SentinelOne is defining the future of cybersecurity through our XDR platform that automatically prevents, detects, and responds to threats in real-time. Singularity XDR ingests data and leverages our patented AI models to deliver autonomous protection. With SentinelOne, organizations gain full transparency into everything happening across the network at machine speed – to defeat every attack, at every stage of the threat lifecycle.
We are a values-driven team where names are known, results are rewarded, and friendships are formed. Trust, accountability, relentlessness, ingenuity, and OneSentinel define the pillars of our collaborative and unified global culture. We're looking for people that will drive team success and collaboration across SentinelOne. If you’re enthusiastic about innovative approaches to problem-solving, we would love to speak with you about joining our team!
We are seeking a highly motivated and experienced Director to lead our Sales Development (SDR) team. This role will be responsible for managing and scaling the SDR team, developing effective outreach strategies, and ensuring that the pipeline of qualified leads supports overall revenue goals of SentinelOne. The ideal candidate will be a strategic thinker with a track record of driving lead generation and team development in a high-growth environment.
What will you do?
- Lead, manage, and mentor the SDR team: Ensure the team is motivated, trained, and meeting or exceeding performance targets. Invest in the success of the team to go above and beyond. Mentor a team of individuals to drive
- Develop SDR strategies: Create and implement processes, outreach methods, and KPIs to optimize lead generation.
- Pipeline management: Ensure the SDR team is consistently generating a healthy pipeline of qualified leads to support the sales organization.
- Performance monitoring: Track and analyze SDR performance metrics (calls, meetings booked, conversions) to drive continuous improvement.
- Reviews : Measure and report against KPIs, as well as create ad hoc reports as needed or requested by senior management. Conduct and execute regular business reviews with focus on delivering targets.
- Collaboration with Sales and Marketing: Work closely with sales and marketing teams to align messaging, targeting, and strategies to improve opportunity conversion.
- Enablement : Acquire and maintain a working knowledge of the complete capabilities of SentinelOne's offerings
- Recruitment and onboarding: Attract, hire, and onboard top SDR talent to grow and scale the team.
- Has experience developing incentive plans and SPIFFs for SDR’s
- Sales tools and systems: Oversee the utilization of tools, process to improve efficiency and productivity of the SDR team
- Training and development: Continuously train the SDR team on best practices, new techniques, and product/service knowledge working with the enablement team. Serve as an active coach through call shadowing and providing ad hoc feedback sessions
- Market and customer insights: From time to time, gather market trends, customer feedback, and competitive analysis to shape outreach strategies.
What skills and knowledge should you bring?
- 5+ years of experience in an SDR or sales leadership role, with a proven track record of meeting or exceeding targets in a fast-paced environment.
- Leadership: Demonstrated success in leading, mentoring, and scaling SDR teams, with strong people management skills.
- Ability to think strategically about pipeline generation and contribute to broader sales goals.
- Experience with tools (e.g., Salesforce, Outreach, SalesLoft, ZoomInfo, Lusha)
- Strong analytical skills, with the ability to interpret data and make informed decisions.
- Excellent verbal and written communication skills, with the ability to influence and collaborate cross-functionally.
- Creative self-starter Ability to thrive in a dynamic, high-growth, and fast-paced environment.
- Ability to hit the ground sprinting in a fast-paced environment where continuous innovation is required.
- Excellent organizational, prioritization, and time management skills
- Inspires a team-focused and collaborative environment
- Passion for coaching and mentoring emerging sales talent
