Director of Business Development

We are hiring a Director of Sales Development to build and scale Factory's SDR program from the ground up. You will lead our team of Sales Development Representatives in person, own the pipeline‑generation number, and design the system that turns outbound into predictable, qualified opportunities for our Account Executives. This is a founding leadership role for someone who has carried a bag or a quota, built and coached outbound teams, and wants to define how a generational company generates pipeline. You will manage the SDRs onsite five days a week, coach them daily, and build the hiring engine, ramp, enablement, and career pathing that take a rep from first cold call to Account Executive. What You'll Do Own the pipeline‑generation number. Hit and exceed team targets for qualified meetings and opportunities generated. Build and scale the SDR program: hire, onboard, ramp, coach, and performance‑manage a growing team of Sales Development Representatives. Coach outbound daily: account research, multi‑channel sequencing (email, phone, LinkedIn, creative outreach), messaging, objection handling, and qualification against our ICP. Design the SDR‑to‑AE career path, ramp plan, and enablement curriculum that make reps productive fast and retain top talent. Own the outbound motion and tech stack: Salesforce, MixMax, LinkedIn Sales Navigator, Gong, Apollo, and Clay. Instrument the funnel and iterate weekly on segmentation, messaging, and playbooks. Partner with Account Executives and Sales Leadership on territory design, target account lists, and clean SDR‑to‑AE handoff. Partner with Marketing, RevOps, and Operations to align on ICP, timing signals, campaigns, and reporting. Run disciplined forecasting and pipeline reviews. Maintain rigorous CRM hygiene and data integrity. Set the culture and bar of the outbound team in person, five days a week. What We're Looking For 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. Proven success hiring, ramping, and coaching outbound reps, not just inheriting a team. Command of the modern outbound motion and sales stack (Salesforce, sequencers, LinkedIn Sales Navigator, Gong, Apollo, Clay, or similar). Strong operating rigor: you instrument the funnel, run on data, and improve conversion week over week. Excellent communication and coaching instincts. Your reps get better because of you, and they get promoted. Willingness to lead the team onsite five days a week in San Francisco. Nice to Have Experience selling or generating pipeline into engineering, DevOps, or platform buyers. Background building an SDR‑to‑AE career pathing program at a high‑growth startup. Familiarity with the agentic coding category and the developer productivity landscape. Early‑stage or founding GTM experience (Series A/B/C). Why Factory Build and own the SDR program at a generational company, with a clear mandate to scale the team and the motion. Work side‑by‑side with experienced GTM leaders and a product team shipping at a generational pace. Sell a product that engineers genuinely love and that delivers measurable, defensible ROI. Competitive base plus variable, meaningful early‑stage equity, and full health, dental, and vision benefits. Premium hardware, generous learning budget, and team offsites. The team goes into the office 5 days a week in San Francisco (walking distance to Caltrain). Factory is an equal opportunity employer. We evaluate candidates on merit and do not discriminate on any protected basis. #J-18808-Ljbffr