Sales Development Director

About Smartcat Smartcat is building the future of work, where human expertise meets digital teammates to drive 10x to 1000x productivity gains for the world's leading enterprises. We're on the frontier of an entirely new category: Agentic AI. We enable enterprises to build high-performing hybrid workforces made up of both humans and AI agents. These AI agents aren't generic copilots. They're fully trained digital teammates that learn from your best people, your content, and your business strategy-ready to get to work from day one. Our platform combines generative AI, human-in-the-loop workflows, and a living Enterprise Skill Graph that continuously learns and improves. Whether you're launching a product globally, onboarding new hires, translating learning content, or aligning legal teams across regions, Smartcat turns knowledge into action and action into scale. Over 1,000 companies, including 20% of the Fortune 500, rely on Smartcat to bring their business to the world-instantly, accurately, and in every language. As a Series C company with 130% year-over-year growth, we're scaling fast and investing in people who want to shape the future of work with us. Join us in unlocking global potential, one human and agent team at a time. WHY YOU SHOULD JOIN OUR TEAM Smartcat is in the midst of an exciting growth phase, as our ACV and ARR continue to climb. This is an amazing opportunity for a Sales Development Director to help take the performance of our early-career sales team to the next level. This person will oversee SDRs and Associate Account Executives. You will have the opportunity to lead a global team, and be at the forefront of helping organizations become more efficient with the use of Agentic AI. MISSION Your mission is to architect and scale a world-class outbound sales development engine from the ground up. With limited brand recognition and a transformative product category, you'll lead Smartcat's transition to a proactive, demand-creating go-to-market motion. This includes designing new systems, processes, and playbooks to build top-of-funnel velocity and generate net-new enterprise demand, independent of a successful inbound motion. The key to success will be to coach and align early-career sales professionals while laying the foundation of successfully selling to enterprise customers. OUTCOMES Our number one priority is to acquire new enterprise customers. In order to make that happen there are a lot of pieces that need to fall into place. Here are the other outcomes we are looking for:

• Create the right culture of high activity and success among the SDR and Associate AEs; Will inherit a team of 8 direct reports across 3 countries
• Hire and retain the right people that enhance our culture by bringing in strong AI knowledge and experience with an appetite to uncover and delight customers
• Create net-new pipeline from cold outbound channels through repeatable prospecting motions
• Own the strategy and execution for the entire top of funnel sales pipeline
• Partner closely with Marketing and Product to build repeatable outbound sequences and test hypotheses around messaging, Ideal Customer Profile (ICP) pain points, and channel effectiveness.
• Hold the team accountable with KPIs and metrics
• Proactive approach to making improvements, adopting and leveraging AI, and coaching the team

HOW YOU'LL RAMP By Day 30:

• Gain deep knowledge of Smartcat's products and begin to form key relationships with partners from the Go-to-Market Team and Leadership Team.
• Learn current sales processes, ICPs, and existing metrics
• Audit existing outbound efforts and identify gaps in messaging, tooling, ICP targeting, and results.
• Evaluate team's performance and individual metrics of each team member

By Day 60:

• Analyze data from the sales funnel to identify areas of strength and opportunity.
• Begin to develop a strategy to improve the team including areas such as key metrics, targets, and process optimization initiatives.
• Start training and coaching initiatives focused on helping reps create demand and speed up cycle times, objection handling and deal acceleration.

By Day 90:

• Track and report on improvements
• Establish ongoing cadence for regular standups and performance coaching
• Optimize processes and scale what works

WHAT YOU'VE ACCOMPLISHED:

• 7+ years of experience within an AI or SaaS sales global organization
• 3+ years of management experience leading a global business development team; must have experience leading a globally-distributed team
• Proven ability to build outbound SDR/BDR teams, including designing hiring profiles, playbooks, cadences, KPIs, and onboarding.
• Track record of overachievement of the set goals by fostering a culture of competitiveness that embraces diversity and promotes success for all team members.
• Experience using AI to improve team productivity and performance
• A data-driven approach. Ability to justify decisions using concrete metrics
• Ability to thrive in a fast-paced, high growth environment
• Experience with MEDDPICC and Sandler Sales frameworks
• Comfortable working with remote teams across time zones
• Openness to constructive feedback and the opinions and ideas of others

Why joining Smartcat might be your best move so far

• Fully remote team

We are a global team of 200+ enthusiastic people spread across 30+ countries. We have been fully remote since 2020, with some locations populated with more Smartcaters than others, such as Boston, NYC, SF, the Bay Area, London, and Lisbon.

• Innovating a $100 Billion industry

Smartcat's innovative approach towards multilingual content, taps into a $100B industry. Our platform enables enterprise end users to stop using traditional outsourcing methods, and start enjoying an easy-to-use, AI-powered SaaS, that delivers immediate high-quality results, at a fraction of the cost.

• High impact role enabling innovation and inclusion in organizations

You will enjoy building with us. You will drive changes in how an old-fashioned global language industry operates while improving how hundreds of thousands of people work and millions of people exchange knowledge and ideas worldwide.

• Join the rocketship to scale-up 10x and beyond together

We are looking for someone to become an integral part of our team and play a crucial role in the most exciting part of our journey: transitioning from a post-Series C startup to a company exceeding $100M in ARR and $1B in valuation. Our journey isn't for the faint of heart. We are growing at 130% YoY, thanks to our strong product-market fit and high-performing team, and plan to accelerate from here.

• Smartcat Culture: Where Diversity Meets High PerformanceAt Smartcat, we are committed to building a culture that highlights respect and appreciation for each individual's unique background and perspective, while maintaining a strong focus on results and clear, honest and direct communication. We believe in welcoming everyone and fostering an inclusive environment where team members can be their authentic selves at work. Our commitment to diversity and inclusion is steadfast, and we stand firmly against discrimination and harassment.

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