Job Description WHO WE ARE Xactly is a leader in Intelligent Revenue Solutions and a part of Vista Equity Partners portfolio companies since 2017. The Xactly Intelligent Revenue Platform marries artificial intelligence and 17 years of proprietary data in easy-to-use applications.Named among the best workplaces in the U.S. by Great Place to Work six times, honored on FORTUNE Magazine’s inaugural list of the 100 Best Workplaces for Millennials, and chosen as the “Market Leader in Incentive Compensation” by CRM magazine. We’re building a culture of success and are looking for motivated professionals to join us! THE OPPORTUNITY As the Director, Sales Development, you will lead, grow, develop, and manage a global team Sales Development Representatives (SDRs). The Sales Development leader will have 7+ years of relevant experience where they were responsible for building the sales pipeline via out-bounding prospecting techniques. This is currently a hybrid position based in Denver, CO or Los Gatos, CA. THE TEAM Xactly’s Lead Generation team is a tight-knit and growing team, looking to expand and add individuals with diverse backgrounds. Our team’s goal is to support Sales and Marketing’s missions to help drive quality pipeline for the organization. THE SKILL SET: Bachelor's degree or equivalent experience preferred B2B SaaS experience highly preferred 7+ years experience leading and developing a global sales development or sales team Develop and execute a comprehensive lead generation strategy to drive new customer acquisition Utilize a mix of inbound and outbound marketing techniques to generate high-quality leads (e.g., digital marketing, cold outreach, partnerships, events, content marketing, etc.) Work closely with marketing to align on lead generation initiatives and ensure a seamless handoff of qualified leads to the sales team. Identify opportunities for process improvements and implement strategies that accelerate the sales cycle and maximize conversion rates. Build and lead a high-performing sales development team, providing guidance, coaching, and support to team members Create a positive, results-oriented sales culture, fostering a team spirit of accountability and continuous improvement. Present sales development performance metrics to senior leadership and collaborate to adjust strategies as needed to meet company goals. Stay up-to-date on industry trends, emerging technologies, and the competitive landscape in the generative AI and video production space. Experience with prospecting techniques and technology Experience and comfort operating within Salesforce, Salesloft, Chorus, Orum Familiarity with contact acquisition tools like Zoominfo and Lusha Well adverse data derived insights - eg Excel, dashboards, reports Must be decisive, conscientious, and interact well in a team Self-motivated, team player with a "can-do attitude" WITHIN ONE MONTH, YOU’LL Get your bearings and begin to build a strong foundation, upon which to grow Build relationships with internal business partners including Marketing and Sales Gain a strong understanding of Sales Performance Management space and the business challenges Xactly solves Build relationships with and know your team. WITHIN THREE MONTHS, YOU’LL Have a strong understanding of the business, and begin teaching us a thing or two we don’t know Creating/revamping/driving a successful data driven sales development strategy, solving for identified gaps and driving positive performance WITHIN SIX MONTHS, YOU’LL Begin to implement the vision for change/impact that you have been developing over the past 6-months WITHIN TWELVE MONTHS, YOU’LL Be seen as a well-versed, trusted business-advisor and expert, making a significant positive impact to the Lead Generation team and company-wide Be seen as a mentor, leader, and coach to others at Xactly Identify further personal education opportunities to increase your business and instructional acumen You will be seen as a well-versed, trusted business-advisor and expert, making a significant positive impact in Lead Generation BENEFITS AND PERKS Comprehensive insurance coverage (including pet insurance!) Flexible time off and sick days Short-term disability, long-term disability, maternity and parental leave Gym/fitness reimbursement and tuition reimbursement Flexible savings account & Health savings account Paid holidays and up to 3 days paid community and volunteer leave Life and AD&D insurance. 401(k) Retirement Savings Plan Access to wellness program (Grokker, EAP, quarterly wellness webinars) Employee discount program Additional voluntary benefits such as pet insurance, critical illness, accident insurance, hospital indemnity, and legal plan Applications will be accepted only for those currently residing in the posted country for this role. There is no expectation of approval for an international relocation for this job.The compensation range is specific to the posted job location and role and takes into account the wide range of factors considered in making compensation decisions but not limited to skill sets, experience, training, licensure, certifications, performance, and market and peer comparisons. Salary ranges allow for growth opportunities as the employee develops new skills and/or hones current skills. A reasonable range estimate is $236,000 to $295,000 including applicable commission OUR VISION: Unleashing human potential to maximize company performance. We address a critical business need: to incentivize employees and align their behaviors with company goals. OUR CORE VALUES: Customer Focus | Accountability | Respect | Excellence (CARE) are the keys to our success, and each day we’re committed to upholding them by delivering the best we can to our customers.Xactly is proud to be an Equal Opportunity Employer. Xactly provides equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, age, national origin, disability, veteran status, pregnancy, sexual orientation, or any other characteristic protected by law. This means we believe in celebrating diversity and creating an inclusive workplace environment, where everyone feels valued, heard, and has a sense of belonging. By doing this, everyone in the Xactly family has the power to make a difference and unleash their full potential. We do not accept resumes from agencies, headhunters, or other suppliers who have not signed a formal agreement