VP, Sales Development at Delinea in Boston, MA

Job description

About Delinea: Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com, LinkedIn, X, and YouTube. Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you. Apply today to help us achieve our mission. Position Summary Reporting to the President, the VP, Sales Development will own the strategy, structure, and performance of Delinea's Global Sales Development organization. As the executive leader of this function, this role is charged with setting the multi-year vision for outbound pipeline generation and top-of-funnel growth across our target markets, and building the team and systems needed to deliver on it. Given our growth targets, this role is absolutely vital to our long-term success, so the ideal candidate brings executive-level business and sales acumen, a strategic eye on pipeline quality and conversion, and a track record of building and scaling teams through managers and team leads. This position is a core member of the Delinea GTM Leadership Team, partnering directly with the President and cross-functional executive peers to shape company-wide pipeline generation strategy. What You'll Do: • Own and evolve the multi-year global sales development strategy to build and protect a healthy pipeline, setting the vision that guides how qualified opportunities are sourced and handed to Sales across the organization • Build, scale, and lead a high-achieving global SDR organization — including managers and team leads — to successfully execute outbound and inbound qualification motions and deliver pipeline worldwide • Set the executive-level strategy for market segmentation and account targeting, identifying whitespace and expansion opportunity, partnering with Product and Marketing leadership on positioning and messaging • Own the pipeline generation forecast and its impact on bookings, implementing strategies for increasing conversion rates and outbound efficiency, and providing regular visibility to the CRO and executive team • Set annual quota and territory strategy in partnership with Sales leadership, and serve as the executive escalation point for pain points surfaced by the Sales, Marketing, and/or RevOps teams • Serve as the primary executive bridge between Sales, Marketing, and RevOps, aligning cross-functional roadmaps and priorities around pipeline generation • Build and govern the processes, systems, and reporting infrastructure needed to identify pipeline trends early, communicate them to executive stakeholders, and drive appropriate follow-up action — including partnering with Marketing leadership to translate market feedback into GTM strategy What You'll Bring: • Demonstrable experience building and scaling a sales development or outbound function at the VP level, ideally within a subscription/SaaS business, including a track record of leading leaders — c