VP, Global Sales Development

VP, Global Sales Development

Location: New York, North Carolina, or Remote

The Opportunity

Varonis is one of the most respected names in AI and data security. We're looking for a VP of Global Sales Development to lead a large global SDR organization that sits at the intersection of marketing and sales, reporting directly to the CMO.

This is not a role for someone who misses the days of dialing for dollars. It's a role for someone who sees the AI moment for what it is: a once-in-a-generation opportunity to completely reimagine how pipeline gets created. You'll step into a high-performing team, a set of strong regional leaders who are already executing, and a mandate to build the infrastructure, systems, and playbooks that make outbound predictable, measurable, and scalable.

You'll work at the boundary of marketing and sales — translating market opportunity into predictable pipeline.

What You'll Own

Pipeline Architecture

• Own the global pipeline number for inbound and outbound SDRs across all segments and regions
• Design and continuously refine the systems, sequencing logic, and plays that drive top-of-funnel conversion
• Build a repeatable, signal-led outbound motion — moving the team away from spray-and-pray and toward precision prospecting

AI-First Operating Model

• Lead the evaluation, adoption, and operationalization of AI tools across the SDR function (AI SDRs, intent platforms, personalization engines, conversation intelligence)
• Develop a clear point of view on where AI agents should replace volume-based human effort — and where human judgment and relationship-building remain irreplaceable
• Continuously track the economics: cost-per-meeting, cost-per-pipeline-dollar, and rep productivity, with AI as the primary lever for improvement

Team Leadership

• Lead and develop a team of strong regional SDR directors globally; be the multiplier, not the micromanager
• Set the talent bar and build a culture of accountability, experimentation, and continuous learning
• Create career paths that attract and retain the next generation of revenue operators — people who are excited about building skills in an AI-augmented world

Marketing-Sales Alignment

• Act as the connective tissue between marketing and sales — translating campaigns, content, and intent data into timely, relevant outbound plays
• Partner closely with demand gen, RevOps, and field sales to build a unified pipeline model
• Establish SLAs, feedback loops, and shared definitions that eliminate the classic SDR no-man's-land

Measurement & Forecasting

• Build dashboards and reporting that give leadership full-funnel visibility — from first touch to qualified opportunity
• Own the SDR contribution to pipeline forecast with the same rigor as any quota-carrying function
• Run weekly operating reviews with regional directors that drive action, not just reporting

Who You Are

You're a systems thinker first. You see the SDR function as an engine to be designed, not a headcount to be managed. You think in flows, feedback loops, and conversion rates.

You're genuinely excited about AI — not scared of it, not nostalgic for what came before. You've already experimented with AI SDR tools, prompt engineering for outreach, or intent-signal-driven sequencing. You have opinions on what works and what doesn't.

You lead through clarity and context, not control. Strong regional directors are already in place. Your job is to set direction, remove friction, and make them faster — not rebuild what's working.

You're commercially rigorous. You understand unit economics, you can defend your pipeline forecasts, and you treat every dollar of spend and every hour of rep time as something that needs to earn its return.

You're a builder, but a selective one. You know when to build and when to buy. You don't mistake activity for progress.

What We're Looking For

• 10+ years in B2B sales or revenue roles, with at least 4–5 years leading SDR or Sales Development organizations at scale
• Experience managing global teams across multiple regions and time zones
• A track record of building or transforming an outbound function using modern tooling and methodology
• Demonstrable, hands-on experience with AI — this doesn't have to mean enterprise deployments. We want someone curious enough to have run their own experiments: built a Clay workflow over a weekend, prompt-engineered outreach sequences, tested an AI SDR tool in a sandbox, or wired together intent signals and automation outside of work. Show us you get your hands dirty
• Strong fluency in the tech stack: Salesforce, Outreach/Salesloft, ZoomInfo/Apollo, Gong, and the emerging AI layer on top
• Comfort operating in a complex, enterprise sales environment with long cycles and multi-stakeholder deals
• Experience in cybersecurity or adjacent technical SaaS is a plus, but not required — curiosity about the category is mandatory

Why Varonis

• One of the most technically respected companies in data security — our platform protects what matters most
• Reporting to the CMO means you have a seat at the table where growth strategy is set
• An experienced SDR team ready to be leveled up — not built from scratch
• A company that is investing seriously in AI across the go-to-market function
• Competitive compensation, equity, and a culture that values ownership and impact