San Francisco, United States

Everyone is welcome at Handshake. We know diverse teams build better products and we are committed to creating an inclusive culture built on a foundation of respect for all individuals. We strongly encourage candidates from non-traditional backgrounds, historically marginalized or underrepresented groups to apply.

Your Impact:

Handshake is hiring a Director, Sales Development to lead and inspire a team of Sales Development professionals. You will partner closely with Sales Leadership to develop and execute winning sales strategies, set team wide goals and exceed team and individual quota attainment.

Your Role:

Manage, mentor, develop and drive the performance of SDR Manager(s), Inbound & Outbound Sales Development Representatives (ISDRs & OSDRs), and Business Development Representatives (BDRs).
Recruit, hire, train, coach and develop SDR Manager(s) and SDRs/BDRs to exceed the Company’s ARR Plan, SDR team quota and individual quotas.
Analyze current outreach and opportunity generation practices, immerse yourself in team metrics, and identify areas for improvement at scale.
Collaborate with the VP of Sales, Sales Leaders, Account Executives, SDRs/BDRs, and Revenue Operations to optimize lead volume and quality, deliver a healthy pipeline of qualified outbound leads and exceed outbound pipeline and ARR targets, the Company’s ARR Plan, SDR team quota and individual quotas.
Collaborate closely with our Marketing & cross-functional demand generation stakeholders to develop and execute on lead generations campaigns, improve SLA on Marketing Qualified Leads (MQLs), improve conversion rate of Inbound MQLs to Stage 1/2/3 sales opportunities and exceed inbound pipeline and ARR targets.
Proactively develop new strategies and tactics to accelerate pipeline growth each quarter.
Strategize with the VP of Sales, Director of Revenue Operations and Finance team on headcount planning, pipeline targets and SDR-sourced ARR, the Company’s ARR Plan, SDR team quota and individual quotas.
Demonstrate strategic thinking to drive higher lead conversion, accelerate ARR, and reduce ramp time for new SDR/BDR hires.
Support the mentorship and development of the SDR organization, preparing team members for career progression into Account Executive roles and expanded opportunities across the new business sales organization.
Partner with Sales Enablement to generate data analyses and determine training curriculum needs, goals and deliverables.
Through continuous process improvement, contribute to the team growth and success of the broader Sales team.

Your Experience:

You have 8+ years of sales or sales leadership experience driving new business ARR for a high-growth business.
5+ years managing Sales Development Representatives (SDRs) and 3+ years leading SDR Managers as a 2nd line people leader.
Proven success leading and growing SDR organizations, developing multi-quarter and multi-channel strategies, and exceeding the Company’s ARR Plan, SDR team quota and individual quotas.
You have built and led an SDR organization with 20+ people in a fast-paced, technology/SaaS company.
You have a proven record of sales success and possess strong collaboration and communication skills.
You identify and communicate organizational roadblocks and are able to resolve them proactively.
Experience exceeding the expectations of executive leadership, including the C-suite and VPs, by beating your targets and unpacking the root causes and variables that led to your team’s successes and areas of improvement.
You have a robust Salesforce analysis and reporting skill set and have detailed knowledge of SaaS tech stack including sourcing, prospecting, and outreach technologies.
You are comfortable in a fast-paced environment that requires the ability to work independently and adaptively, anticipate and mitigate friction points, and take initiative to promptly resolve and learn from challenges.

Bonus Areas of Expertise:

Experience in both a startup environment (<$150M ARR) and a scaled business ($1B+ ARR)
Experience selling into talent acquisition or HR
Experience leading AE teams

Cash Compensation:

$250,000 - $285,000 + RSUs

For cash compensation, we set standard ranges for all U.S.-based roles based on function, level, and geographic location, benchmarked against similar stage growth companies. In order to be compliant with local legislation, as well as to provide greater transparency to candidates, we share salary ranges on all job postings regardless of desired hiring location. Final offer amounts are determined by multiple factors, including geographic location as well as candidate experience and expertise, and may vary from the amounts listed above.

About us

Handshake is the #1 place to launch a career with no connections, experience, or luck required. The platform connects up-and-coming talent with 750,000+ employers - from Fortune 500 companies like Google, Nike, and Target to thousands of public school districts, healthcare systems, and nonprofits. In 2022 we announced our $200M Series F funding round. This Series F fundraise and valuation of $3.5B will fuel Handshake’s next phase of growth and propel our mission to help more people start, restart, and jumpstart their careers.

When it comes to our workforce strategy, we’ve thought deeply about how work-life should look at Handshake. With our hybrid-work model, employees benefit from collaboration and shared team experiences three days per week in our vibrant offices, and enjoy the flexibility of remote work two days per week. Handshake is headquartered in San Francisco, with offices in New York, London, and Berlin.

What we offer

At Handshake, we'll give you the tools to feel healthy, happy and secure.

Benefits below apply to employees in full-time positions.

💰 Equity and ownership in a fast-growing company.
🍼 16 Weeks of paid parental leave for birth giving parents & 10 weeks of paid parental leave for non-birth giving parents.
💝 Comprehensive medical, dental, and vision policies including LGTBQ+ Coverage. We also provide resources for Mental Health Assistance, Employee Assistance Programs and counseling support.
💻 Handshake offers $500/£360 home office stipend for you to spend during your first 3 months to create a productive and comfortable workspace at home.
📚 Generous learning & development opportunities and an annual $2,000/£1,500/€1,850 stipend for you to grow your skills and career.
💰 Financial coaching through Origin to help you through your financial journey.
🛜 Monthly internet stipend and a brand new MacBook to allow you to do your best work.
🚃 Monthly commuter stipend for you to expense your travel to the office (for office-based employees).
🥗 Free lunch provided twice a week across all offices.
🤝 Referral bonus to reward you when you bring great talent to Handshake.

(US-specific benefits, in addition to the first section)

🏦 401k Match: Handshake offers a dollar-for-dollar match on 1% of deferred salary, up to a maximum of $1,200 per year.
🏝 All full-time US-based Handshakers are eligible for our flexible time off policy to get out and see the world. In addition, we offer 8 standardized holidays, and 2 additional days of flexible holiday time off. Lastly, we have a Winter #ShakeBreak, a one-week period of Collective Time Off.
🍼 Family support: We partner with Milk Stork to provide comprehensive 100% employer-sponsored lactation support to traveling parents and guardians. Parental leave coaching and support provided by Parentaly.

(UK-specific benefits, in addition to the first section)

🏦 Pension Scheme: Handshake will provide you with a workplace pension, where you will make contributions based on 5% of your salary. Handshake will pay the equivalent of 3% towards your pension plan, subject to qualifying earnings limits.
🏝 Up to 25 days of vacation to encourage people to reset, recharge, and refresh, in addition to 8 bank holidays throughout the year.
🤝 Regular offsites each year to bring the team together + opportunity to travel to our HQ in San Francisco.
🛍️ Discounts across various high street retailers, cinemas and other social activities exclusively for Handshake UK employees.

(Germany-specific benefits, in addition to the first section)

🏝 25 days of annual leave + 5 days of a winter #ShakeBreak, a one-week period of Collective Time Off across the company.
🤝 Regular offsites each year to bring the team together + opportunity to travel to our HQ in San Francisco once a year.
🧘 Urban sports club membership offering access to a diverse network of fitness and wellness facilities.
🛍️ Discounts across various high street retailers, cinemas and other social activities exclusively for Handshake Germany employees.

Looking for more? Explore our mission, values and comprehensive US benefits at joinhandshake.com/careers.

Handshake is committed to providing reasonable accommodations in our recruitment processes for candidates with disabilities, sincerely held religious beliefs or other reasons protected by applicable laws. If you need assistance or reasonable accommodation, please reach out to us at [email protected].

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