Director, Sales Development (San Francisco)

When you join the Fountain team, you become part of the leading enterprise solution for frontline workforce management. Fountain’s automated, customizable platform provides a seamless applicant experience for workers, while ensuring organizations can scale and manage their frontline talent.

We’ve helped hundreds of companies like UPS, CLEAR, Stitch Fix, GoPuff, Fetch, and sweetgreen to hire, onboard, and manage over 14 million workers in more than 75 countries.

In 2022, we closed $185M in our Series C, led by SoftBank and B Capital.

Join our growing team of highly collaborative, ambitious, and forward-thinking Fountaineers as we empower our hundreds of customers and millions of frontline workers around the world.

Let’s elevate frontline work together.

About the Role

Fountain is scaling. We have a strong product-market fit in QSR, logistics, and retail, enterprise logos that validate the value we deliver, and a sales organization growing to match the opportunity.

The next phase requires a more deliberate, high-output pipeline engine and this role leads that build.

You'll report to the SVP of Sales and own the outbound function end to end: the playbooks, the team, the pipeline quality standards, and the results. This is a builder role.

What You'll Own

• Build and run vertical-specific outbound playbooks for QSR, logistics, and retail -- personas, sequences, call strategy, and objection handling
• Own pipeline quality, not just volume. Define what a qualified opportunity looks like and hold the standard with AEs
• Lead and develop a team of SDRs across commercial and strategic segments, with structured coaching tied to funnel metrics
• Partner with marketing on ABM and account targeting for tier-one accounts
• Establish the operating cadence: weekly pipeline reviews, rep scorecards, and CRM hygiene as a non-negotiable

What You Should Bring

• 4-7 years in sales development leadership with clear evidence of building
• A track record of owning pipeline quality (you can define exactly what a qualified meeting is and why)
• Experience with multi-stakeholder enterprise motions involving HR, Operations, and Finance buyers
• A clear POV on AI-assisted prospecting, where it creates leverage and where it creates noise
• Proficiency in Salesforce, outreach tools (e.g. Amplemarket), Sales Navigator, Gong - including the ability to build reporting infrastructure and define data standards
• Strong coaching instincts grounded in data, not instinct alone
• Ability to work on-site in our San Francisco office 3-4 days per week
• Travel is required on an as-needed basis; frequency may vary from once per month to once per quarter depending on business priorities

Salary Range: $165,000 - $197,000 USD + bonus, depending on location & experience

We are currently hiring for this role in either San Francisco (SF) or Chandler (AZ). To support hiring in both locations, there is a separate listing for each. Please ensure you apply to the listing that corresponds to your preferred location.

Even if you do not meet all the requirements above, we still encourage you to apply for this position. While we try to be thorough with our prerequisites, not everything about you as a candidate can be condensed into a list of bullet points. What do you have to lose?

Fountain offers an incredibly unique work environment.  We employ a diverse team all over the world. Each Fountaineer is given the freedom to do their best work from wherever they choose. We also understand the importance of in-person connections and hold in-person meetings with your team and meet annually as an organization to build our relationships and focus on the future of moving Fountain Forward. 

The benefits we offer in the United States include competitive health plans and a retirement plan. Some Fountain-wide perks offered to all employees across the globe include a flexible vacation policy, paid holidays, monthly lunch stipends, annual allowances for ongoing education related to your profession and career advancement, along with home office, cell phone, and wellness reimbursements. Fountain is a global employer, so some benefit offerings will vary from country to country.

Fountain is proud to be an equal opportunity workplace. We welcome applicants of any educational background, gender identity and expression, sexual orientation, religion, ethnicity, age, socioeconomic status, disability, and veteran status.

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