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Lightning AI is seeking a Director of Sales Development to build, lead, and scale the SDR team. This is a player-coach leadership role combining hands-on involvement with team management and strategic oversight.
You will lead and coach a team of Sales Development Representatives responsible for creating qualified enterprise pipeline. Key responsibilities include:
• Build a high-accountability outbound operating cadence focused on territory planning, account research, personalization, sequencing, and conversion metrics.
• Partner with Account Executives and Sales leadership to define target accounts, ICP signals, outbound plays, and qualification criteria.
• Coach SDRs on engaging technical buyers including ML leaders, engineering leaders, infrastructure teams, data leaders, and executives.
• Create and maintain playbooks for messaging, objection handling, discovery, account prioritization, qualification, and handoffs.
• Inspect activity, conversion rates, meetings booked, meeting quality, pipeline created, and progression to opportunity.
• Hire and onboard SDRs who are curious, competitive, coachable, and capable of earning bigger roles.
Lightning AI builds an end-to-end platform for developing, training, and deploying AI systems. The company combines developer-first software with cost-efficient, large-scale compute infrastructure. Following a merger with Voltage Park, Lightning AI serves solo researchers, startups, and large enterprises globally with offices in New York City, San Francisco, Seattle, and London. The company is backed by Coatue, Index Ventures, Bain Capital Ventures, and Firstminute.
The ideal candidate is comfortable operating close to the work—inspecting messaging, listening to calls, coaching activity quality, and helping SDRs develop into excellent sellers. You should understand how to create high-quality enterprise pipeline and build disciplined outbound motions for technical markets.
