Director, Sales Development - Stellarus

Director of Sales Development

The Stellarus Business Development & Partnerships team drives growth by building trusted relationships, creating market momentum, and converting innovation into measurable revenue. The Director of Sales Development will report to the VP, Payor Account Management and is responsible for owning the sales development function end-to-end—from top-of-funnel strategy through technical sales alignment.

This role serves as the functional owner of sales development strategy and a key advisor to sales and product leadership on pipeline health, technical positioning, and growth readiness. You will lead and develop Business Development Representatives (BDRs), establish and scale sales enablement and operating rigor, and provide technical direction to ensure Stellarus solutions are positioned clearly, accurately, and credibly with prospective customers and partners. You will serve as the connective tissue between Sales, Product, Marketing, and Engineering—translating technical capabilities into customer value and repeatable sales motions.

Our leadership model is about developing great leaders at all levels and creating opportunities for our people to grow—personally, professionally, and financially. We are looking for leaders who are energized by building high-performing teams, driving outcomes with integrity, and fostering continuous learning.

Responsibilities

In this role, you will be responsible for:

• Own sales development strategy, including outbound, inbound, partner-sourced, and event-driven pipeline generation.
• Define ideal customer profiles (ICP), qualification frameworks, and handoff criteria between BDRs and sales leadership.
• Establish pipeline targets, activity benchmarks, and conversion goals aligned to company growth objectives.
• Partner with Marketing to align campaigns, messaging, and demand generation programs with sales priorities.
• Lead, coach, and develop BDRs to achieve consistent, high-quality pipeline outcomes.
• Set clear performance expectations, career paths, and development plans for sales development talent.
• Build a culture of accountability, learning, and continuous improvement.
• Support hiring, onboarding, and ramping of new sales development team members.
• Design and maintain sales enablement programs including playbooks, messaging frameworks, call guides, and objection handling.
• Ensure consistent use of CRM, sales tools, and reporting to drive visibility and forecast accuracy.
• Establish scalable sales development processes that support growth without sacrificing quality.
• Use data and insights to refine outreach strategies, improve conversion rates, and optimize performance.
• Own the end-to-end sales development enablement framework, including onboarding, ongoing training, and centralized knowledge management.
• Design, lead, and optimize cross-functional processes for proposal/quote generation, deal desk, and RFP intake/response in partnership with Global Business Services and Legal.
• Provide technical direction to the sales development function, ensuring accurate positioning of Stellarus products and solutions.
• Partner closely with Product Management, Engineering, and Architecture to stay current on capabilities, roadmaps, and constraints.
• Support technical discovery, solution framing, and early-stage validation conversations with prospects.
• Lead the integration of AI-powered sales tools and automation to increase productivity, improve targeting, and enhance customer engagement.
• Continuously evaluate and implement emerging sales technologies to scale impact and reduce manual effort.
• Act as a strategic partner to Product, Marketing, Customer Success, Legal, and Operations.
• Surface market feedback, technical objections, and customer insights to inform product and go-to-market decisions.
• Support deal progression by aligning internal stakeholders around customer needs and solution fit.
• Define sales development success metrics and reporting requirements in partnership with Sales Operations.
• Partner with Sales Operations to design and maintain dashboards that provide actionable visibility in BDR performance, pipeline health, and capacity.
• Translate sales development data into insights that inform hiring plans, enablement priorities, and go-to-market strategy.

Qualifications

Your Knowledge and Experience

• Requires Bachelor's degree in business, technology, marketing, or a related field, or High School Diploma/GED and 4 years of additional relevant experience in lieu of a degree.
• Requires 12 years of experience in sales development, sales leadership, business development, or technical sales roles.
• Requires a minimum of 6 years prior people management experience with direct responsibility for supervising, coaching, and evaluating direct reports.
• Requires demonstrated experience leading BDR/SDR teams and scaling sales development functions.
• Requires strong understanding of enterprise and/or healthcare technology sales motions.
• Requires ability to translate technical concepts into clear, compelling customer value.
• Requires proven ability to lead cross-functionally and influence without authority.
• Experience supporting healthcare, life sciences, or highly regulated enterprise technology environments strongly preferred.
• Experience with Salesforce CRM, sales enablement platforms, and AI-driven sales tools strongly preferred.

About Us

About Stellarus and the Ascendiun Family of Companies

Stellarus, launched in January 2025, is designed to scale innovative healthcare solutions that support customers in creating a health care experience deserving of their family, friends, and neighbors. Stellarus is part of a family of organizations that is overseen by a nonprofit corporate entity named Ascendiun. The Ascendiun Family of Companies also includes Blue Shield of California and its subsidiary, Blue Shield of California Promise Health Plan and Altais, a clinical services company.

Stellarus' vision is to empower its customers to create a healthcare experience that is worthy of their family, friends, and neighbors. Stellarus' objective is to offer innovative, modern, scalable solutions that challenge the health care status quo. This very closely aligns with Blue Shield of California's vision by using innovation to improve quality, affordability, and experience for members.

To achieve our mission, we foster an environment where all employees can thrive and contribute fully to address the needs of the various communities we serve. We are committed to creating and maintaining a supportive workplace that upholds our values and advances our goals.

Our Values:

At Stellarus, our core values of agility, trust, drive, courage and service shape our approach to developing innovative product offerings.

Our Workplace Model:

We believe in fostering a workplace environment that balances purposeful in-person collaboration with flexibility - providing clear expectations while respecting the diverse needs of our workforce. Our workplace model is designed around intentional in-person interaction, collaboration, connection, creativity and flexibility:

• For most teams, this means coming into the office two days per week.
• Employees living more than 50 miles from an office location, out of state employees, and employees in certain member-facing roles should work with their manager to determine in-office time based on business need.
• For employees with medical conditions that may impact their ability to work in-office, we are committed to engaging in an interactive process and providing reasonable accommodations to ensure their work environment is conducive to their success and well-being.

The Company reserves the right to require more presence in the office based on business needs, and requirements are subject to change with periodic reviews.

Physical Requirements:

Office Environment - roles involving part to full time schedule in Office Environment. Based in our physical offices and work from home office/deskwork - Activity level: Sedentary, frequency most of work day.

Please click here for further physical requirement detail.

Equal Employment Opportunity:

External hires must pass a background check/drug screen. Qualified applicants with arrest records and/or conviction records will be considered for employment in a manner consistent with Federal, State and local laws, including but not limited to the San Francisco Fair Chance Ordinance. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, national origin, sexual orientation, gender identity, protected veteran status or disability status and any other classification protected by Federal, State and local laws.