Head of AI-Native Sales Development

Responsibilities

• Build and own the AI-augmented outbound motion — ICP targeting, signal detection, sequence execution, and meeting handoff
• Deploy and optimize the full stack: Claude, Apollo AI, Clay, 6sense, Champify, and Qualified
• Build signal-based plays triggered by buying intent, job changes, funding events, and technographic shifts
• Lead and develop 4–6 AI-native SDRs; transition the team from manual outreach to AI-native operators
• Set daily activity baselines, weekly meeting targets, and monthly pipeline goals by rep
• Build onboarding systems that get new reps to full productivity in under 30 days
• Own the inbound demo request process end-to-end
• Drive conversion from the current 7% to 50%+ within 30 days, with a path to 90%
• Implement sub-5-minute response SLA; partner with Marketing Operations on routing and workflow optimization
• Own the weekly MDR pipeline report to marketing and sales leadership
• Build and maintain a live, automated Salesforce dashboard — no manual assembly
• Surface warm unconverted contacts and win-back opportunities for pod GMs weekly
• Own pre- and post-event outreach for all field marketing events
• Build reusable sequence templates by event type; coordinate with Field Marketing on targeting and timing

Requirements

• 6+ years in Sales Development or outbound pipeline generation; 1–2+ years leading a team
• Hands‑on experience building with Clay, Apollo AI, 6sense, or comparable orchestration platforms — not just using the tools, but architecting the system underneath them
• Proficiency in Salesforce, Marketo, and lead routing tools (Ringlead, LeanData)
• Track record of building or transforming an MDR function, not just managing one
• Reports on pipeline and conversion — not activity counts