Director, Sales Development

Delinea is a leading provider of privileged access management (PAM) solutions for the modern, hybrid enterprise. We make privileged access more accessible by eliminating complexity and defining the boundaries of access to reduce risk, ensure compliance, and simplify security. Delinea empowers thousands of customers worldwide, including over half the Fortune 100. Our customers include the world’s largest financial institutions, intelligence agencies, and critical infrastructure companies.

Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you’re ready to push boundaries and challenge the status quo in security, we want to hear from you.

Apply today to help us achieve our mission.

Director, Sales Development Summary:

Located in the Boston, MA area.

Delinea is searching for a Director, Sales Development who will help us continue to build a high-performance Sales Development team. Reporting to the Chief Revenue Officer, this role will play an integral part in shaping Delinea’s Sales Development’s next phase of growth and maturity.

This role will be critical in creating strategies in driving revenue growth by generating qualified leads, nurturing prospects, and establishing key relationships. The Director will help establish best practices, playbooks and KPIs to increase efficiencies and improve inbound lead generation processes and systems. This role is expected to contribute significantly to our pipeline generation efforts.

What You’ll Do:

• Develop new processes while also enhancing existing systems designed for scaling your SDR organization.
• Partner closely with marketing on demand generation programs/campaigns and collaborate to develop the sales strategy while driving key initiatives to achieve sales objectives of Delinea’s Commercial, Enterprise, Strategic, and Public Sector segments.
• Lead and build on the great momentum of our existing SDR teams.
• Manage the execution of the overall targeted strategy for generating outbound prospecting pipelines.
• Partner with Marketing and cross-functionally with leaders across the business, including Product, Customer Experience, Partnerships and Sales.
• Collaborate with Marketing to drive new business through demand generation.
• Achieve monthly, quarterly, and annual revenue targets.
• Develop your team’s skills for prospecting, qualifying, and opportunity creation.
• Provide regular coaching, feedback, and professional development to your front-line managers and the Sales Development Representatives that report to them while prioritizing and maintaining an inclusive, dynamic, and highly engaged team environment.
• Maintain a strong focus on outcomes and impact by closely monitoring metrics with the aim to increase productivity and quality of meetings for the sales team.
• Partner closely with sales leadership and teams to ensure proper alignment on account coverage, target personas, opportunity quality and SDR to Account Executive hand-off.
• Plan, forecast, and understand ramp adjusted capacity to ensure the team is growing effectively, in tandem with the needs of the sales organization and the supply of inbound demand from marketing.
• Own and drive execution of new business pipeline goals by understanding and analyzing top-of-the-funnel metrics, pipeline quality, and revenue influenced across all segments.
• Actively use tools such as Salesforce.com, SalesLoft, PowerBI, and Chorus.
• Recruit, lead and develop a team of SDRs, applying best practices for maximum results.
• Define the process, playbooks, career paths and appropriate measurements for SDRs.
• Develop a highly scalable yet personal outbound outreach and prospecting strategy.
• Work with Sales Managers and Account Executives towards pipeline generation goals.
• Use data to measure, manage, and optimize efforts and the use of resources.
• Develop and maintain a sales development playbook with processes and best practices such as sales sequence, sales pitches, call scripts, email templates and qualification tactics to ensure SDR efficiency and consistent conveyance of our current messaging.
• Motivate and aid the SDR team to achieve collective and individual goals.

What You’ll Bring:

• Bachelor’s degree and/or 8+ years of experience working within revenue focused teams
• 2+ years of experience as a second-line leader
• Experience managing inbound and outbound sales development teams
• Deep understanding of sales development, outbound selling and prospecting
• Ability to gather your own insights from data to make informed decisions for your team
• Strong written and verbal communicator
• Experience designing and implementing compensation plans and setting appropriate quota
• You are nimble, resourceful and a creative problem solver
• You embody a growth mindset
• You like to roll up your sleeves
• Technologically savvy and quick to learn new concepts.
• A high-energy go-getter with a “can do” attitude who can collaborate with colleagues
• Sense of ownership for responsibilities essential to SDR team performance

Delinea Culture & Benefits:

Why work at Delinea?

• We’re passionate problem-solvers doing our part to make the world a safer place.
• We invest in people who are smart, self-motivated, and collaborative.
• What we offer in return is meaningful work, a culture of innovation and great career progression!

At Delinea, our core values are STRONG—Spirited – Trust – Respect – Ownership – Nimble – Global – and guide our behaviors and success. We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.

We take care of our employees. We offer competitive salaries, a meaningful equity and bonus program, and excellent benefits, including a full suite of medical, dental, and vision insurance, as well as 401(k) matching, ROTH, comprehensive life insurance, short-term and long-term disability insurance, an employee assistance program, generous discretionary time off (DTO), and 12 paid holidays. We support all families with 12 weeks of paid leave for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers. Secondary caregivers are offered 6 weeks of paid leave.

Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.