Sales Development Director

About Smartcat Smartcat is building the future of work, where human expertise meets digital teammates to drive 10x to 1000x productivity gains for the world's leading enterprises. We're on the frontier of an entirely new category: Agentic AI. We enable enterprises to build high-performing hybrid workforces made up of both humans and AI agents. These AI agents aren't generic copilots. They're fully trained digital teammates that learn from your best people, your content, and your business strategy—ready to get to work from day one. Our platform combines generative AI, human-in-the-loop workflows, and a living Enterprise Skill Graph that continuously learns and improves. Whether you're launching a product globally, onboarding new hires, translating learning content, or aligning legal teams across regions, Smartcat turns knowledge into action and action into scale. Over 1,000 companies, including 20% of the Fortune 500, rely on Smartcat to bring their business to the world—instantly, accurately, and in every language. As a Series C company with 130% year-over-year growth, we're scaling fast and investing in people who want to shape the future of work with us. Join us in unlocking global potential, one human and agent team at a time. WHY YOU SHOULD JOIN OUR TEAM This is a high-impact leadership role with ownership over how the pipeline is created at scale. As Director of Sales Development, you'll build and run a global SDR organization that fuels new customer acquisition, customer expansion, and revenue growth across enterprise and strategic segments. You'll partner closely with Marketing, Demand Generation, Revenue Operations, and Sales leadership to design a modern, scalable sales development engine—one that balances outbound excellence, inbound speed, and expansion rigor. If you thrive on building systems, developing talent, and driving measurable revenue impact, this role is for you. MISSION Own and scale global sales development to deliver predictable, high-quality pipeline across net-new outbound, customer expansion, and lead follow-up motions. You will design a repeatable SDR model that aligns tightly with Marketing and Sales, scales with company growth, and consistently converts interest into revenue opportunity. OUTCOMES • Own global Sales Development strategy across net-new enterprise outbound, customer expansion, and inbound lead follow-up • Build and scale a best-in-class SDR operating model that grows with the business • Partner with Sales leadership to align on pipeline targets, territory coverage, and account strategy • Collaborate with Marketing and Demand Generation to optimize lead handoff, follow-up speed, and conversion • Define SDR roles, capacity models, segmentation, and performance benchmarks • Implement consistent playbooks for outbound prospecting, expansion motions, and inbound response • Own SDR forecasting, reporting, and performance management Build, coach, and develop high-performing global SDR teams HOW YOU'LL RAMP By Day 30: • Gain deep understanding of Smartcat's ICPs, products, industries, and revenue goals • Assess current SDR structure, performance, tools, and workflows • Build strong partnerships with Sales, Marketing, and RevOps leaders • Identify immediate opportunities to improve inbound lead follow-up and outbound focus By Day 60: • Launch improvements to SDR workflows, messaging, and prioritization • Align on global SDR coverage model across enterprise, expansion, and inbound • Define SDR success metrics, capacity models, and career paths • Roll out standardized playbooks for outbound, expansion, and lead follow-up • Improve conversion rates from lead to meeting and meeting to opportunity By Day 90: • Fully own global SDR performance and forecasting • Demonstrate measurable improvements in pipeline creation, speed-to-lead, and opportunity quality • Scale a repeatable SDR model that supports future hiring and growth • Establish strong operating cadence across regions and teams • Deliver clear visibility into SDR-sourced and influenced pipeline WHAT YOU'VE ACCOMPLISHED: • Built and scaled global SDR or BDR teams in a B2B SaaS environment • Delivered predictable pipeline through outbound, inbound, and expansion motions • Partnered closely with Marketing and Sales to improve funnel conversion and efficiency • Designed SDR operating models that scaled with company growth • Implemented clear metrics, reporting, and forecasting for SDR performance • Developed high-performing teams with strong coaching, accountability, and career progression Why joining Smartcat might be your best move so far • Fully remote team We are a global team of 200+ enthusiastic people spread across 30+ countries. We have been fully remote since 2020, with some locations populated with more Smartcaters than others, such as Boston, Belgrade, Lisbon, Tbilisi and Yerevan. • Be part of an AI Native Organization We are highly innovative, using AI across all areas of the organization to accelerate decision-making and free people to focus on strategy and high-impact work. We embrace new ideas and encourage all Smartcaters, regardless of level or department, to manage their own AI Agents. At Smartcat you'll shape how AI transforms the workplace and play an integral role in ensuring Smartcat remains a leader in AI innovation. • Innovating a $100 Billion industry Smartcat is reshaping the $100B multilingual content industry with an AI-powered platform that makes it easy for companies to create, translate, and localize global content at scale. Our platform enables enterprise teams to move away from slow, traditional outsourcing methods, and achieve fast, high-quality results, at a fraction of the cost. • Join the rocketship to scale-up 10x and beyond together We are looking for someone to become an integral part of our team and play a crucial role in the most exciting part of our journey: transitioning from a post-Series C startup to a company exceeding $100M in ARR and $1B in valuation. Our journey isn't for the faint of heart. We are growing at 130% YoY, thanks to our strong product-market fit and high-performing team, and plan to accelerate from here. • Smartcat Culture: Where Diversity Meets High Performance At Smartcat, we are committed to building a culture that highlights respect and appreciation for each individual's unique background and perspective, while maintaining a strong focus on results and engagement. We believe in welcoming everyone and fostering an inclusive environment where team members can be their authentic selves at work. Our commitment to inclusion is steadfast, and we stand firmly against discrimination and harassment. Apply tot his job