Director of Sales Development (R-20038) at Dun & Bradstreet in Austin, TX

Job description

Shape the Future with Dun & Bradstreet At Dun & Bradstreet, we believe data has the power to create a better tomorrow. As a global leader in business decisioning data and analytics, we help companies worldwide grow, manage risk, and innovate. Since 1841, businesses have trusted us to turn uncertainty into opportunity. We’re a diverse, global team that values creativity, collaboration, and bold ideas. Are you ready to make an impact and help shape what’s next? Join us! Explore opportunities at dnb.com/careers. The Director, Sales Development leads a multi-team Business Development Representatives (BDR) organization across outbound-focused teams and the Enterprise Sales Development Program. This role is accountable for building both a high-performing pipeline-generation engine and a differentiated sales talent development program that prepares early-career and high-potential talent for future sales roles. This position balances near-term business outcomes with long-term talent development by driving qualified pipeline through new-logo acquisition and cross-sell/upsell motions, while attracting, hiring, onboarding, coaching, retaining, and advancing BDRs, BDR leaders, and Enterprise Sales Development Program participants through structured development experiences. Essential Key Responsibilities Lead and develop BDR leaders across outbound-focused teams, ensuring consistent standards for pipeline execution, leadership effectiveness, coaching discipline, talent development, and performance management across managers and representatives. • Scale the global BDR organization by establishing repeatable recruiting, onboarding, coaching, performance management, and talent-development practices across all hubs. • Own team pipeline-creation goals while building a repeatable talent-development system that improves BDR productivity, readiness, promotion paths, retention, and leadership bench strength. • Own the Enterprise Sales Development Program as a strategic talent pipeline, including program structure, rotation design, performance standards, coaching model, field exposure, and career-pathing for college graduates rotating through multiple sales roles over a 12+ month development experience. • Partner with Account Executives, Area Vice Presidents, Customer Success, Marketing, Demand Generation and Sales Leaders to align territory and segment coverage, account priorities, campaign plays, lead quality, and meeting-to-opportunity conversion across teams. • Hold BDR leaders accountable for attainment against qualified pipeline, opportunity creation, accepted and held meetings, conversion rates, activity quality, SLA adherence, productivity, and CRM hygiene; conduct forecast and performance reviews and address performance gaps. • Use SFDC, sales-engagement platforms, and performance dashboards to maintain CRM hygiene, inspect outbound execution, improve rep and manager productivity, identify coaching opportunities, and deliver accurate performance reporting. • Partner with Marketing, Demand Generation, Sales Enablement, Talent Acquisition, Revenue Operations, Business Intelligence, and CRM partners to coordinate outbound campaigns, workforce planning, leadership development, reporting, territory design, and process improvements. • Build succession plans for BDR leaders and career pathways for high-potential BDRs and Enterprise Sales Development Program participants into Account Executive, Customer Success, Sales Operations, and leadership roles. Present regular business reviews that balance pipeline contribution, talent development, operating health, promotion readiness, and program outcomes. • Additional duties as assigned. Education and Experience Bachelor's Degree Required 7 to 10 years of experience • Master's Degree Preferred Essential Skills and/or Certifications Bachelor’s degree is required. • 10+ years of progressive B2B sales experience, including substantial outbound prospecting, new- logo acquisition, and pipeline-creation experie