Director, Sales Development

Overview

WORK SETUP: Hybrid at Woodstone, San Antonio, Texas

SCHEDULE: Monday - Friday, 8:00 AM - 5:00 PM CST

The Dir, Sales Development builds and leads Carenet''s outbound sales development function, creating a scalable, high-performing pipeline generation engine that consistently delivers qualified revenue opportunities. This role establishes the strategy, operating model, talent, processes, and performance management framework that enables Sales Development to accelerate revenue growth, improve opportunity conversion, and strengthen alignment across Sales, Marketing, and Revenue Operations.

Responsibilities

How will Success in this Role be Measured?

• Qualified pipeline generation meets or exceeds quarterly and annual targets.
• Sales Qualified Opportunity (SQO) and meeting attainment goals are consistently achieved.
• SDR-to-Sales Executive conversion rates improve over time.
• Pipeline forecasting accuracy and dashboard reporting support executive decision making.
• SDR productivity, quota attainment, and ramp times improve through coaching and enablement.
• HubSpot data quality, reporting integrity, and CRM adoption remain consistently high.
• Strong alignment is maintained between Sales Development, Marketing, Sales, and Revenue Operations.
• Employee engagement, retention, and internal promotion rates within the SDR organization demonstrate leadership effectiveness.

Sample Activities to Deliver the Goals

• Develop and execute the enterprise Sales Development strategy that aligns outbound pipeline generation with Carenet''s revenue objectives.
• Build, scale, and continuously optimize Carenet''s HubSpot-based Sales Development operating model, playbooks, prospecting methodology, and outbound motions.
• Recruit, coach, mentor, and develop a high-performing Sales Development organization while creating clear career paths, onboarding programs, and ongoing sales enablement.
• Establish performance expectations, productivity standards, and coaching routines that improve activity quality, conversion rates, and pipeline generation.
• Own Sales Development pipeline forecasting, ensuring qualified meeting, SQL, opportunity, and pipeline targets are achieved consistently.
• Design and continuously improve SDR-to-Sales Executive qualification criteria, handoff processes, and service-level expectations to maximize opportunity conversion.
• Partner with Marketing to align outbound campaigns, target account strategies, messaging, lead routing, and campaign performance.
• Partner with Revenue Operations to optimize HubSpot configuration, dashboards, reporting, automation, lead scoring, and SDR technology.
• Leverage HubSpot reporting, funnel analytics, and conversion metrics to identify trends, improve prospecting effectiveness, and optimize outbound performance.
• Establish KPI-driven operating rhythms, including weekly pipeline reviews, forecast meetings, conversion analysis, and executive reporting.
• Serve as the executive owner for HubSpot Sales Development processes, ensuring data integrity, reporting accuracy, CRM adoption, and operational discipline.
• Monitor outbound effectiveness across prospecting channels, continuously refining sequences, messaging, targeting strategies, and qualification approaches.
• Partner with HR and executive leadership to develop performance management processes, compensation effectiveness, and incentive programs that reinforce desired behaviors.
• Serve as a player-coach when necessary by participating in strategic prospecting efforts, executive outreach, and high-value opportunity development.
• Collaborate with Sales Executives to improve opportunity quality, accelerate sales cycles, and increase downstream revenue conversion.
• Champion continuous improvement by introducing new prospecting methodologies, sales technologies, automation capabilities, and best practices that increase SDR productivity and pipeline quality.

Qualifications

• Bachelor''s degree in Business, Marketing, Communications, or a related field; Master''s degree preferred.
• Seven (7) to ten (10)+ years of progressive sales, business development, or sales development experience, including leadership responsibility for outbound pipeline generation organizations.
• Demonstrated success building, scaling, and leading high-performing Sales Development (SDR/BDR) organizations.
• Proven experience developing outbound prospecting strategies that consistently generate qualified pipeline and contribute to revenue growth.
• Advanced expertise with HubSpot Sales Hub, including sequences, workflows, reporting, dashboards, pipeline management, automation, and CRM administration.
• Strong understanding of modern B2B sales methodologies, outbound prospecting strategies, buyer journeys, and demand generation practices.
• Experience partnering with Marketing, Revenue Operations, and Sales leadership to align pipeline generation strategies and operational execution.
• Strong analytical skills with experience using funnel metrics, forecasting models, conversion analytics, and pipeline reporting to drive business decisions.
• Demonstrated leadership experience hiring, coaching, mentoring, and developing sales professionals in performance-driven environments.
• Excellent executive communication, presentation, facilitation, and stakeholder management skills.
• Strong business acumen with the ability to balance strategic planning and operational execution.
• Experience within healthcare, healthcare technology, BPO, SaaS, or other complex B2B sales environments preferred.
• Demonstrated ability to lead organizational change, improve sales processes, and implement scalable operating models that support business growth.