Director, Sales Development (outbound demand generation)

Who are we?Equinix is the world’s digital infrastructure company, shortening the path to connectivity to enable the innovations that enrich our work, life and planet. A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future.A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You’ll work across teams, influence key decisions, and help shape the path forward. You’ll find belonging, purpose, and a team that welcomes you—because when you feel valued, you’re empowered to do your best work.Job SummaryThe Director is responsible for defining and leading Equinix's outbound demand generation strategy and sales development transformation agenda.This role sits at the intersection of revenue marketing, sales development, operations, technology, data, and AI. The successful candidate will lead the evolution of Equinix's outbound engine, driving the people, process, technology, and operating model changes required to significantly increase pipeline creation, seller productivity, and revenue impact.While foundational programmes, processes, and technologies exist today, this role is focused on transformation and scale. The Director will assess current capabilities, identify improvement opportunities, and execute a multi-year roadmap that modernises outbound engagement, improves operational efficiency, strengthens measurement and attribution, and leverages AI-driven innovation.Working closely with Sales, GTM Operations, Marketing, Data, Digital, and Technology teams, this leader will build a scalable, globally consistent outbound motion that contributes predictable pipeline growth across both direct and indirect routes to market.Key OutcomesRevenue & Pipeline GrowthIncrease outbound-sourced pipeline contribution and influence across all regionsImprove SDR productivity, pipeline generated per representative, and overall return on investmentIncrease conversion rates across the outbound funnel from engagement through to qualified opportunityImprove account penetration and engagement within strategic target accountsTechnology & AI TransformationDeliver measurable improvements in SDR productivity through automation and AI-enabled workflowsReduce manual administrative effort through automation and workflow optimisationImplement AI-powered capabilities for prospect research, account prioritisation, outreach optimisation, coaching, and call analysisAchieve broad adoption of approved AI-enabled selling technologies across the SDR organisationEstablish data-driven performance management and predictive analytics capabilities that improve decision-making and forecasting accuracyOperational ExcellenceStandardise global outbound operating models, processes, and performance frameworksImprove outbound data quality, lead routing, segmentation, and account prioritisation capabilitiesCreate scalable onboarding, coaching, certification, and continuous learning programmesDevelop industry-leading reporting, attribution, and measurement frameworks connecting activity to pipeline and revenue outcomesResponsibilitiesOutbound Strategy & TransformationDefine and execute the global outbound demand generation and SDR transformation strategyDevelop a multi-year roadmap that improves pipeline creation, productivity, scalability, and operational effectivenessEvaluate and optimise outbound engagement models, segmentation strategies, account prioritisation frameworks, and coverage approachesLead change management initiatives associated with new processes, technologies, and operating modelsEstablish global standards while supporting regional market requirementsRevenue & Pipeline PerformanceOwn outbound pipeline creation goals and performance measures globallyEstablish KPI frameworks covering productivity, efficiency, conversion rates, pipeline contribution, and revenue impactDrive accountability for achievement of business targets across regionsIdentify risks, performance gaps, and optimisation opportunities using data-driven analysisPartner with Sales and Revenue Operations leaders to improve forecasting and pipeline visibilitySDR Leadership & Capability DevelopmentLead and develop a global SDR leadership team and sales development organisationBuild a high-performance culture focused on accountability, continuous improvement, and customer engagementDesign scalable onboarding, enablement, coaching, and career development programmesEstablish world-class sales development methodologies, qualification standards, and outbound best practicesDrive workforce planning, organisational design, and talent strategies to support growth objectivesTechnology, Data & AI InnovationOwn the strategic roadmap for outbound technology, automation, and AI enablementEvaluate, implement, and optimise technologies that improve seller productivity and prospect engagementPartner with Marketing Operations, Revenue Operations, Data, and Technology teams to modernise the outbound technology ecosystemImplement AI-driven capabilities including account intelligence, prospect research, conversation intelligence, coaching, workflow automation, and predictive insightsDrive adoption and change management to maximise business value from technology investmentsCreate a culture of experimentation through structured testing of new technologies, outreach approaches, and productivity enhancementsCross-Functional LeadershipPartner closely with Marketing, Sales, Revenue Operations, Data, and Digital teams to align demand generation and pipeline objectivesInfluence senior stakeholders on outbound strategy, investment priorities, and operational improvementsCollaborate with campaign, ABM, partner, and field marketing teams to optimise the integration between marketing engagement and SDR executionAct as the executive sponsor for key outbound transformation programmesExecutive Reporting & GovernanceDeliver regular business reviews to executive leadershipProvide visibility into pipeline contribution, productivity, technology adoption, transformation progress, and business outcomesPresent investment recommendations, business cases, and strategic plans to leadership stakeholdersEstablish governance frameworks that ensure sustainable operational excellence and continuous improvementQualificationsRequired ExperienceProven years of experience in B2B demand generation, revenue marketing, sales development, or go-to-market leadership rolesProven years leading large-scale SDR, BDR, or outbound demand generation organisationsProven experience leading business transformation initiatives involving people, process, technology, and operating model changeDemonstrated success increasing pipeline generation, sales productivity, and go-to-market effectivenessExperience deploying and scaling sales engagement, automation, and AI technologiesStrong understanding of pipeline management, funnel performance, forecasting, attribution, and revenue analyticsExperience leading global or multi-regional teams within a complex matrix organisationStrong executive communication, stakeholder management, and influencing skillsBachelor's degree or equivalent experiencePreferred ExperienceExperience within technology, digital infrastructure, cloud, SaaS, or telecommunications industriesExperience implementing AI-enabled sales development and revenue marketing capabilitiesExperience with account-based marketing and account-based growth strategiesExperience leading global transformation programmes with measurable business outcomesLeadership CharacteristicsStrategic and commercially minded leaderProven change agent who thrives in transformation environmentsData-driven decision maker focused on measurable business outcomesStrong collaborator capable of influencing across functions and regionsPassionate about talent development, coaching, and organisational effectivenessCurious and innovative, with a strong bias toward AI, automation, and continuous improvementCustomer-centric and relentlessly focused on creating pipeline, revenue growth, and business impactThe targeted pay range for this position in the following location is / locations are:United States - Dallas Infomart Office DAI : 224,000 - 336,000 USD / Annual
Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location.The pay range shown is based on our compensation structure in place at the time of posting and may be updated periodically based on business needs. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.The targeted pay range listed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position.Equinix BenefitsAs an employee, you become important to Equinix’s success. We ensure all your benefits are in line with our core values: competitive, inclusive, sustainable, connected and efficient. We keep them competitive within the current marketplace to ensure we’re providing you with the best package possible. So, wherever you are in your career and life, you’ll be able to enhance your experience and bring your whole self to work.Employee Assistance Program: An Employee Assistance program is available to all employees.
US Benefits: - Insurance: You may enroll in health, life, disability and voluntary plans that are designed for you and your eligible family members. - Retirement: You and Equinix may contribute to a retirement plan to help you plan for your financial future. - Paid Time Off (PTO) and Paid Holidays: You will receive an accrued amount of PTO each pay period along with various paid holidays for you to rest and recharge. Eligibility requirements apply to some benefits. Benefits are subject to change and may be subject to specific plan or program terms.
Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability.  If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form. Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer.  All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law. We use artificial intelligence in our hiring process. Learn more here.
This posting is a new position within our organization.
SummaryLocation: Dallas Infomart Office DAIType: Full time