Director of Sales Development

Job Description About sojo sojo keeps vacation rental properties stocked with guest amenities — toiletries, kitchen essentials, coffee, paper goods — without the property manager lifting a finger. Our platform connects to their reservation calendar, builds the right kit for each stay, and delivers it before every turn. No more spreadsheets, no more last-minute runs to Costco, no more guessing what goes where. 600+ property managers use sojo across 75,000+ properties, and we're just getting started. We're a small, collaborative team that moves fast and builds together. Overview Marketing drives demand. AEs close. In between sits the work that determines whether interest actually becomes revenue. You'll own the entire mid-funnel: the BDR team, the prospecting-to-handoff pipeline, the systems that power it, and the expansion motion that grows existing accounts. You're the reason a warm lead becomes a qualified meeting and a 30-property customer becomes a 200-property customer. What You'll Own The BDR team. You manage, coach, and hold accountable a team of BDRs running outbound prospecting and inbound follow-up across the vacation rental industry. You're in the weeds — listening to calls, reviewing task queues, fixing what's broken, and building the playbook they run every day. When a warm lead from marketing sits untouched for 48 hours, that's your problem to solve. The prospecting pipeline. From first touch through handoff to the AE, you own the process. That means building and refining the sequences, cadences, and task workflows that move a contact from “interested” to “meeting-ready.” You execute on what a qualified handoff looks like and you make sure they happen cleanly and quickly. Systems and AI. You own the tools your BDRs run on — HubSpot, Claude, and whatever else makes them faster and sharper. Lifecycle automation, routing workflows, task creation, sequence management. You're also the person figuring out how to use AI to make outreach more targeted, processes more efficient, and handoffs more streamlined. Not “interested in AI” — actively using it to build a better engine. Expansion. Our best growth comes from existing customers adding more properties and more product categories. You'll build the motion that turns product usage signals into upsell conversations — working with the AE team to identify and act on expansion opportunities before customers outgrow their current setup. What We're Looking For 5–8 years in sales development, demand gen, or growth — and you've been a player-coach, not just a manager watching dashboards. You've built a B2B pipeline from scratch or rebuilt one that wasn't working. SMB or mid-market, ideally with a land-and-expand model. You've managed BDRs and you excelled at it — the coaching, the accountability, the daily rhythm of it. You're an expert in AI — specifically tools like Claude and HubSpot Breeze — and you know how to apply them to make prospecting, outreach, and pipeline operations measurably better. You've worked both sides of the mid-funnel: new pipeline generation AND customer expansion. You want to build the engine, not inherit one. What Year One Looks Like The BDR team is consistently producing qualified, meeting-ready pipeline for the AEs — with same-day follow-up on every warm lead. Sequences and task workflows are tight: leads move through the funnel without stalling, and nothing sits untouched. Handoffs between BDR → AE are clean, documented, and fast — no leads falling through the cracks. You've used AI to build systems and automations that make your team faster — not as a buzzword, but as infrastructure your BDRs actually run on every day You've built an expansion playbook that's generating upsell pipeline from existing customers. Compensation Base salary of $120,000 to $140,000, depending on experience, plus a 15% target bonus. Benefits We offer a competitive compensation package as well as Medical, Dental, Vision Insurance and 401(k). sojo is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.