Job Description

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xtype seeks a dynamic, results-driven Director of Global Sales Development to rebuild, scale, and optimize our BDR team, driving pipeline generation for xtype Enterprise—the leading Multi-Instance Management product for ServiceNow platform teams.

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This is a pivotal leadership role where you will define and implement the strategy for outbound sales development, enhance inbound lead response, and ensure our BDR team becomes a high-impact revenue engine.

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As a key member of the sales leadership team, you will hire, coach, and develop a team of BDRs focused on outbound prospecting, pipeline generation, and account penetration. You will create scalable processes and collaborate with Sales, Marketing, and operations to exceed the company’s growth goals conversion rates.

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This person will provide leadership, direction, and resource stewardship to the organization's BDR team members and will be accountable for the overall organization performance, the profitable achievement of the BDR organization's goals, and for aligning their objectives with GTM and overall business strategies.

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The ideal candidate has a proven track record of building and leading top-performing outbound sales development teams in B2B SaaS and thrives in an early-stage, high-growth environment. This role requires a hands-on leader who can drive structure and accountability while fostering a culture of learning and continuous improvement.

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If you’re passionate about coaching talent, optimizing prospecting strategies, and accelerating pipeline growth in a fast-paced startup, we want to hear from you!

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Responsibilities:

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• Recruit, hire, train, and lead a high-performing team of BDRs to exceed pipeline generation targets.
• Develop and implement training programs to enhance messaging, campaign execution, objection handling, and discovery skills.
• Define, optimize, and oversee sales development processes and strategy to ensure a steady flow of qualified leads for AEs.
• Set and track KPIs, aligning them with company objectives to maximize SDR team success.
• Foster a culture of accountability and growth through coaching, mentorship, and motivation.
• Leverage and optimize the existing tech stack (Cognism, LinkedIn Sales Nav, Gong, HubSpot) while identifying and integrating AI-powered tools to enhance performance.
• Drive business development initiatives that improve operational efficiency and pipeline growth.
• Align cross-functional efforts, serving as the orchestrator between Sales, Marketing, Partnerships, and BDRs.
• Ensure timely and strategic follow-up on inbound leads while optimizing data-driven ICP and target account coverage.
• Act as the company’s sales development thought leader, providing expert guidance and best practices.
• Deliver valuable prospect insights to Product, Sales, and Marketing leadership to refine strategy.

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Requirements / Skills:

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• 3+ years of experience successfully building, leading, and scaling global enterprise sales development teams in B2B SaaS, ideally within the ServiceNow ecosystem.
• Expertise in modern sales development practices, including cadence management, cold calling, objection handling, and pipeline building.
• Proven ability to prospect into Global 2000 companies, particularly in financial services, pharma, energy, and consumer goods.
• Influential leadership with a track record of driving revenue outcomes through strategic partnerships.
• Strong interpersonal and communication skills to collaborate effectively across internal teams and external partners.
• Data-driven mindset with the ability to define KPIs, analyze performance metrics, generate reports, and make informed business decisions.
• Exceptional relationship management skills, with the ability to give and receive constructive feedback.
• Ability to attract, develop, and inspire top talent, fostering a high-performance culture.
• Willingness to travel to conferences and industry events as needed (less than 10%).

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Who Will Love This Job

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• A Coach: You love teaching your team how to think differently and motivating them to evolve in their sales career continuously.
• A Numbers Nerd: You recognize the importance of a quantitative approach to making decisions.
• A Leader: You strive to elevate your team every day. You lead by example and inspire others to achieve and exceed their goals.

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xtype.io is an equal opportunity employer. All qualified applicants will receive consideration for the role without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.