About DroneDeploy
Build with certainty, operate with confidence. That’s why thousands of construction, oil and gas, and renewable energy companies use DroneDeploy on a daily basis. We help them automate reality capture using drones, robots, and 360 cameras – combining this data in one platform for AI-powered analysis. From aerial and ground views of construction progress to automated gauge readings and methane leak detection, DroneDeploy is shaping the future of reality capture.At DroneDeploy, we thrive in a remote-first culture, powered by innovation.
Growth is limitless, and employee contributions matter. With accolades as a Best Place to Work in the SF Bay Area and a spot on America’s Best Startups list, our team is dynamic, purpose-driven, and dedicated to delivering top-tier reality capture software. We cultivate an environment of opportunity. Our dynamic growth is fueled by the diverse range of ideas nurtured by our team. This is why our commitment to internal advancement is profound. A multitude of paths for professional and personal development are available, where flexible schedules, family-friendly benefits, and remote work options propel our team's journey.
Role Overview
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.
Work Environment
> Work Model:
This is an in-office position, requiring a full-time presence at our designated office location. We are building the team around a central office hub to foster collaboration, learning and team cohesion.
> Location:
We are primarily looking to hire in the San Francisco Bay Area, California - ability to commute to an office in the East Bay is important. However, we may also consider candidates based in Chicago, IL.
> 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.
> Work Travel:
This role may require up to 15% domestic travel for internal company events, training sessions, and cross-functional team meetings.
Responsibilities:
- 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.
Requirements:
- 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.
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.
How to Be Successful in This Role:
- 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.
#LI-RemoteEmployee Offerings & Benefits(Varies by location and position)These are just some of the benefits we offer—explore more when you join us!> Innovative Company Culture – Thrive in an environment that encourages creativity and collaboration.> Drone Pilot Certification – Get certified and develop unique skills with our support.> Flexible Work Options – Enjoy flexibility with both your schedule and work location.> Family Paid Leave – Supporting you and your family when it matters most.> Top-Tier Healthcare Benefits – Comprehensive health coverage designed to support your well-being.> Professional Development & Career Growth – Opportunities to advance and grow in your career.> Flexible Paid Time Off – Take the time you need to recharge and stay balanced.> Employee Referral Bonus – Help us grow the team and get rewarded for great referrals.----DroneDeploy is an equal opportunity employer.All DroneDeploy employees are responsible for assisting in protecting the company and customer data by following information security policies and procedures.Please refer to our Recruitment Privacy Noticefor information about privacy during the recruiting process.Apply for this job
