Director, Sales Development

LinkedIn is the world's largest professional network, built to create economic opportunity for every member of the global workforce. Our products help people make powerful connections, discover exciting opportunities, build necessary skills, and gain valuable insights every day. We're also committed to providing transformational opportunities for our own employees by investing in their growth. We aspire to create a culture that's built on trust, care, inclusion, and fun – where everyone can succeed. Join us to transform the way the world works. **Job Description** At LinkedIn, our approach to flexible work is centered on trust and optimized for culture, connection, clarity, and the evolving needs of our business. The work location of this role is hybrid, meaning it will be performed both from home and from a LinkedIn office on select days, as determined by the business needs of the team. This role will be based in Chicago or New York. The Director, North America Sales Development is a quota\-carrying leadership role responsible for driving pipeline generation and bookings impact across the North America market. This leader will own the performance, scale, and operating effectiveness of a large, distributed Sales Development organization spanning inbound and outbound. This role requires a business leader who can deliver consistent execution while driving step\-change improvements in productivity, pipeline quality, and conversion efficiency. The Director will define and operationalize scalable coverage models, outreach strategies, and lead management frameworks that increase speed\-to\-engagement and improve top\-of\-funnel performance. A critical component of the role is leveraging AI and automation to improve operating leverage, enhance prospect engagement, and enable teams to focus on the highest\-value activities. The Director will be accountable for identifying, piloting, and scaling capabilities that deliver measurable gains in productivity, pipeline generation, and customer outcomes. This leader will partner closely with Marketing, Sales, Strategic Finance, Enablement, and Sales Operations, while building and developing a strong multi\-layer leadership organization. Key Responsibilities * Own North America Sales Development quota attainment, pipeline generation targets, and forecast accuracy * Define and execute pipeline generation strategies that improve prospect engagement rates, conversion efficiency, and handoff effectiveness to AEs * Increase productivity and pipeline impact through optimized coverage models, targeting strategies, and outreach effectiveness * Design and continuously improve scalable inbound and outbound operating models, including lead management, qualification standards, and routing frameworks * Improve pipeline velocity and win\-rate contribution by strengthening execution discipline across qualification, prioritization, and handoff processes * Own outbound productivity benchmarks, capacity models, and performance standards across the North America organization * Lead structured experimentation initiatives to evolve Sales Development operating models, with clear hypotheses, success metrics, and scale criteria * Identify, pilot, and scale AI\-enabled tools and workflows that deliver measurable improvements in productivity, pipeline quality, and rep effectiveness * Lead and develop a multi\-layer Sales Development leadership organization, ensuring strong execution discipline, leadership effectiveness, and executive visibility into performance, risks, and growth opportunities across North America **Qualifications** **Basic Qualifications** * 8\+ years in sales leadership or sales operations leadership, with experience in Sales Development or a related GTM function * 3\+ years leading Managers * Demonstrated experience driving AI adoption or transformation within a sales or GTM organization * Experience launching or scaling new GTM motions * Track record of building efficient, high\-performing teams in ambiguous, build\-mode environments **Preferred Qualifications** * Experience leading large, distributed Sales Development or inside sales organizations * Familiarity with AI\-powered sales tools, automation platforms, and modern SD tech stacks * Strong cross\-functional partnership experience with Sales, Marketing, Strategic Finance, and Product * Demonstrated ability to design and scale experimentation programs that translate into repeatable operating models **Suggested Skills** * Cross\-Functional Leadership * Exceptional Communication * Strategic Thought Partnership * People Leadership * Data Driven Decision Making LinkedIn is committed to fair and equitable compensation practices. The pay range for this role is $232,000 to $354,000\. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to skill set, depth of experience, certifications, and specific work location. This may be different in other locations due to differences in the cost of labor. The total compensation package for this position may also include annual performance bonus, stock, benefits and/or other applicable incentive compensation plans. For more information, visit https://careers.linkedin.com/benefits. **Additional Information** **Equal Opportunity Statement** We seek candidates with a wide range of perspectives and backgrounds and we are proud to be an equal opportunity employer. LinkedIn considers qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, marital status, pregnancy, sex, gender expression or identity, sexual orientation, citizenship, or any other legally protected class. LinkedIn is committed to offering an inclusive and accessible experience for all job seekers, including individuals with disabilities. Our goal is to foster an inclusive and accessible workplace where everyone has the opportunity to be successful. If you need a reasonable accommodation to search for a job opening, apply for a position, or participate in the interview process, connect with us at accommodations@linkedin.com and describe the specific accommodation requested for a disability\-related limitation. Reasonable accommodations are modifications or adjustments to the application or hiring process that would enable you to fully participate in that process. Examples of reasonable accommodations include but are not limited to: * Documents in alternate formats or read aloud to you * Having interviews in an accessible location * Being accompanied by a service dog * Having a sign language interpreter present for the interview A request for an accommodation will be responded to within three business days. However, non\-disability related requests, such as following up on an application, will not receive a response. LinkedIn will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by LinkedIn, or (c) consistent with LinkedIn's legal duty to furnish information. **San Francisco Fair Chance Ordinance ​** Pursuant to the San Francisco Fair Chance Ordinance, LinkedIn will consider for employment qualified applicants with arrest and conviction records. **Pay Transparency Policy Statement ​** As a federal contractor, LinkedIn follows the Pay Transparency and non\-discrimination provisions described at this link: https://lnkd.in/paytransparency. **Global Data Privacy Notice for Job Candidates ​** Please follow this link to access the document that provides transparency around the way in which LinkedIn handles personal data of employees and job applicants: https://legal.linkedin.com/candidate\-portal.