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Responsibilities
The Director, Global Sales Development will be responsible for building and managing a team of Sales Development Representatives (SDRs). The SDRs are responsible for meeting and exceeding a sales quota by excelling at key critical success factors, including inbound lead follow up, outbound calls, opportunity identification, pipeline creation and upsell/cross-sell.ResponsibilitiesSDR Leadership & GTM Ownership:Build, lead, and scale global SDR teams aligned to Enterprise, Mid-Market, Partner, and Public Sector (SLED) segmentsOwn inbound SDR workflows, including lead routing, lead-to-speed SLAs, and rigorous qualification standardsEnsure SDR output consistently translates into high-quality pipeline and closed revenueICP Definition & Cross-Functional Alignment:Co-own the definition, refinement, and operationalization of Anomali’s ICPPartner cross-functionally with Sales, Product, Engineering, Marketing, Channel, and RevOpsTranslate ICP insights into SDR targeting, account prioritization, outbound plays and inbound qualification.AI-First SDR Execution:Design and operationalize an AI-first SDR motion to increase productivity and conversionOwn implementation and daily usage of Nooks AI Dialer for call efficiency, coaching, and insightsOwn Nooks AI Prospector as the core outbound intelligence engine for ICP-aligned targeting, signal-based prospecting, and personalization at scaleOutbound & Inbound Playbooks:Build and maintain SDR playbooks covering:ICP-based segmentation and prioritizationPersona-driven messaging and talk tracksMultichannel sequences (phone, email, LinkedIn)Objection handling, qualification, and AE handoffApply modern SDR plays including intent-led outbound, champion reactivation, competitive takeout, and partner-assisted motionsDirect, Channel & Public Sector Motions:Apply direct selling experience to ensure SDR execution reflects real enterprise and mid-market deal dynamicsLeverage channel selling experience to build partner-sourced pipeline across MSPs, MSSPs, SIs, distributors, and resellersSupport partner recruitment, activation, and co-sell motionsLead SDR strategy for Federal, State, and Local Government, with experience booking meetings with government officialsSales Methodology, Tools & Rigor:Ensure SDR execution aligns with Challenger, Sandler, MEDDPICC, and Command of the MessageImplement champion tracking using Boomerang or UserGemsOwn SDR funnel performance in Salesforce, including speed-to-lead, conversion rates, pipeline sourced, and ROIAnalytics & Scale:Apply a left-brain / right-brain mindset—combining data-driven analysis with creative experimentationContinuously test and refine messaging, sequences, AI workflows, and qualification criteriaScale what works into repeatable, predictable SDR processesQualifications:Required Skills/Experience10+ years in Sales, Sales Development, or GTM leadership rolesProven background in direct enterprise and mid-market B2B SaaS selling and channel selling experience required3+ years of experience building, leading and growing SDR and quota-carrying global sales teams in a relevant cybersecurity space.Hands-on experience with Nooks AI Dialer and Nooks AI Prospector, Gong, Marketo, LI Sales Nav, 6thSense or comparable toolsStrong command of modern sales methodologies and pipeline disciplineExperience engaging Federal and State government buyersHighly analytical, operationally strong, and cross-functionally effectiveCandidates local to our Redwood City, CA HQ will be expected to work a hybrid schedule onsite.This position is not eligible for employment visa sponsorship. The successful candidate must not now, or in the future, require visa sponsorship to work in the USWhat Success Looks Like:An AI-enabled SDR organization with strong lead-to-speed and qualification rigorA clearly defined ICP embedded across inbound, outbound, partner, and public sector motionsPredictable, high-quality pipeline that converts efficiently into revenueEqual Opportunities MonitoringIt is our policy to ensure that all eligible persons have equal opportunity for employment and advancement on the basis of their ability, qualifications and aptitude. We select those suitable for appointment solely on the basis of merit without regard to an individual's disability, race, color, religion, sex, sexual orientation, gender identity, national origin, age, or status as a protected veteran. Monitoring is carried out to ensure that our equal opportunity policy is effectively implemented.If you are interested in applying for employment with Anomali and need special assistance or accommodation to apply for a posted position, contact our Recruiting team at recruiting@anomali.com.
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