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Salary: USD 180,000 - 240,000 / annual
Granola is an AI-powered team workspace and second brain that began as a notepad for back-to-back meetings and has grown into a platform used by leading companies like Vercel, Cursor, Lovable, Salesforce, and Doordash. The company is expanding its go-to-market teams in London and San Francisco.
In this role, you will lead Granola's Sales Development Representative (SDR) team, turning organic product engagement into enterprise opportunities while developing creative outbound strategies. You'll work closely with Account Executives and sales leadership to shape the sales approach and build a high-performing team culture in the San Francisco office.
Key responsibilities include:
- Hiring, coaching, and developing SDR team members to help them succeed and grow their careers
- Owning the team's qualified pipeline targets and partnering with AEs on account priorities and execution
- Building outreach strategies that leverage product engagement and account signals to identify enterprise prospects
- Developing and testing targeted outbound campaigns to reach relevant champions and decision-makers
- Using AI and automation to improve research, personalization, and team productivity
- Establishing clear processes for qualification, account ownership, and AE handoffs
- Creating effective onboarding and coaching programs for new hires
- Using data and feedback to continuously improve outreach quality, conversion rates, and pipeline performance
- Contributing to building the SF office and sales team culture with high standards and a supportive environment
You'll be hands-on, testing ideas yourself, learning what works, and helping the team turn lessons into repeatable results. The role emphasizes thoughtful use of AI and automation while keeping customer conversations personal and relevant.
REQUIREMENTS:
- 4+ years of experience in SaaS sales or sales development, including at least 1–2 years leading or managing SDRs
- Strong personal track record in prospecting and pipeline generation, with demonstrated ability to help others succeed
- Experience building or improving a sales development motion in a growing technology company
- Experience prospecting into enterprise accounts and engaging multiple stakeholders
- Comfortable using CRM data, reporting, and outreach tools to understand and improve performance
- Strong coaching skills with ability to give clear feedback, build confidence, and hold people accountable
- Hands-on experience using AI tools and automation in go-to-market workflows
- Good judgment about account prioritization, stakeholder engagement, and outreach relevance
- Strong written and verbal communication skills
- Highly autonomous and comfortable making progress without perfect information
- Excited to work in-person in the SF office and collaborate across functions with teams in San Francisco and London
- Builder mindset, creative, curious about customer behavior, and willing to experiment
- Values working with kind, ambitious, and pragmatic people
