Director, Sales Development

About the Position

Director, Sales Development

• Locations: Redwood City, California, United States / Austin, Texas, United States / Chicago, Illinois, United States / New York City, New York, United States / San Francisco, California, United States
• Category: Sales

Why Box Needs You

Box is the market leader in Intelligent Content Management. We help organizations securely manage, collaborate on, and extract value from their most important content through the power of AI.

Our Sales Development organization is a critical part of Box’s growth strategy. The team creates new customer relationships, identifies meaningful business opportunities, and generates qualified pipeline across the sales segments it supports. As Director, Sales Development you will lead and develop a team of Sales Development Managers and their teams. You will help translate Box’s broader go-to-market priorities into focused execution, improve team productivity and effectiveness, and build a consistent, scalable pipeline-generation engine. You will also contribute to the continued transformation of Sales Development by combining strong sales fundamentals with modern operating practices, AI, automation, intent signals, experimentation, and data-driven prioritization.

Responsibilities

• Scale the Pipeline Engine: Lead, coach, and develop a high-performing, multi-level Sales Development team to accelerate qualified pipeline and opportunity creation. Recruit and retain exceptional managers and representatives while building a strong bench of future Box sales leaders.
• Operationalize GTM Alignment: Help implement and continually improve cross-functional processes that align Marketing, Sales, Operations, Enablement, and Analytics around unified pipeline goals. Align Sales Development resources with territory plans, account priorities, and the highest-value growth opportunities while establishing clear qualification standards, seamless handoffs, and shared accountability for conversion.
• Execute Best-in-Class Enablement: Help drive the execution and adoption of multi-level enablement programs grounded in Box’s objectives, business model, and sales methodology. Coach managers to translate these programs into consistent execution and ensure clear progression from onboarding through certification and continued career advancement.
• Drive Analytical Rigor and Governance: Own day-to-day operating performance within the team’s scope, including pipeline forecasting, operating rhythms, productivity metrics, conversion rates, capacity planning, and pipeline quality. Use data to diagnose performance, identify opportunities, allocate resources, and clearly communicate results, risks, insights, and recommendations to senior leadership.
• Advance Scalable Operations and Outbound Excellence: Contribute to the design, implementation, and continued enhancement of Sales Development frameworks, processes, technology, and integrations. Translate broader strategy into effective outbound execution across account prioritization, persona coverage, messaging, sequencing, multi-threaded prospecting, and coordinated go-to-market plays.
• Build a Disciplined Experimentation Engine: Establish repeatable processes for testing new audiences, buyer hypotheses, messages, channels, and prospecting motions. Quickly identify and scale what works, codify learnings into repeatable playbooks, and help develop industry- and use-case-specific programs grounded in customer pain points, relevant proof points, stakeholder needs, and Box’s value proposition.
• Cultivate Cohesive Leadership: Coach and develop Sales Development managers, help implement leadership development programs, and strengthen leadership practices that foster cohesion, development, and accountability. Build effective succession plans and maintain high performance across a hybrid working environment.
• Champion AI-First Innovation: Help operationalize an AI-first approach by integrating AI, agents, automation, intent data, and human judgment into research, prioritization, personalization, coaching, and daily decision-making. Partner with Revenue Operations to evaluate and scale modern GTM technology using clear success measures tied to productivity, pipeline quality, conversion, and cost effectiveness.
• Strengthen Cross-Functional Feedback Loops: Establish consistent mechanisms for translating frontline conversations, objections, competitive intelligence, and emerging use cases into improved messaging, programs, enablement, and business decisions.
• Foster Culture, Belonging, and Customer Focus: Promote and foster Box’s core values and culture of belonging, treating inclusion as a leadership practice while maintaining high accountability and engagement. Ensure the team delivers a high-quality prospect experience that reflects the Box brand and creates credible engagement with prospective customers.

Requirements

• Proven GTM Leadership:
  • 8+ years of progressive experience across B2B SaaS Sales and/or Sales Development/Lead Generation/Business Development
  • 4+ years of Sales Development leadership experience, including managing frontline managers or leading a multi-team organization
  • A strong track record of leading managers and multi-team Sales Development organizations within a B2B SaaS environment, with demonstrated success accelerating qualified opportunity creation and predictable pipeline generation.
• Strategic Program Operator: Experience building, operating, and scaling Sales Development programs across multiple customer segments and sales motions, while translating broader company and Sales Development priorities into clear operating plans, performance goals, and consistent execution.
• Outbound Program Builder: Demonstrated experience implementing, optimizing, and scaling modern outbound programs across account prioritization, persona coverage, messaging, sequencing, multi-threaded prospecting, and integrated go-to-market plays.
• Cross-Functional Collaborator: A proven ability to build productive partnerships and leading cross-functional initiatives across Marketing, Sales, Operations, Enablement, Product Marketing, and Analytics to improve targeting, handoffs, attribution, conversion, and overall pipeline performance.
• Talent Developer: Experience recruiting, retaining, developing, and mentoring managers and representatives while supporting onboarding, certification, succession planning, and continued career advancement.
• Data and Analytics Leader: Strong analytical expertise tied directly to business impact, organizational goals, pipeline forecasting, capacity planning, conversion performance, resource allocation, and operating discipline.
• Experimentation-Minded Operator: Experience building disciplined testing processes, evaluating results, scaling successful approaches, and converting learnings into repeatable programs and playbooks.
• Modern and Agile Thinker: A progressive thinker who challenges conventional methodologies, navigates ambiguity with resilience, introduces new approaches to solving complex GTM challenges, and stays current on industry trends, tools, and methodologies.
• AI-First Practitioner: A proactive, growth-minded leader with experience applying AI, automation, intent signals, sales engagement platforms, and CRM technology to improve research, prioritization, personalization, coaching, and seller productivity. Experience evaluating, implementing, and scaling modern Sales Development technology, including sales engagement, prospecting intelligence, intent and signal data, AI, automation, dialers, and CRM platforms. Relevant tools may include Outreach, LinkedIn Sales Navigator, ZoomInfo, UserGems, Clay, ChatGPT, Claude, Nooks, 6sense, and Salesforce.
• Culture and Accountability Leader: An excellent communicator who can inspire teams, influence senior stakeholders, and turn complex information into clear decisions. Passionate about fostering belonging and inclusion while maintaining high engagement and accountability in a hybrid/flex-work environment, with a minimum of three days per week in the office.

We Offer

• Competitive Salary: $253,000-$285,000 USD per year
• Equity and Benefits: Eligible for equity and comprehensive benefits
• Financial Benefits: Ownership through equity, stock plan participation, and performance-based pay
• Generous Time Off: Flexible time off, birthday holidays, VTO, and sabbatical after seven years
• Growth Opportunities: Annual Hackathon, learning programs, and clear career paths
• Evolving Workplace: Hybrid work model blending in-person and remote flexibility
• Healthcare: Global, inclusive benefits including mental health, wellbeing, and family support
• Family Support: Paid parental leave, fertility, and family-forming benefits
• Wellness: Fresh Air Days and monthly wellness subsidy for fitness
• Community: Employee-led resource groups, interest groups, global events, and paid volunteer time off

About the Company

Box is committed to fair and equitable compensation practices. We value diversity and are an equal opportunity employer. We strive to respect the dignity and independence of people with disabilities and are committed to giving them the same opportunity to succeed as all other employees. Inclusiveness is core to our culture at Box, and we strive to ensure you get the most from your interview experience.

Box makes reasonable accommodations for applicants with disabilities. If a reasonable accommodation is needed to participate in the job application or interview process, please complete this form. Reasonable accommodations may include scheduling adjustments, document dictation, and beyond.

Notice to applicants in Los Angeles: Box, Inc and its related branches will consider for employment, qualified applicants with criminal histories in a manner consistent with the Los Angeles Fair Chair Ordinance. The Fair Chance Ordinance is provided here.

Notice to applicants in San Francisco: Box, Inc and its related branches will consider for employment, qualified applicants with criminal histories in a manner consistent with the San Francisco Fair Chair Ordinance. The Fair Chance Ordinance is provided here.

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Box is committed to fair and equitable compensation practices. Actual base salary (or OTE if commissionable role) is dependent upon factors such as: knowledge, skill level, experience, and work location. This role is also eligible for equity and benefits. For more information, check out our benefits and perks.

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