Director of Sales Development

Job Description

The Director, Sales Development is a high-impact leadership role responsible for owning the entire sales development function at FMX. You will drive pipeline growth and set the strategy for how our SDR teams engage and qualify prospects. Reporting to the Senior VP of Sales, you will lead all top-of-funnel sales resources by directly managing the SDR Managers.

This role acts as the primary point of contact with Marketing, Sales, and Business Operations to ensure a seamless process. It requires a blend of strategic thinking, sales process knowledge, and team development to ensure the SDR teams are targeting the right accounts, using the right messaging, and converting high-quality opportunities for the Account Executive team in the K-12, Higher Education, and State/Local Government sectors.

Responsibilities:

• Lead and manage the entire Sales Development function at FMX, overseeing two SDR teams through their respective managers
• Set and refine the overall SDR strategy, including segmentation, messaging, KPIs, compensation planning, and alignment with GTM priorities
• Partner closely with the Senior VP of Sales to ensure SDR goals and performance support revenue targets
• Drive the strategy for outbound and inbound pipeline creation, including territory assignments, outreach cadences, and conversion benchmarks
• Hire, train, coach, and retain top SDR leadership talent, while fostering a high-performance, results-driven culture
• Ensure SDR Managers have the resources, structure, and support they need to lead high-performing teams
• Collaborate with Marketing and BizOps on lead quality, funnel metrics, and campaign performance
• Work cross-functionally to continuously optimize how leads are generated, handed off, and converted across the customer journey
• Own forecasting and reporting of SDR-sourced pipeline performance by segment and rep
• Introduce and maintain scalable processes and tools (e.g., Salesforce, Salesloft, Gong) to maximize SDR productivity and visibility
• Foster a culture of coaching, development, accountability, and collaboration across all SDR teams
• Track key metrics such as call/email activity, qualification rate, conversion to opportunities, and pipeline velocity
• Identify new strategies for talent development and upward mobility from SDR into other revenue roles
• Support strategic initiatives such as industry-focused campaigns, ABM, and vertical-specific outreach tactics

Requirements

Preferred Experience & Qualities:
What are we looking for in this role?:

• 5+ years of experience leading sales development or inside sales teams, preferably in a SaaS or tech environment
• 2+ years managing SDR managers or team leads, with a proven ability to lead through leaders
• Strong understanding of SDR pipeline metrics, sales funnels, lead qualification frameworks (e.g., MEDDPICC), and conversion optimization
• Deep experience working in partnership with Sales, Marketing, and RevOps to execute full-funnel strategies
• Track record of building and scaling SDR teams across multiple segments (e.g., verticals, inbound/outbound)
• Excellent coaching and mentoring skills, with a passion for developing future sales talent
• Proficiency with modern sales tools and systems, including Salesforce, Hubspot, Salesloft, Gong, or similar
• Strong communication, organizational, and leadership skills
• Experience building outbound and inbound strategies with a clear understanding of persona-based messaging
• Data-driven and analytical with a bias for process improvement and operational scale
• Comfortable working in a fast-paced, high-growth environment with shifting priorities
• Enthusiastic, collaborative, and highly motivated to contribute to team and company goals
• A match with our core pillars: Teamwork, Excellence, and Integrity 
  
  The Hiring Process for this Role:
• Apply! Submit your resume and answers to the application questions below via the Workable portal
• Phone screen with PeopleOps: A 30-minute conversation to review your background and experiences, discuss the culture at FMX, and ensure that you understand the general expectations for the role. Also, a great time for you to ask questions about compensation, benefits, etc.
• Hiring manager conversation: A 60-minute conversation with the Senior VP of Sales and the Chief Revenue Officer. Be prepared to discuss your background as well as what you’re looking for in your next role and what direction you see your career path taking. Also, this is a great time for you to ask questions about the expectations for this role, team culture, etc.
• Final Interview: A 60-minute panel interview with a few teammates whom you’d be working with on a daily basis. 
• Offer & Onboarding: Candidates who receive an offer will be required to complete a background check prior to onboarding. New hires are also expected to work onsite at our Columbus, OH office during their first week to complete onboarding and connect with the team in person.

Benefits

FMX Benefits and Life at FMX:

• You’ll make a big impact: You’ll have significant influence over the direction of our product and the future of our company.
• Competitive benefits: 100% company-paid health, dental, and vision insurance.
• Work from home: At FMX we are remote first, but you’re welcome to use our office as you need. We have one all-company event each year to ensure that you can put a face to that name and establish high-trust relationships with your teammates and co-workers. When you’re in the office, you can take advantage of our free snacks, beverages, and office kegerator.
• Home office stipend: We’ll give you everything necessary to do your job (company-sponsored laptop, headset, etc.). We will also provide up to $500 to help with equipment, furniture, and accessories. You will also get $60/month toward your home internet connection.
• Generous PTO and UTO (unplanned time off) policies: If you’re sick, why should that cut into your vacation time?
• Flexible Schedule: We offer a flexible schedule to help you manage personal appointments, such as doctor or dentist visits, as long as you're meeting performance expectations and project timelines.
• You can wear jeans and tees: Feel free to keep it casual, we do.  
• You’ll enjoy a collaborative culture and a close-knit team: We're a team of hard-working, high-fiving, friendly folks. We take collaboration, transparency, continuous improvement, and work/life balance seriously. 

Compensation:

• This position offers a base salary and a Company Performance Bonus.
• 401(k) and medical / dental / vision / short and long term disability / life insurance

Company:

FMX is founded and headquartered in Columbus, Ohio, and develops a cloud-based, software-as-a-service facility maintenance and management product. FMX serves education, property management, manufacturing, and other markets and is one of the fastest-growing companies in its space. Check us out at: https://www.gofmx.com/

Note: All other company requirements are documented in the FMX Teammate Handbook. FMX is an equal-opportunity employer and a drug-free workplace.