Director, Sales Development Americas | United States | Remote

Role Overview

Director, Sales Development (Americas) at Grafana Labs. You will lead the Americas SDR organization, accelerate regional pipeline generation, and help scale an AI-native SDR workflow.

What You’ll Be Doing

• Lead AMER: own regional SDR operations from day one; coach SDR managers, maintain forecast predictability, and ensure high-quality SDR-to-AE handover.
• Drive global AI transformation: build and standardize an AI-native workflow layer (e.g., account research, persona research, list building, personalized outbound). Deploy workflows globally and set the standard alongside EMEA/APAC peers.
• Be a practitioner voice: contribute hands-on to shaping the SDR AI workflows—measuring, standardizing, and raising the bar.
• Build the future bench: run structured development cycles, define progression paths, and measure success by how many SDRs earn their way into AE roles.
• Partner with AE leadership: make the SDR-to-AE transition real and strengthen the organization’s talent brand.
• Own operational numbers: pipeline analytics, conversion math, forecast cadence, and activity-to-outcome ratios; present insights cleanly to regional VPs and global GTM leadership.

What Makes You a Great Fit

• 8+ years in SDR or pipeline generation, including 3+ years managing managers in a B2B SaaS environment.
• Hands-on experience deploying AI tooling into SDR workflows (initiative builders who not only test tools, but standardize and operationalize them).
• Proven ability to standardize playbooks across distributed teams and increase output without headcount growth.
• Strong operational rigor: track the right metrics, run forecast cadences, and surface issues early.
• Credible presence with VP and C-suite GTM leadership; ability to explain performance drivers.

Nice-to-Haves

• Experience deploying AI-enabled outbound/research systems end-to-end (build → measure → standardize → iterate).