Expel · 2 hours ago
Director, Sales Development
United States
Full-time
Remote
Lead/Staff, Director/Executive
$175K/yr - $203K/yr
4+ years expExpel is a company focused on transforming sales development through innovative strategies. They are seeking a Director of Sales Development to evolve their program by leveraging AI and automation, while fostering a culture of coaching and career development for their team.
Cloud SecurityCyber SecurityNetwork SecuritySaaS
No H1B
U.S. Citizen Only
Responsibilities
Drive pipeline growth. Develop and execute a strategic SDR plan that aligns directly with company growth targets. You’ll move the needle on pipeline generation (SAOs) by focusing on quality, conversion, and revenue impact
Partner deeply with GTM leadership. Bridge the gap between Sales and Marketing. You’ll work hand-in-hand with leadership to align on territory planning, feedback loops, and shared revenue goals, ensuring we move past tactical debates to focus on winning business together
Coach and develop talent. Create a culture of mastery where reps deeply understand our customer outcomes and differentiation. You’ll prioritize career pathing and coaching, ensuring your team is ready for the 'human moment' today and their next role tomorrow
Uncover trends through data. Go beyond the dashboard to find the narrative. You’ll analyze performance data to identify winning tactics, spot market trends early, and pivot our strategy based on what the numbers—and the market—are telling us
Build scalable, AI-enabled programs. Move us beyond manual research. You’ll leverage modern tech to scale our impact, automating the busy work so your team can focus on personalization and driving meaningful results
Qualification
Required
You have successfully built an SDR function in a remote environment, ideally leveraging AI tools to drive scale
You are fluent in the modern stack. Beyond just Salesforce and Outreach, you know (or are eager to explore) tools like Clay, Nooks, Orum and others
You understand how an SDR team fits into an Account-Based Marketing strategy and have experience navigating in both Enterprise and Commercial segments
You can look at a plateau in 'SAOs' (Sales Accepted Opportunities) and diagnose the root cause—whether it's data quality, lead scoring, or messaging—and fix it
At least 4 years of leadership experience with a track record of developing talent, reducing attrition, and fostering a culture of experimentation
Preferred
You've held a role in Sales or Marketing outside of Sales Development, giving you a strong understanding of the full funnel
Benefits
Unlimited PTO
Equity for everyone
Work location flexibility
Up to 24 weeks of parental leave
Excellent health benefits
Company
Expel
Expel is a security operations provider that offers managed detection and response, remediation, phishing support, and threat hunting.
201-500 employees
Funding
Current Stage
Late StageTotal Funding
$288.8MKey Investors
CapitalGIndex VenturesScale Venture Partners
2022-10-03Series E· $31M
2021-11-18Series E· $140.3M
2020-05-13Series D· $50M
Leadership Team
Dave Merkel
Co-founder and Chief Executive Officer
Justin Bajko
Co-founder and VP, Strategy & Business Development
Recent News
New Enterprise Associates
2025-12-31
2025-11-04
Company data provided by crunchbase