airgarage - Head of Sales Development
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Requirements
• 7–10+ years of SaaS revenue experience • Experience managing SDR teams and developing SDR managers • Experience improving top-of-funnel performance (not just managing activity) • Strong familiarity with modern sales technology and emerging AI tools • A data-driven mindset and comfort working with funnel metrics • Experience collaborating closely with Marketing and Revenue Operations teams • We'd love to see experience in one or more of the following: • Vertical SaaS companies • Businesses with a “rip and replace” sales motion • Data-driven revenue organizations with strong outbound or hybrid SDR motions • Companies where outbound prospecting plays a meaningful role in pipeline generation
Responsibilities
• Lead the SDR organization through second-line leadership, developing managers and building a scalable team structure as we grow from ~11 to ~16 SDRs • Architect how pipeline is generated at AirGarage, evolving our inbound and outbound playbooks and how SDRs and AEs collaborate across accounts • Identify and implement ways to increase funnel throughput, improving conversion from lead → meeting → opportunity • Partner with Revenue Operations on tooling, automation, and emerging AI capabilities that make SDR teams more effective • Work cross-functionally with Sales Ops and Research to improve how we identify, prioritize, and enrich target accounts • Serve as a key partner to Marketing to ensure demand generation efforts convert into high-quality pipeline • Over time, this role will help shape a more scalable, data-driven revenue development engine that combines strong people leadership with better systems, data, and processes. • WHAT YOU’LL OWN 📊 • 1) LEADERSHIP OF THE SDR ORGANIZATION (SECOND-LINE) • Lead and scale AirGarage’s Sales Development organization through a team of managers. • Initially manage: • 1 SDR Team Lead • 1 Fractional SDR Manager • Over time transition to: • Two full-time SDR Managers • A team of ~16 SDRs • Building and developing a high-performing SDR organization • Establishing operating cadence, performance expectations, and accountability • Improving meeting quality and SDR productivity • Increasing the effectiveness of SDR-sourced pipeline • Creating clear alignment between SDRs and AEs across territories and account ownership • A key part of this role will be developing SDR managers and building a leadership bench within the organization as the team grows. • Success in this role will ultimately be measured by improvements in pipeline quality, SDR productivity, and conversion rates across the funnel. • 2) REVENUE DEVELOPMENT STRATEGY • Help define and evolve AirGarage’s top-of-funnel motion. • Evolving the inbound and outbound SDR playbook • Defining how SDRs and AEs collaborate across segments and accounts • Helping shape lead qualification standards and handoff processes • Identifying opportunities to improve conversion rates from lead → meeting → opportunity • Developing frameworks for prioritizing the highest-value accounts and opportunities • 3) MARKET INTELLIGENCE & ACCOUNT PRIORITIZATION • Work closely with Sales Ops and our Research function to improve how we identify and prioritize target accounts. • Areas of collaboration include: • Market mapping and TAM insights • Account enrichment and data quality • Identifying high-potential properties and ownership groups within our market • Ensuring SDRs are focused on the right opportunities • 4) AI, AUTOMATION, AND SALES TECHNOLOGY • Partner with Revenue Operations to continuously improve the systems and tools that power SDR productivity. • This includes contributing to initiatives such as: • AI-assisted prospecting and personalization • Improved sequencing and outreach strategies • Automated research and account insights • Better prioritization of high-value leads and accounts • You will play an active role in identifying opportunities where emerging tools and AI capabilities can meaningfully improve the throughput and effectiveness of the funnel. • 5) PARTNERSHIP WITH MARKETING • Serve as a key partner to our future Marketing organization. • You will help create strong feedback loops between Marketing and Sales Development around: • Lead quality and conversion performance • Campaign effectiveness • Target segments and messaging • Funnel health and pipeline creation • Your team will play a critical role in ensuring marketing-generated demand is effectively converted into qualified pipeline.
Benefits
• Your experience leading SDR teams has primarily focused on managing individual contributors rather than developing SDR managers • You prefer focusing on day-to-day activity management and call coaching rather than improving how pipeline is generated across the funnel • You are most comfortable operating within a well-defined SDR playbook rather than helping design and evolve how the motion works • You prefer roles that are primarily team management rather than ones that require close collaboration with Sales Ops, Marketing, and leadership • You are less interested in using data, systems, and emerging AI tools to improve how SDR teams prioritize accounts and generate pipeline • IMPORTANT NOTE 🚨 • AirGarage is a remote-first company, but we also value in-person collaboration to strengthen trust and teamwork. Team members should expect ~6 weeks of travel per year for: • 2–3 full company offsites, “Remote Weeks” • Lending a hand to support 2 new location launches • In-person onboarding as well as supporting other onboarding sessions for new team members • The rest of the year, team members can work remotely from wherever (US time zones) they’re most comfortable as long as they are performing well in their role. Attendance at in-person events throughout the year is expected—if you’re not open to traveling ~6 weeks per year for work, this role isn’t a good fit for you. • 📈 Equity: Have a stake in the business that you’re helping to build and grow. • 🌴 Work remotely: Live and work wherever you like! We believe in folks working where they are happiest and most productive. We currently hire teammates that are located anywhere within North America. • 🏥 Health insurance: We offer health insurance and currently cover 85% of the cost of medical, dental, and vision plans for the primary employee and 50% of the cost of plans for dependents. • 🍼 Parental Leave: We offer 12 weeks of fully paid parental leave to all parents to bond with a newly born, adopted, or fostered child. The 12 weeks can be taken as a continuous leave or intermittently over the first 18 months of the child's life. • 💻 Home office setup: Get a laptop + additional equipment needed to set you up for success. • ⛺ Time to recharge: We have an unlimited PTO policy with a minimum requirement of 10 days per year. • 🤑 401k: Make financial planning right for you with a 401k retirement savings program. • ✈️ Team Off-sites: ~2 times per year our team comes together for a full week in places like Tahoe, Puerto Vallarta, San Diego, Park City, and Austin. • 📚 BookGarage: Our team loves to learn and grow together, so join us for our optional recurring book club. • 🪴Room to grow: Our team will be orders of magnitude larger within a few years; as a part of our foundational team, you'll have opportunities to grow with us.
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