customers in higher education, nonprofit, healthcare systems, government, and enterprise business, OnBoard is the leading board management provider.

OnBoard has grown from a class project at Purdue University in West Lafayette, Indiana in 2003 into the world’s leading board management software platform today. Backed by JMI Equity and the acquisitions of eScribe and Govenda, OnBoard is positioned to become the industry leader in Board Management and Meeting Solutions for private and public sector entities. 

Benefits and Perks: 

• Company provided equipment (laptop, software, etc.) 
• Employment with a growing, casual, fun, philanthropic minded company
• Employer paid extended health benefits, including health spending account (CAN based employees)
• US Based Employees
  • Comprehensive, high-quality medical/prescription drug plan options, as well as dental and vision plan offerings.   
  • An employer contribution to your Health Savings Account (HSA) if you participate in a High Deductible Healthcare Plan.  
  • Medical Flexible Spending Accounts available.   
  • Dependent Care Flexible Spending Accounts available.  
  • Basic life insurance in the amount of $50,000 or 1 X’s your salary (whichever is higher).  
  • Short and long-term disability and Accidental Death and Dismemberment benefits at no cost to you.  
  • 401K Retirement Savings Plan with automatic enrollment at the first of the month following 60 days of employment at 5% to help you secure your financial freedom. We offer a generous company match that starts on the first of the month following 60 days of employment. The company match is dollar for dollar on the first 3% of your pay that you contribute and $0.50 on the dollar on the next 2%, for a total match of 4%. 
  • Paid Time Off (PTO)/Holiday  
    • Unlimited PTO program each year.  
    • 11 paid holidays, and half day Fridays in the summer.   

Diversity Statement - Culture of Togetherness:  

At OnBoard, our mission is to encourage and celebrate a culture of togetherness. We acknowledge that uniqueness is powerful, and we welcome, foster, and appreciate all. Diversity, Equity, and Inclusiveness fuel the Pathfinder atmosphere and all our efforts. Our power is in our people and we Pledge 1% to give back to our communities and across the globe.  

OnBoard is an equal opportunity employer and committed to a diverse and inclusive working environment. Passageways does not discriminate based on race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. For individuals with disabilities who would like to request an accommodation please email peopleops@passageways.com.