Director - Sales Development



Sales & Business Development
Austin, TX, USA
Posted on Wednesday, September 6, 2023
Who We Are
Ontic makes software that corporate and government security professionals use to proactively manage threats, mitigate risks, and make businesses stronger. Built by security and software professionals, the Ontic Platform connects and unifies critical data, business processes, and collaborators in one place, consolidating security intelligence and operations. We call this Connected Intelligence. Ontic serves corporate security teams across key functions, including intelligence, investigations, GSOC, executive protection, and security operations.
As Ontic employees, we put our mission first and value the trust bestowed upon us by our clients to help keep their people safe. We approach our clients and each other with empathy while focusing on the execution of our strategy. And we have fun doing it.
Who you are
We seek an experienced Director of Sales Development to take our team to the next level. You will lead a SDR team focused on the enterprise market segment for security SaaS software. Our go-to-market motion is account-based, and we have much of the system and process infrastructure in place. Now, we need a leader to take us to new heights.
As the Director, you’ll set team goals, hire, motivate, and develop team members, and work closely with other senior leaders across Sales, Marketing, and Operations. You will drive strategy and implementation for the inbound and outbound opportunity generation team that drives the attainment of our revenue goals. You will work closely with demand generation and sales/marketing operations teams to target accounts and contacts and turn them into qualified opportunities. You will report to our Chief Marketing Officer and work closely with our Group Directors of Sales and SVP of Sales.


  • Leadership & Strategy: Define and implement the sales development strategy in alignment with the company's business objectives and the organization's design to meet growing company needs
  • Lead, motivate, and grow the Sales Development team to exceed targets, ensuring a high level of motivation, collaboration, and cohesion
  • Performance Management: Set clear team goals, monitor team performance, and report on metrics
  • Evaluate and refine processes for maximum efficiency and scalability
  • Training & Development: Develop and maintain a comprehensive onboarding and sales training program.
  • Mentor and coach team members, promoting professional growth and fostering a culture of continuous learning
  • Collaboration: Collaborate with Marketing to ensure a seamless transition of leads from marketing campaigns
  • Work closely with the Sales teams to ensure alignment and smooth hand-offs
  • Pipeline Development: Oversee the creation and management of an account-based pipelineEnsure the team is effectively qualifying accounts and generating quality opportunities
  • Reporting: Deliver regular reports to senior leadership on team performance, qualified meeting volume, conversion rates, and other key metrics
  • Utilize data-driven decision-making to optimize and refine strategies
  • Technology & Tools: Evaluate and implement sales tools and technologies that improve team efficiency and effectiveness


  • 4+ years of management experience, preferably leading, building, and scaling sales development organizations in a fast-paced, competitive SaaS software sales environment
  • 8+ years of relevant experience
  • Strong quantitative skills to measure, manage, and enhance activity and productivity
  • The desire to lead, coach, motivate, and develop others around you.
  • You are passionate about developing talent and coaching a team to success while building an energetic culture
  • Strong innovation skills - You will think of innovative ways to boost conversion rates and drive pipeline generation
  • Strong communication and interpersonal skills, with the ability to professionally interact with a diverse blend of personalities to reach a resolution and maintain strong relationships
  • Strength in working cross-functionally, including executive management, sales, operations, and marketing teams
  • Proven track record of delivering on sales pipeline targets
  • Design playbooks and career paths for the sales development organization
  • Experience in leveraging CRM software, preferably SalesforceExperience with modern-SDR software stack preferred (Demandbase, Outreach, Clari, ZoomInfo, LinkedIn SalesNavigator)
  • Bachelor's degree or equivalent experience preferred
Don’t meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Ontic we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role, we encourage you to apply anyways. You may be just the right candidate for this or other roles.
Ontic Benefits & Perks
Competitive Salary
Medical, Vision & Dental Benefits
Stock Options
HSA Contribution
Learning Stipend
Flexible PTO Policy
Quarterly company ME (mental escape) days
Generous Parental Leave policy
Home Office Stipend
Mobile Phone Reimbursement
Home Internet Reimbursement for Remote Employees
Anniversary & Milestone Celebrations
Ontic is an equal-opportunity employer. We are committed to a work environment that celebrates diversity. We do not discriminate against any individual based on race, color, sex, national origin, age, religion, marital status, sexual orientation, gender identity, gender expression, military or veteran status, disability, or any factors protected by applicable law.