Director, Sales Development

First impressions still count. But you know the old playbook—"spray and pray”—is broken. You understand that today’s buyers control their own journey, and that your team needs to earn their attention by adding value at every step. We are looking for a progressive leader to take Expel’s Sales Development program to the next level. You aren’t just here to manage a team; you’re here to evolve the function. We want to shift from manual outreach to a signal-based, AI-enabled engine that focuses on value, not just volume. We’re looking for a leader who is obsessed with coaching and culture—someone who can help the team get tight on our differentiation and customer outcomes so they shine in every interaction. If you’re passionate about upleveling your people to master their craft today while preparing them for their future careers, we’d love to hear from you. What Expel can do for you Prioritize your people. We want you to build a growth culture where technology handles the grunt work, so your team can focus on career development and the "human moments" that actually build trust with prospects. Hand you the keys to transformation. We aren't just talking about modernization; we are funding it. You will help drive our initiative to automate revenue workflows by leveraging AI and automation. Surround you with alignment. You’ll work with a team partnering on broader GTM orchestration initiatives, creating a true ABX/ABM strategy that targets the right accounts with the right message. Invest in your stack. We are already investing in best-in-class technologies to support our revenue teams. You get to help operationalize and scale them What you can do for Expel Drive pipeline growth. Develop and execute a strategic SDR plan that aligns directly with company growth targets. You’ll move the needle on pipeline generation (SAOs) by focusing on quality, conversion, and revenue impact. Partner deeply with GTM leadership. Bridge the gap between Sales and Marketing. You’ll work hand-in-hand with leadership to align on territory planning, feedback loops, and shared revenue goals, ensuring we move past tactical debates to focus on winning business together. Coach and develop talent. Create a culture of mastery where reps deeply understand our customer outcomes and differentiation. You’ll prioritize career pathing and coaching, ensuring your team is ready for the "human moment" today and their next role tomorrow. Uncover trends through data. Go beyond the dashboard to find the narrative. You’ll analyze performance data to identify winning tactics, spot market trends early, and pivot our strategy based on what the numbers—and the market—are telling us. Build scalable, AI-enabled programs. Move us beyond manual research. You’ll leverage modern tech to scale our impact, automating the busy work so your team can focus on personalization and driving meaningful results. What you should bring with you Modern GTM Experience: You have successfully built an SDR function in a remote environment, ideally leveraging AI tools to drive scale. A Tech-Forward Mindset: You are fluent in the modern stack. Beyond just Salesforce and Outreach, you know (or are eager to explore) tools like Clay, Nooks, Orum and others. ABM/ABX Fluency: You understand how an SDR team fits into an Account-Based Marketing strategy and have experience navigating in both Enterprise and Commercial segments. Data-Driven Vision: You can look at a plateau in "SAOs" (Sales Accepted Opportunities) and diagnose the root cause—whether it's data quality, lead scoring, or messaging—and fix it. Leadership Chops: At least 4 years of leadership experience with a track record of developing talent, reducing attrition, and fostering a culture of experimentation. Bonus Points: You’ve held a role in Sales or Marketing outside of Sales Development, giving you a strong understanding of the full funnel. Additional notes The compensation for this role includes a base salary between $175,000 and $203,000 + variable compensation and equity. At Expel, our employee benefits reflect our commitment to our crew. Unlimited PTO, equity for everyone, work location flexibility, up to 24 weeks of parental leave, and excellent health benefits are some of the ways we care for our Expletives. This role is based in our Herndon, Virginia office, with the flexibility to work remotely. We’re only hiring those authorized to work in the United States. We do not currently sponsor immigration visas. We're an Equal Opportunity Employer: You'll receive consideration for employment without regard to race, sex, age, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability. We’ll ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please let us know if you need accommodation of any kind. #LI-remote