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Director of Sales Development
Full-timeOnsite · San Mateo, CA
About the Role
Every ambitious revenue plan dies in the same place: not enough qualified pipeline. Your job is to make that Klarity's solved problem. You'll own the pipeline number for our upmarket motion — how much we create, what it costs, and how predictably it converts — and you'll build everything underneath it: the team, the quota math, the comp design, the playbook, the stack. When the board asks where growth comes from next quarter, the answer is a system you built.
Why This Seat Matters
- Most sales development leaders inherit someone else's system and manage drift — here there is no drift to manage
- You start with a founding rep and a working motion, and the segment strategy, hiring bar, comp architecture, and operating cadence are yours to set
- Klarity is profitable, so the team grows because your pipeline converts, not because a fundraise says it should
- Few Director seats come with this much authorship; fewer still come with a P&L that can afford to back it
What You'll Do
- Own the qualified-pipeline number for the mid-market motion — monthly creation targets by segment, cost per opportunity, and conversion through to closed-won — and answer for it directly to leadership
- Build the capacity model that sets the plan: conversations-to-meeting and meeting-to-opportunity math, headcount timing, and quota levels the data can defend
- Recruit, ramp, and coach the SDR team from its founding rep to 5–8, with a hiring bar you'd stake your reputation on and a 90-day ramp plan that gets reps productive fast
- Design the system reps operate in: territories and segment focus, comp plans whose accelerators reward the right behavior, and a published SDR → Senior → AE/management ladder your best people can plan a career around
- Codify the outbound playbook — messaging by persona, sequences, objection handling, discovery standards — and keep it improving with every won and lost deal
- Own the sales development stack, with AI prospecting and intent tooling at the center: your team should out-produce one twice its size
- Run the operating cadence — pipeline reviews, call coaching, AE-acceptance quality checks — and report the metrics that matter without anyone having to ask
- Partner with marketing and the AE team so nothing is lost between first touch and signature, and feed what the market is saying back into product and positioning
What You Have
- 5+ years in B2B SaaS sales development or sales, including 2+ years leading SDR/BDR teams that consistently hit pipeline targets — with numbers you can show, by quarter
- You've built, not just run: hired SDRs from scratch, designed quota and comp plans, and written a playbook that survived contact with the market
- You reason from conversion math — how many conversations make a meeting, how many meetings make an opportunity, what that implies for headcount and quota — and you can defend the model in a leadership meeting
- Operating rigor: forecasts leadership can trust, CRM hygiene you enforce, and reporting that surfaces problems before they surface themselves
- Player-coach credibility: you can still pick up the phone, run a discovery call in front of the team, and coach from tape, not theory
- A talent bar with receipts: your former reps got promoted, and they'd work for you again
- Nice to have: experience selling into healthcare providers or behavioral health organizations, or building an SMB/mid-market outbound motion where the buyer is an owner-operator
Compensation & Benefits
- Base salary: $150,000 – $170,000
- Variable compensation tied to team pipeline generation and conversion to closed-won, with accelerators above target
- Medical, dental, and vision coverage
- Paid time off, and more