Senior Director, Sales Development (SDRs)

Instructure • Full-time • Hybrid in Salt Lake City, Utah, United States • $165,000 - $185,000 / year • 4d ago

Fast Facts

Instructure is seeking a Senior Director of Global Sales Development to lead a large team and drive the strategy and execution of pipeline generation for their sales organization.

Responsibilities: Oversee the global Sales Development strategy, optimize pipeline generation efforts, enhance sales playbooks, manage team performance, and maintain alignment with marketing and sales operations.

Skills: Extensive sales leadership experience, strong management skills, deep expertise in sales development processes, proficiency in sales technology tools, and exceptional communication skills.

Qualifications: 10+ years of sales leadership experience, proven capability in scaling SDR teams, and familiarity with SaaS or enterprise technology solutions are required.

Location: This position is based in Salt Lake City, UT; hybrid or onsite work options may be available depending on the role.

Compensation: $165000 - $185000 / Annually

At Instructure, we believe in the power of people to grow and succeed throughout their lives. Our goal is to amplify that power by creating intuitive products that simplify learning and personal development, facilitate meaningful relationships, and inspire people to go further in their education and careers. We do this by giving smart, creative, passionate people opportunities to create awesome.

And that's where you come in:

As our Senior Director of Global Sales Development (SDR), you will be the executive leader responsible for the strategy, execution, and predictable performance of our entire global Sales Development organization, consisting of 40+ team members.

You will lead a high-performing, multi-product team that operates across regions, time zones, and diverse market segments. Your primary mandate is to design, implement, and optimize a world-class pipeline generation engine that consistently delivers high-quality, sales-qualified opportunities to our Account Executives. This role requires balancing a high-activity, metrics-driven approach with sophisticated strategies that leverage personalization and value-based engagement at every stage of the customer journey.

We are looking for a decisive and proven leader who excels at scaling operations, driving organizational standardization, and fostering a relentless culture of coaching, development, and high accountability.

What you’ll do:

Global Strategy & Pipeline Leadership

Set and Execute Global Strategy: Define and execute the comprehensive global Sales Development strategy, ensuring alignment across multiple product lines, complex sales cycles, and target customer segments.
Predictable Pipeline Generation: Deliver against quarterly and annual pipeline generation targets, focusing on improving the predictability and conversion rates of qualified opportunities (SQOs) into closed-won business.
Optimize Sales Playbook: Own the SDR outreach methodology, continuously developing and refining high-impact outbound sales plays, personalization tactics, and sequencing strategies to penetrate target accounts effectively.

Organizational Scale & Operational Excellence

Manage Managers & Scale: Provide executive leadership and mentorship to the management team within the 40-person SDR organization, ensuring leadership consistency and execution alignment across all geographies.
Implement Standardization: Establish and enforce scalable processes, uniform KPIs, and disciplined forecasting methodologies to drive efficiency across the global team.
Data-Driven Performance: Champion data fluency, leveraging advanced analytics to inform outreach strategy, optimize resource allocation, and drive continuous improvement in qualification and conversion metrics.

Technology & Enablement

Tech Stack Optimization: Own the adoption, utilization, and optimization of the core sales technology stack, including sales engagement platforms (Outreach), account-based orchestration tools (6sense, Demandbase), and CRM systems, ensuring maximum SDR productivity and accurate data integrity.
Coaching & Career Pathing: Build a high-performance culture that prioritizes daily coaching and enablement. Ensure clear, motivating pathways for career growth from SDR to management and into Account Executive roles.

Cross-Functional Alignment

Go-to-Market Partnership: Partner closely with Marketing, Sales, and RevOps to ensure seamless handoff processes, consistent messaging, and aligned go-to-market strategies that accelerate revenue across the entire organization.

What you will need to know/have:

Scale Experience (Mandatory):10+ years of sales leadership experience, including significant, verifiable experience leading B2B Sales Development/Lead Generation organizations of 40+ team members or more.
Management Layer Expertise: Proven success managing a team of managers and scaling multi-product, multi-cycle, inbound and outbound SDR teams in B2B environments.
Deep Domain Knowledge: Deep expertise in developing and executing high-velocity and strategic outbound and inbound Sales Development motions to identify and qualify target customer profiles.
Technology Fluency: Hands-on experience implementing, administering, and optimizing sales engagement platforms (Outreach, Salesloft), ABM tools (Demandbase, 6sense), and CRM systems (Salesforce).
Global Leadership: Extensive experience managing geographically distributed teams across multiple regions and time zones, with a strong emphasis on global alignment and local market nuance.
Soft Skills: Exceptional communication, executive presence, influence, and change management skills.
SaaS or Enterprise technology industry experience is strongly preferred.

Get in on all the awesome at Instructure!

We offer competitive, meaningful benefits in every country where we operate. While they vary by location, here's a general idea of what you can expect:
Competitive compensation, plus all full-time employees participate in our ownership program - because everyone should have a stake in our success.
Flexible schedules and a remote-friendly culture, with hybrid or onsite work options available in some regions for specific roles
Generous time off, including local holidays and our annual “Dim the Lights” period in late December, when teams are encouraged to step back and recharge based on departmental needs.
Comprehensive wellness programs and mental health support
Annual learning and development stipends to support your growth
The technology and tools you need to do your best work — typically a Mac, with PC options available in some locations
Motivosity employee recognition program
A culture rooted in inclusivity, support, and meaningful connection

$165,000 - $185,000 a year

Variable Compensation:30% of base salary at target, based on performance

On-Target Earnings (OTE): USD $214,500 – $240,500

OTE represents total expected compensation at target performance and includes base salary plus variable compensation. Actual earnings may vary based on performance and applicable plan terms.

This range reflects our target hiring range. Actual pay may vary based on experience, skills, market conditions, and individual qualifications.

Long-Term Incentives: Eligible to participate in the Company’s Management Equity Program, a long-term leadership incentive tied to company growth and value creation, subject to plan terms and eligibility requirements.

We believe in hiring great people and treating them right. The more diverse we are, the better our ideas and outcomes.

Instructure is an Equal Opportunity Employer. We comply with applicable employment and anti-discrimination laws in every country where we operate.

All employees must pass a background check as part of the hiring process. To help protect our teams and systems, we’ve implemented identity verification measures. Candidates may be asked to verify their legal name, current physical location, and provide a valid contact number and residential address, in accordance with local data privacy laws.

Any attempt to misrepresent personal or professional information will result in disqualification.