About the role
We are hiring a Director of Business Development to build and scale Factory's SDR program from the ground up. You will lead our team of Sales Development Representatives in person, own the pipeline-generation number, and design the system that turns outbound into predictable, qualified opportunities for our Account Executives. This is a founding leadership role for someone who has carried a bag or a quota, built and coached outbound teams, and wants to define how a generational company generates pipeline. You will manage the SDRs onsite five days a week, coach them daily, and build the hiring engine, ramp, enablement, and career pathing that take a rep from first cold call to Account Executive.
What You'll Do Own the pipeline-generation number. Hit and exceed team targets for qualified meetings and opportunities generated. Build and scale the SDR program: hire, onboard, ramp, coach, and performance-manage a growing team of Sales Development Representatives. Coach outbound daily: account research, multi-channel sequencing (email, phone, LinkedIn, creative outreach), messaging, objection handling, and qualification against our ICP. Design the SDR-to-AE career path, ramp plan, and enablement curriculum that make reps productive fast and retain top talent. Own the outbound motion and tech stack: Salesforce, MixMax, LinkedIn Sales Navigator, Gong, Apollo, and Clay. Instrument the funnel and iterate weekly on segmentation, messaging, and playbooks. Partner with Account Executives and Sales Leadership on territory design, target account lists, and clean SDR-to-AE handoff. Partner with Marketing, RevOps, and Operations to align on ICP, timing signals, campaigns, and reporting. Run disciplined forecasting and pipeline reviews. Maintain rigorous CRM hygiene and data integrity. Set the culture and bar of the outbound team in person, five days a week.
What We're Looking For 5+ years in B2B SaaS sales and sales development, with 2+ years managing an SDR/BDR/ADR team as a front-line leader. A track record of building or scaling an outbound program and consistently exceeding pipeline-generation targets. Proven success hiring, ramping, and coaching outbound reps, not just inheriting a team. Command of the modern outbound motion and sales stack (Salesforce, sequencers, LinkedIn Sales Navigator, Gong, Apollo, Clay, or similar). Strong operating rigor: you instrument the funnel, run on data, and improve conversion week over week. Excellent communication and coaching instincts. Your reps get better because of you, and they get promoted. Willingness to lead
