Director, Sales Development

Department: Revenue Growth

Reports to: Vice President of Revenue Growth

Supervisory Responsibilities:

This role oversees the Sales Development team, including Sales Development Representatives (SDRs) and Sales Development Managers.

Job Scope and Accountabilities:

Kahua, the Hawaiian term for “foundation,” is the operational core for capital program modernization, built for construction owners and contractors managing complex, high-stakes project portfolios at scale.

As the Director of Sales Development, you will lead that team from our Avalon office in Alpharetta. You will set the standard for how we prospect, coach, hire, and grow people, and you will own the pipeline the team delivers. This is a builder's role. You inherit a talented team, a modern tech stack, and strong executive support; your job is to shape the next stage of Sales Development at Kahua.

Our culture is built around Customer Focus, Teamwork, Performance, Continuous Improvement, and Work-Life Balance. We lead with people first, process second, and performance third, because the third follows the first two.

Key Responsibilities:

• Lead through managers and own team engagement. Set expectations for SDR Managers, coach and develop them, and hold them accountable for building engaged, inclusive, high‑performing teams. Make engagement, recognition, retention, and team health part of the role’s outcomes.
• Build a continuous improvement operating system. Regularly evaluate the SDR organization’s processes, structure, performance, and results. Use data and feedback to identify issues, test improvements, and scale what works.
• Apply AI fluency to improve effectiveness and efficiency. Use sound judgment with AI and sales technology to improve research, personalization, workflow, coaching, and reporting, while maintaining quality, responsible use, and clear measures of impact.
• Lead, coach, and develop SDR Managers and SDRs through live call coaching, weekly one‑on‑ones, Gong call reviews, and skill‑based training, with a visible presence on the floor every day.
• Build and run a clear SDR career path, from ramp to promotion into Account Executive, Customer Success, Marketing, or leadership roles. Recognize great work publicly and specifically.
• Own SDR recruiting in partnership with HR, from sourcing and interview design to offers, and design an onboarding and ramp program, in partnership with Enablement, that makes new SDRs productive and confident fast.
• Own the Sales Development number (meetings held, opportunities created, pipeline generated) and define the operating rhythm: territories, account assignment, prospecting standards, and qualification criteria.
• Partner with Account Executives, Sales leadership, Marketing, Revenue Operations, and Finance on target accounts, handoffs, campaign design, capacity planning, headcount, and SDR compensation.
• Report weekly to Revenue leadership on activity, conversion, pipeline, and team health, with the story behind the numbers. Keep Salesforce data clean enough to forecast with accuracy.
• Bring the voice of the market back to Kahua: what buyers say, where our messaging lands, and where it misses.

Experience Required:

• 5+ years of experience leading SDR/BDR teams, including managers or a team of 10+ SDRs
• Proven track record of managing and developing successful sales development teams
• Experience with sales development methodologies and best practices
• Experience with Salesforce, Gong, and modern sales development tools

Experience Preferred:

• Sales development leadership in B2B SaaS, PaaS, or enterprise software, with experience in construction technology or complex, multi‑stakeholder sales.
• Quantified results in sales development leadership, including pipeline generated, conversion gains, and ramp time reduced.
• Experience carrying an individual quota in B2B sales.
• A track record of promoting SDRs into closing, customer success, marketing, or leadership roles.
• Experience building hiring, onboarding, and career‑path programs from the ground up.
• Experience adopting AI‑assisted prospecting tools and putting them to work across a team.
• Ability to communicate clearly with an SDR on day one and with an executive on a forecast call.

Education:

• Bachelor’s degree from an accredited university or college or equivalent professional experience.

Interpersonal & Business Skills:

• Demonstrated leadership and people management skills with the ability to coach, mentor, and develop team members.
• High level of integrity, work ethic, and commitment to excellence
• Business acumen, ability to understand and navigate strategic sales
• Strong collaboration and relationship‑building skills across cross‑functional teams.
• Ability to balance operational execution with longer‑term process improvements.
• Strong organizational, communication, and project management skills.
• Commitment to delivering exceptional internal customer service and operational excellence.
• Exhibits alignment with Kahua's Core Values of Teamwork, Customer Focus, Continuous Improvement, Performance, and Work‑Life Balance.

At Kahua, we value a diverse, inclusive workforce and we provide equal employment opportunities for all applicants and employees. All qualified applicants for employment will be considered without regard to an individual’s race, color, sex, gender identity, gender expression, religion, age, national origin or ancestry, citizenship, physical or mental disability, medical condition, family care status, marital status, domestic partner status, sexual orientation, genetic information, military or veteran status, or any other basis protected by federal, state or local laws. If you are unable to submit your application because of incompatible assistive technology or a disability, please contact us at View email address on click.appcast.io

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