Director of Sales Development (R-20038)

Shape the Future with Dun & Bradstreet

At Dun & Bradstreet, we believe data has the power to create a better tomorrow. As a global leader in business decisioning data and analytics, we help companies worldwide grow, manage risk, and innovate. Since 1841, businesses have trusted us to turn uncertainty into opportunity. We’re a diverse, global team that values creativity, collaboration, and bold ideas. Are you ready to make an impact and help shape what’s next?

The Director, Sales Development leads a multi-team Business Development Representatives (BDR)organization across outbound-focused teams and the Enterprise Sales Development Program. This roleis accountable for building both a high-performing pipeline-generation engine and a differentiated sales talent development program that prepares early-career and high-potential talent for future sales roles.

This position balances near-term business outcomes with long-term talent development by drivingqualified pipeline through new-logo acquisition and cross-sell/upsell motions, while attracting, hiring,onboarding, coaching, retaining, and advancing BDRs, BDR leaders, and Enterprise Sales DevelopmentProgram participants through structured development experiences.

Essential Key Responsibilities

• Lead and develop BDR leaders across outbound-focused teams, ensuring consistent standards forpipeline execution, leadership effectiveness, coaching discipline, talent development, and performancemanagement across managers and representatives.
• Scale the global BDR organization by establishing repeatable recruiting, onboarding, coaching,performance management, and talent-development practices across all hubs.
• Own team pipeline-creation goals while building a repeatable talent-development system that improves BDR productivity, readiness, promotion paths, retention, and leadership bench strength.
• Own the Enterprise Sales Development Program as a strategic talent pipeline, including programstructure, rotation design, performance standards, coaching model, field exposure, and career-pathing forcollege graduates rotating through multiple sales roles over a 12+ month development experience.
• Partner with Account Executives, Area Vice Presidents, Customer Success, Marketing, DemandGeneration and Sales Leaders to align territory and segment coverage, account priorities, campaignplays, lead quality, and meeting-to-opportunity conversion across teams.
• Hold BDR leaders accountable for attainment against qualified pipeline, opportunity creation, acceptedand held meetings, conversion rates, activity quality, SLA adherence, productivity, and CRM hygiene;conduct forecast and performance reviews and address performance gaps.
• Use SFDC, sales-engagement platforms, and performance dashboards to maintain CRM hygiene,inspect outbound execution, improve rep and manager productivity, identify coaching opportunities, anddeliver accurate performance reporting.
• Partner with Marketing, Demand Generation, Sales Enablement, Talent Acquisition, RevenueOperations, Business Intelligence, and CRM partners to coordinate outbound campaigns, workforceplanning, leadership development, reporting, territory design, and process improvements.
• Build succession plans for BDR leaders and career pathways for high-potential BDRs and EnterpriseSales Development Program participants into Account Executive, Customer Success, Sales Operations,and leadership roles. Present regular business reviews that balance pipeline contribution, talentdevelopment, operating health, promotion readiness, and program outcomes.
• Additional duties as assigned.

Education and Experience

• Bachelor's Degree Required
• 7 to 10 years of experience
• Master's Degree Preferred

Essential Skills and/or Certifications

• Bachelor’s degree is required.
• 10+ years of progressive B2B sales experience, including substantial outbound prospecting, new-logo acquisition, and pipeline-creation experience.
• 5+ years of people‑leadership experience, including experience managing managers, leadingmulti‑team Sales Development organizations, and developing early-career sales talent.
• Experience leading outbound motions across both new-logo acquisition and cross-sell/upsellmotions within existing customer accounts.
• Experience designing or leading early-career sales development, graduate rotation, or salestalent accelerator programs is preferred.
• Proven record of meeting or exceeding pipeline or revenue targets and managing conversion,activity, and productivity KPIs.
• Strong recruiting, coaching, communication, analytical, change-leadership, and cross-functionalcollaboration skills.
• Proficiency with SFDC and outbound sales‑engagement platforms, with the ability to use data toimprove execution and CRM hygiene.
• SaaS, technology, data, or information‑services experience is preferred
• MEDDPICC or a similar sales methodology is an advantage.
• Proficiency in Microsoft Office Suites Skills
• Show an ownership mindset in everything you do; be a problem solver, be curious and beinspired to take action, be proactive, seek ways to collaborate and connect with people and teamsin support of driving success
• Continuous growth mindset, keep learning through social experiences and relationships withstakeholder, experts, colleagues and mentors as well as widen and broaden your competenciesthrough structural courses and programs

Benefits We Offer

Generous paid time off in your first year, increasing with tenure.

Up to 16 weeks 100% paid parental leaveafter one year of employment.

Paid sick timeto care for yourselfor family members.

Education assistanceand extensive training resources.

Do GoodProgram: Paid volunteer days&donation matching.

Competitive401k with company matching.

Health & wellness benefits, including discounted Wellhubmembership rates.

Medical, dental&vision insurancefor you,spouse/partner&dependents.

All Dun & Bradstreet job postings can be found at Official communication from Dun & Bradstreet will come from an email address ending in @dnb.com.

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Dun & Bradstreet provides equal employment opportunities to applicants and employees without regard to race, color, religion, creed, sex, age, national origin, citizenship status, disability status, sexual orientation, gender identity or expression, pregnancy, genetic information, protected military and veteran status, ancestry, marital status, medical condition (cancer and genetic characteristics) or any other characteristic protected by law. Know Your Rights: Workplace Discrimination is Illegal - The current poster can be found here. We participate in E-Verify - The current poster can be found here.

Accommodations information for applicants with disabilities

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