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Appcast, a global leader in programmatic recruitment advertising technology, is seeking a Director of Business Development to lead and scale the Sales Development Representative (SDR) function. This role is based in Newton, MA, with the company headquartered in Lebanon, NH, and operating offices across the US, Canada, and Europe as part of the Stepstone group.
You will lead a high-performing team of SDRs, driving early-stage pipeline growth and revenue acceleration. Key responsibilities include building and coaching a team of 8+ SDRs, defining outbound prospecting strategy, setting performance targets aligned to company goals, and ensuring operational excellence through onboarding, call coaching, and pipeline reviews. You'll collaborate cross-functionally with Account Executives, Marketing, and Sales Operations to optimize lead quality and opportunity handoff.
You will design and refine outbound prospecting playbooks, cadences, and messaging frameworks to improve conversion rates across calls, email, and social channels. You'll monitor SDR metrics (activity, conversion, pipeline contribution), identify trends, and drive team performance. Recruiting, hiring, and developing top SDR talent is critical, with a focus on building career paths and reducing attrition.
Additionally, you'll champion CRM discipline and sales tool adoption, represent the SDR function in leadership forums, and evaluate emerging technologies—including AI-enabled tools—to enhance productivity, opportunity quality, and scalable revenue growth.
Required qualifications: 6+ years in sales development or inside sales, with at least 3 years in people management. Bachelor's degree in Business, Marketing, Communications, or related field (or equivalent experience). Proven track record building/scaling SDR functions, designing outbound processes, and consistently meeting pipeline and revenue targets. Strong coaching and people development skills, data-driven performance management, and proficiency with CRM platforms (Salesforce) and SDR tools (Outreach, LinkedIn Sales Navigator). Experience in AdTech, HRTech, or SaaS recruitment solutions is a plus. Occasional travel required for team events, QBRs, and industry conferences.
