Director, Sales Development (outbound demand generation)

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Job Summary

Responsibilities

• Outbound Strategy & Transformation
• Define and execute the global outbound demand generation and SDR transformation strategy
• Develop a multi-year roadmap that improves pipeline creation, productivity, scalability, and operational effectiveness
• Evaluate and optimise outbound engagement models, segmentation strategies, account prioritisation frameworks, and coverage approaches
• Lead change management initiatives associated with new processes, technologies, and operating models
• Establish global standards while supporting regional market requirements
• Revenue & Pipeline Performance
• Own outbound pipeline creation goals and performance measures globally
• Establish KPI frameworks covering productivity, efficiency, conversion rates, pipeline contribution, and revenue impact
• Drive accountability for achievement of business targets across regions
• Identify risks, performance gaps, and optimisation opportunities using data-driven analysis
• Partner with Sales and Revenue Operations leaders to improve forecasting and pipeline visibility
• SDR Leadership & Capability Development
• Lead and develop a global SDR leadership team and sales development organisation
• Build a high-performance culture focused on accountability, continuous improvement, and customer engagement
• Design scalable onboarding, enablement, coaching, and career development programmes
• Establish world-class sales development methodologies, qualification standards, and outbound best practices
• Drive workforce planning, organisational design, and talent strategies to support growth objectives
• Technology, Data & AI Innovation
• Own the strategic roadmap for outbound technology, automation, and AI enablement
• Evaluate, implement, and optimise technologies that improve seller productivity and prospect engagement
• Partner with Marketing Operations, Revenue Operations, Data, and Technology teams to modernise the outbound technology ecosystem
• Implement AI-driven capabilities including account intelligence, prospect research, conversation intelligence, coaching, workflow automation, and predictive insights
• Drive adoption and change management to maximise business value from technology investments
• Create a culture of experimentation through structured testing of new technologies, outreach approaches, and productivity enhancements
• Cross-Functional Leadership
• Partner closely with Marketing, Sales, Revenue Operations, Data, and Digital teams to align demand generation and pipeline objectives
• Influence senior stakeholders on outbound strategy, investment priorities, and operational improvements
• Collaborate with campaign, ABM, partner, and field marketing teams to optimise the integration between marketing engagement and SDR execution
• Act as the executive sponsor for key outbound transformation programmes
• Executive Reporting & Governance
• Deliver regular business reviews to executive leadership
• Provide visibility into pipeline contribution, productivity, technology adoption, transformation progress, and business outcomes
• Present investment recommendations, business cases, and strategic plans to leadership stakeholders
• Establish governance frameworks that ensure sustainable operational excellence and continuous improvement

Qualifications

• Required Experience
• Proven years of experience in B2B demand generation, revenue marketing, sales development, or go-to-market leadership roles
• Proven years leading large-scale SDR, BDR, or outbound demand generation organisations
• Proven experience leading business transformation initiatives involving people, process, technology, and operating model change
• Demonstrated success increasing pipeline generation, sales productivity, and go-to-market effectiveness
• Experience deploying and scaling sales engagement, automation, and AI technologies
• Strong understanding of pipeline management, funnel performance, forecasting, attribution, and revenue analytics
• Experience leading global or multi-regional teams within a complex matrix organisation
• Strong executive communication, stakeholder management, and influencing skills
• Bachelor's degree or equivalent experience
• Preferred Experience
• Experience within technology, digital infrastructure, cloud, SaaS, or telecommunications industries
• Experience implementing AI-enabled sales development and revenue marketing capabilities
• Experience with account-based marketing and account-based growth strategies
• Experience leading global transformation programmes with measurable business outcomes
• Leadership Characteristics
• Strategic and commercially minded leader
• Proven change agent who thrives in transformation environments
• Data-driven decision maker focused on measurable business outcomes
• Strong collaborator capable of influencing across functions and regions
• Passionate about talent development, coaching, and organisational effectiveness
• Curious and innovative, with a strong bias toward AI, automation, and continuous improvement
• Customer-centric and relentlessly focused on creating pipeline, revenue growth, and business impact
• The targeted pay range for this position in the following location is / locations are:
• United States - Dallas Infomart Office DAI : 224,000 - 336,000 USD / Annual
• Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location. The pay range shown is based on our compensation structure in place at the time of posting and may be updated periodically based on business needs. Individual pay is based on additional factors including job-related skills, experience, and relevant education and/or training.
• The targeted pay range listed reflects On-Target Earnings or OTE, which is base pay plus commissions, and does not include equity or benefits. Equity may be offered depending on the position.

Equinix Benefits

• As an employee, you become important to Equinix’s success. We ensure all your benefits are in line with our core values: competitive, inclusive, sustainable, connected and efficient. We keep them competitive within the current marketplace to ensure we’re providing you with the best package possible. So, wherever you are in your career and life, you’ll be able to enhance your experience and bring your whole self to work.
• Employee Assistance Program : An Employee Assistance program is available to all employees.
• Equinix is committed to ensuring that our employment process is open to all individuals, including those with a disability. If you are a qualified candidate and need assistance or an accommodation, please let us know by completing this form .
• Equinix is an Equal Employment Opportunity and, in the U.S., an Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to unlawful consideration of race, color, religion, creed, national or ethnic origin, ancestry, place of birth, citizenship, sex, pregnancy / childbirth or related medical conditions, sexual orientation, gender identity or expression, marital or domestic partnership status, age, veteran or military status, physical or mental disability, medical condition, genetic information, political / organizational affiliation, status as a victim or family member of a victim of crime or abuse, or any other status protected by applicable law.
• We use artificial intelligence in our hiring process. Learn more here .