Director of Sales Development
Job description
About the role
The team brings a founding leader to define and scale Factory's SDR program. This role owns pipeline generation through a high-performing, in-person SDR team. The position partners with Sales, Marketing, and RevOps to turn outbound activity into a predictable flow for Account Executives.
Marketing teams grow awareness and demand for a company's products. They write copy, run campaigns, manage channels, and measure results. The work spans content, paid ads, email, events, and search. Marketing roles combine creativity with data and constant testing. Marketing teams usually run experiments every week and keep the work that performs. Most companies hire specialists in channels such as paid search, email, or content.
Key facts
What you'll do
The role owns the pipeline-generation number and ensures the team hits and exceeds targets for qualified meetings and opportunities.
Outreach systems are built and scaled through hiring, onboarding, ramping, coaching, and performance management of a growing SDR team.
Disciplined forecasting and pipeline reviews are run, with rigorous CRM hygiene and data integrity maintained.
Requirements
Candidates bring 5+ years in B2B SaaS sales and sales development, with 2+ years managing an SDR/BDR/ADR team as a front-line leader.
A track record of building or scaling an outbound program and consistently exceeding pipeline-generation targets is required.
Successful hires have proven experience hiring, ramping, and coaching outbound reps rather than only inheriting an existing team.
Mastery of the modern outbound stack - Salesforce, sequencers, LinkedIn Sales Navigator, Gong, Apollo, and Clay, or similar tools - is required.
Strong operating rigor is demonstrated by instrumenting the funnel, running on data, and improving conversion week over week.
Excellent communication and coaching instincts must show in measurable improvements in rep performance and promotions.
Willingness to lead the team onsite five days a week in San Francisco is mandatory.
Nice to have
Experience selling into or generating pipeline for engineering, DevOps, or platform buyers is preferred.
Background building an SDR-to-AE career pathing program at a high-growth startup is valued.
Familiarity with the agentic coding category and the developer productivity landscape is a plus.
Early-stage or founding GTM experience at Series A, B, or C is preferred.
Practical notes
The team works onsite in San Francisco five days a week, with commuting support aligned to the role.
Factory is an equal opportunity employer that evaluates candidates on merit without discrimination.
Typical interview steps
Marketing interviews often include a portfolio review, a campaign exercise, and analytics questions. Candidates may be asked to plan a launch, write a brief, or improve a funnel. Some loops include a presentation. Results from past campaigns carry the most weight. Interviewers ask about specific campaigns you ran and what the numbers said. Preparing a short case of one campaign with its results is strong preparation.
Career growth
Marketing careers move from associate to manager, director, and VP levels. Specializations include growth, brand, product marketing, and content. Generalists often start, then specialize as they advance. Measured impact on pipeline and revenue drives progression. Marketing careers reward measurable results and adaptability. Channel experience plus business sense usually beats a general resume.
Questions to ask
Good questions to ask the employer in the interview: what does success look like in the first six months, how is the team structured, what is the current biggest challenge, and how are decisions made. Asking about growth paths and the review process is also well received. Employers expect questions, and good ones show preparation.