AVP, Sales Development (SDR Leader)

Location: United States Work Arrangement: Remote

The AVP, Sales Development is responsible for defining and leading the vision, strategy, and execution of Hyland's global Sales Development organization - in close partnership with executive leadership and in direct alignment with pipeline, revenue, and go-to-market objectives. This role manages a global team of Sales Development leaders and professionals and is fully accountable for building a scalable, high-performance pipeline generation engine that drives measurable business outcomes.

The AVP operates as a strategic leader who integrates people, process, data, technology, and AI-enabled capabilities to accelerate buyer engagement, opportunity creation, and revenue growth. This is a high-impact leadership role for someone who brings equal parts strategic vision and operational rigor - and who is energized by building world-class teams and programs at scale.

Define and execute the global Sales Development strategy aligned to pipeline generation, revenue growth, and market expansion priorities - owning SDR-sourced pipeline targets, forecasting, and performance management across regions, industries, and market segments.
• Lead and develop a global organization of SDR leaders and professionals - building a high-performance culture focused on accountability, coaching, career development, and consistent operating models and scalable enablement programs across all regions.
• Partner with Sales, Demand Generation, Product Marketing, and Marketing Operations leaders to drive integrated pipeline creation and go-to-market execution - aligning target account strategies, service level agreements, and pipeline management processes across cross-functional teams.
• Drive operational excellence through continuous improvement of processes, systems, analytics, and technology - leveraging AI-enabled tools and automation to improve productivity, outreach effectiveness, and pipeline velocity across the global Sales Development organization.
• Establish and deliver executive-level reporting on pipeline contribution, conversion rates, productivity, and revenue influence - collaborating with Revenue and Marketing Operations to ensure effective lead management, routing, and reporting standards.
• Develop future leaders through coaching, talent development, succession planning, and organizational design - serving as a strategic thought leader on sales development trends and the final escalation point for the highest-priority operational and performance issues across the organization.

You'll be set up for success if you have:

• Bachelor's degree or equivalent experience, with 10+ years in B2B sales, sales development, demand generation, or go-to-market leadership roles - and 5+ years of experience leading managers and global or multi-region teams
• Demonstrated experience scaling Sales Development or SDR organizations within enterprise software, SaaS, or technology environments - with a proven track record of driving measurable pipeline generation and revenue outcomes
• Strong expertise in pipeline management, forecasting, account-based strategies, CRM platforms, and analytics - with hands-on experience leveraging AI-enabled tools and automation within sales development or go-to-market functions
• Proven ability to drive cross-functional alignment and execute complex, enterprise-level initiatives across Sales, Marketing, and Revenue Operations
• Exceptional leadership, communication, coaching, and executive stakeholder management skills - with the ability to inspire high-performance teams and influence at the most senior levels of the organization

Bonus points if you bring:

• Experience building and scaling ABM, digital, events, nurture, and partner-led pipeline programs that are fully integrated with Sales Development motions
• Demonstrated ability to establish scalable SDR enablement programs, operating models, and performance management frameworks across global or multi-regional teams
• Experience partnering with Revenue and Marketing Operations to optimize lead management, routing, conversion, and attribution reporting at scale
• A track record of developing future sales leaders through structured coaching, talent development, and succession planning across a global organization
• Strong thought leadership on emerging sales development trends - including AI-powered outreach, buyer engagement strategies, and go-to-market innovation

Hyland is the pioneer of the Content Innovation Cloud, delivering ubiquitous enterprise intelligence to organizations with solutions that unlock actionable insights and drive automation.

Trusted by thousands of organizations worldwide, including many of the Fortune 100, Hyland's solutions create the foundation for a connected, agentic enterprise, where teams harness the power of AI to redefine how they operate and engage with those they serve. For additional information on Hyland's platform and services, please visit Hyland.com.

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