Director of Sales Development, DroneDeploy
More information about location
Drone mapping and analytics platform
Be an early applicant
Drone mapping and analytics platform
201-500 employees
Be an early applicant
More information about location
201-500 employees
Company mission
To make the power of interactive digital twins accessible and productive for everyone.
Role
Who you are
- Proven Leadership & SDR Management: Minimum of 5+ years of progressive experience leading and scaling high-performing Sales Development Representative (SDR) teams, ideally within a B2B SaaS environment
- Strategic & Tactical Execution: Demonstrated ability to develop and execute a comprehensive SDR strategy, encompassing quota design, KPI tracking, outbound sequencing, and retargeting workflows, while also providing hands-on coaching and performance management
- Pipeline Generation Expertise: Track record of consistently driving significant, high-quality pipeline generation across the sales funnel through both inbound excellence and outbound prospecting, with a deep understanding of conversion metrics and lead quality
- Data-Driven Optimization: Highly analytical and data-obsessed, with the ability to interpret pipeline and team performance data (e.g., reply rates, speed-to-lead, conversion metrics) to identify gaps, optimize processes, and drive continuous improvement
- Cross-Functional Collaboration: Exceptional ability to collaborate effectively with Marketing, Sales, RevOps, and Enablement teams to establish aligned SLAs, streamline lead flow, and integrate SDR activities into broader GTM strategies
- Coaching & Development: A passion for developing talent, with a proven history of coaching and mentoring SDRs, fostering a culture of accountability, continuous feedback, and career growth
- High-Growth Adaptability: Experience thriving in fast-paced, high-growth environments, with the ability to transform loosely defined processes into structured, scalable systems
- You’re a strategic and tactical leader—just as confident building a long-term vision for consistent pipeline growth per rep as you are jumping into a team call blitz and giving real-time feedback to sharpen execution
- You thrive in high-growth environments and know how to transform loosely defined processes into structured, scalable systems
- You’re data-obsessed, inspecting key inputs like reply rate, personalization, and conversion metrics to drive team-wide improvement
- You’ve built and scaled SDR functions that generate pipeline through both inbound excellence and expansion motions, with a track record of coaching reps to convert engaged accounts, retarget existing customers, and drive influence across the buying committee
- You care deeply about developing people, creating a team culture that blends performance expectations with support, empathy, and a shared commitment to growth
- You work across functions naturally—bringing clarity and urgency to cross-functional initiatives, especially when resolving SLA misalignment or lead leakage
What the job involves
- We are seeking an experienced Director of Sales Development to lead DroneDeploy’s pipeline generation engine and scale a disciplined, high-performance SDR function
- As a key member of our GTM leadership team, you will own the development, performance, and operational excellence of the SDR organization
- Success in this role means driving the strategy and day-to-day execution needed to generate consistent, high-quality pipeline across the funnel, while preparing the next generation of high-impact AEs
- This role is perfect for a hands-on leader who can seamlessly move between executive-level planning and rep-level coaching
- This position reports directly to the Chief Marketing Officer and will work cross-functionally with Sales, Marketing, Demand Generation, RevOps, and Enablement
- This is an in-office position, requiring a full-time presence at our designated office location
- Work Hours: Standard business hours are generally 9:00 AM - 5:00 PM PT if based in California. If based in Chicago, IL, you may be asked to work some overlapping hours with Pacific Time to ensure effective collaboration across teams
- Lead and evolve the SDR function, developing the team into a world-class pipeline generation engine through coaching, structure, and accountability
- Drive and execute the SDR strategy—including quota design, KPI tracking, retargeting workflows, and outbound sequencing—to increase volume and quality of pipeline
- Manage and coach SDRs, holding weekly stand-ups, 1:1s, and performance inspections focused on conversion, quality, and operational rigor
- Collaborate cross-functionally with Marketing, Sales, and RevOps to build aligned SLAs, streamline inbound response, and embed SDRs into broader campaign execution
- Analyze pipeline data and team performance, identifying gaps in reply rate, speed-to-lead, and outbound coverage—and using that insight to optimize systems and coaching
- Champion a culture of high accountability, fast feedback, and career development, ensuring SDRs grow through clarity, consistency, and stretch opportunities
- Metrics You’ll Own:
- Sales-qualified pipeline per rep: this is your north star, ensuring the sales development function delivers growth and the positive unit economics the business needs
- Sales quota coverage by team: success here requires a consistent drumbeat in recruiting & ramping new reps as they enter and exit the org, hopefully to their next role as an AE! Maintaining consistent quota coverage while turning over the team regularly will be key to success in the role
- Meeting conversion rate: ensure we’re creating quality meetings for the AE team
- Outreach activity metrics: detailed tracking of quantity, quality, and breadth of touches
- Speed-to-lead: deliver a world-class customer experience through rapid response times, high value responses, and getting meetings booked in a timely manner
Our take
Drone Deploy, headquartered in San Francisco, is a cloud-based platform specializing in drone mapping and analytics. With a mission to revolutionize how businesses acquire, manage, and interpret reality capture data from drones, 360-degree cameras, and mobile ground robots.
The company is dedicated to staying at the forefront of innovation within the drone industry, and it consistently seeks out opportunities to broaden the horizons of its capabilities. The company's strategic acquisitions, such as Rocos and StructionSite, are pivotal in achieving this goal.
With substantial investments, including a funding round led by Energize Ventures and AirTree, Drone Deploy is well-positioned for further expansion. The company aims to diversify beyond the drone sector and intensify its efforts to establish a stronger presence in the European market.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 7 rounds)
Feb 2021
$50m
SERIES E
Nov 2019
$35m
SERIES D
Total funding: $142.6m
Company benefits
- Hybrid Workplace - We believe that people do best when they're happy at work. Whether you’re happiest working from home or want to join us in the office, it’s OK with us
- Great Benefits - It's important to support physical and mental well-being, so we offer the kind of benefits that help meet employee needs and those of their dependents
- Growth and Development - We're in a dynamic and innovative industry and we’re committed to investing in our employees to ensure they're growing, creating, and breaking new ground in their careers
- Work/Life Balance - Time away from work is important to recharge your batteries and enjoy life. We provide flexible hours and paid time off, and work with employees to support their priorities
Company HQ
Showplace Square, San Francisco, CA
Leadership
Jono Millin
(Co-Founder)Previously founded AdvertEyes, Zoomatelo, Infatics.
Michael Winn
(Co-Founder & CEO)Previously served as the Tech Lead of Big Data & Tools and Large Customer Sales for Google. Also co-founded Zoomatelo.
Nicholas Pilkington
(Co-Founder & CTO)Previously co-founded Luno. Experience as a Software Engineer for Toshibi and NVIDIA.
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