Sales Development Lead

Sales Development Role at Granola

Granola is already loved by people inside the companies we want to work with. You'll help turn that engagement into enterprise opportunities, while developing creative outbound strategies to reach new customers.

You'll hire, coach, and lead our SDR team, working closely with Account Executives and sales leadership to shape our approach. This is a hands-on role: you'll test ideas yourself, learn what works, and help the team turn those lessons into repeatable results.

We're especially excited about someone who uses AI and automation thoughtfully to improve account research, prioritization, and outreach, while keeping customer conversations personal and relevant.

What You'll Do

• Hire, coach, and develop our SDR team, helping people succeed in their roles and grow their careers.
• Own the team's qualified pipeline targets, partnering with Account Executives and sales leadership on account priorities and execution.
• Build outreach strategies that use product engagement and account signals to identify companies ready for a broader conversation about Granola.
• Develop and test targeted outbound campaigns, reaching relevant champions and decision-makers across enterprise accounts.
• Use AI and automation to improve research, personalization, and team productivity.
• Establish clear processes for qualification, account ownership, and AE handoffs.
• Build onboarding and coaching that help new hires become effective quickly.
• Use data and feedback to improve outreach quality, conversion rates, and pipeline performance.
• Help build the SF office and sales team culture, setting high standards while creating an environment where people enjoy doing their best work.

What We're Looking For

Background & Experience

• 4+ years of experience in SaaS sales or sales development, including at least 12 years leading or managing SDRs.
• A strong personal track record in prospecting and pipeline generation, with evidence you can help others succeed.
• Experience building or improving a sales development motion in a growing technology company.
• Experience prospecting into enterprise accounts and engaging multiple stakeholders.
• Comfortable using CRM data, reporting, and outreach tools to understand and improve performance.

Skills & Traits

• A strong coach who gives clear feedback, builds confidence, and holds people accountable.
• Hands-on experience using AI tools and automation in GTM workflows, with curiosity about what's possible next.
• Good judgment about which accounts to prioritize, who to engage, and how to make outreach relevant.
• Strong written and verbal communication skills.
• Highly autonomous and comfortable making progress without perfect information.
• Excited to collaborate across functions and with teammates in SF and London.

Personal Characteristics

• A builder who gets energized creating something from scratch.
• Excited to work in-person in our SF office.
• Creative, curious about customer behavior, and willing to experiment.
• Values working with people who are kind, ambitious, and pragmatic.
• Gets as much satisfaction from developing others as from hitting a target.

About the Opportunity

We are living in the most exciting time for tool builders since Engelbart's demo in 1968, and we want to assemble the best crew to build this future together, in London and SF.

You'll have the opportunity to shape an important part of Granola's growth and build a team whose impact grows with the company.

Compensation

OTE $180K-240K, plus equity and benefits.

Our compensation philosophy is to hire the best people in the market and pay them accordingly with salary, variable compensation, and equity.

Location

This role is based in our San Francisco office, working in person five days a week. We are happy to offer relocation assistance to candidates moving to SF to join us.

We think amazing talent comes from all kinds of life journeys and experiences. If what's written above speaks to you, whether you look like a fit on paper or not, please reach out.