Global Head of Sales Development

Confluent is pioneering a fundamentally new category of data infrastructure focused on data in motion. Have you ever found a new favorite series on Netflix, picked up groceries curbside at Walmart, or paid for something using Square? That's the power of data in motion in action-giving organizations instant access to the massive amounts of data that is constantly flowing throughout their business. At Confluent, we're building the foundational platform for this new paradigm of data infrastructure. Our cloud-native offering is designed to be the intelligent connective tissue enabling real-time data, from multiple sources, to constantly stream across the organization. With Confluent, organizations can create a central nervous system to innovate and win in a digital-first world.

We're looking for self-motivated team members who crave a challenge and feel energized to roll up their sleeves and help realize Confluent's enormous potential. Chart your own path and take healthy risks as we solve big problems together. We value having diverse teams and want you to grow as we grow-whether you're just starting out in your career or managing a large team, you'll be amazed at the magnitude of your impact.

About the Role

Strong candidates for the Head of Global Sales Development position will be strategically-minded leaders who have a track record of building and leading high-performing SDR teams. This is a highly visible role within Confluent, and candidates should expect to present to senior sales leadership and eStaff on a regular basis.

With teams based in the US, UK, Spain, Singapore, and Australia, the Sales Development team includes roles focused on one or more of the following prospecting motions: (a) inbound, including inbound response and MQL qualification for hand-off to sales; (b) outbound, including written and phone-based outreach campaigns into targeted accounts, often within the framework of a broader campaign; and (c) early stage cloud adoption, which includes onboarding, enabling, and driving growth with cloud self-service customers.

Success in the role requires projecting confidence earned through experience, gaining trust, partnering with internal stakeholders, and persuading decision-makers. Excellent interpersonal and communication skills (both written and oral) are a must. Candidates should also be data-driven and operationally-minded as optimizing SDR efficiency and productivity will be critical to sustainability and driving scale. Finally, this role requires creativity and innovation. SDRs are at the "tip of the spear" in Confluent's evolving Customer Growth GTM strategy, and we encourage experimentation with role design and deployment strategies to support our strategic Go To Market objectives.

This position reports to the Senior Vice President of Go-to-Market Strategy and Operations. We are open to remote-based candidates across the United States.

What You'll Do:

• Lead the Sales Development organization globally, including Inbound, Outbound, and Hybrid teams as well as Cloud SDRs (cSDRs)
• Partner with sales leadership to align on deployment strategies across geographies and segments
• Build and formalize career paths for SDRs, creating a world-class sales training program within the company
• Quantify and improve inbound and outbound efficiency at every stage of the funnel, leading conversion rate analysis and optimization
• Establish daily, weekly, monthly and quarterly targets and KPIs
• Collaborate with marketing partners to establish a content supply chain for SDR efforts
• Team with Enablement Partners to establish enablement programs supporting SDR performance and career growth
• Implement incentive structure across the org that includes compensation planning and capacity modeling
• Partner with operations functions to implement key productivity tools for the team

What We're Looking For:

• 7+ years of go-to-market experience (Sales, Marketing, Sales Ops, Sales Strategy)
• 2+ years of second-line management experience (specifically managing managers)
• Proven ability to build organizational structure, drive headcount optimization, and align closely with sales leaders
• An analytical and data-driven approach to execution, with a discipline to measure and optimize KPIs wherever possible
• Strategic mindset, with the ability to operate at both a big picture and detailed/nuanced altitudes
• Strong interpersonal and communication skills
• Expertise in SFDC is required. Tableau competence is highly preferred
• Ability to thrive in a fast-paced, high-growth sales environment

Come As You Are

At Confluent, equality is a core tenet of our culture. We are committed to building an inclusive global team that represents a variety of backgrounds, perspectives, beliefs, and experiences. The more diverse we are, the richer our community and the broader our impact. Employment decisions are made on the basis of job-related criteria without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other classification protected by applicable law.

Confluent requires all employees (in office and remote) in the U.S. to be vaccinated for COVID-19. Consistent with federal, state, and local requirements, Confluent will consider requests for reasonable accommodation based on medical conditions/contraindications or sincerely-held religious beliefs where it is able to do so without undue hardship to the company.

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