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Qualtrics is seeking a Global Head of Sales Development to architect, scale, and lead the company's Sales Development Representative (SDR) organization across all global regions. This executive role is based in Dallas, Texas and reports to senior sales leadership.
In this position, you will own the strategy, operational engine, and talent development pipeline responsible for generating high-quality qualified leads and pipeline for Qualtrics' enterprise sales teams. You will serve as the primary bridge connecting Global Marketing, Sales Leadership, and Revenue Operations, building a predictable, data-driven outbound and inbound pipeline generation machine while establishing a premier talent engine that recruits, trains, and promotes high-performing sales professionals.
Key responsibilities include:
- Architecting and executing a global inbound and outbound prospecting strategy that consistently meets or exceeds pipeline generation targets across all regional business units and customer segments
- Modernizing and optimizing the SDR technology stack, cadence strategies, account-based prospecting models, and lead routing workflows in partnership with Revenue Operations and Marketing
- Building an industry-leading talent incubator with world-class onboarding, continuous training, and structured career progression frameworks that transform SDRs into top-performing Account Executives and sales leaders
- Maintaining tight alignment with Global Marketing to maximize ROI on inbound demand generation campaigns while partnering with Field Sales Leaders to ensure SDR strategy aligns with regional go-to-market priorities
- Establishing a rigorous operational rhythm driven by clear KPIs including conversion rates, activity metrics, pipeline velocity, qualified opportunity creation, and ACV contribution
- Delivering predictable global pipeline by consistently meeting and exceeding quarterly targets across enterprise, mid-market, and vertical teams
- Increasing lead conversion rates and SDR productivity by implementing advanced AI sales tools, modern sales plays, and precise account segmentation
- Maintaining a top-tier promotion rate of SDRs moving into Account Executive, Account Manager, and leadership roles
- Establishing uniform global performance dashboards and inspection mechanisms that hold SDR managers and individual reps accountable to world-class standards
- Partnering with Product Marketing to translate brand messaging and platform capabilities into highly converting outbound messaging sequences
You will gain high visibility with executive leadership across Sales, Marketing, Operations, and Finance, lead the adoption of cutting-edge AI, machine learning, and automation tools across an enterprise-scale sales organization, and define the company's long-term sales culture by shaping hiring standards and early-career trajectories for hundreds of future sales leaders.
Requirements:
- 12+ years of progressive technology sales experience, with 5+ years in senior executive leadership managing large-scale global Sales Development / Business Development organizations in B2B enterprise SaaS
- Track record of leading SDR teams of 50+ reps and multi-tiered leadership layers across diverse geographic regions
- Demonstrated history of driving predictable, high-volume pipeline growth supporting multi-billion-dollar enterprise ARR targets
- Deep expertise in modern sales engagement technology stacks (e.g., Salesforce, Outreach/Salesloft, ZoomInfo, AI enablement tools)
- Proven experience designing and executing successful inbound lead routing and account-based outbound prospecting strategies
- Must be located in or willing to relocate to Dallas, Texas (hybrid office structure)
- Bachelor's degree required; Advanced degree preferred
