AVP Sales Development

Job Description

The AVP Sales Development is responsible for defining and leading the vision strategy and execution of Hyland's global Sales Development organization in partnership with executive leadership ensuring alignment to pipeline revenue and go-to-market objectives. This role manages a global team of Sales Development leaders and professionals and is accountable for building a scalable high-performance pipeline generation engine that drives measurable business outcomes. The AVP operates as a strategic leader who integrates people process data technology and AI-enabled capabilities to accelerate buyer engagement opportunity creation and revenue growth.

Responsibilities

Define and execute the global Sales Development strategy aligned to pipeline generation revenue growth and market expansion priorities.

• Own SDR-sourced pipeline targets forecasting and performance management across regions industries and market segments.

• Lead and develop a global organization of SDR leaders and professionals building a high-performance culture focused on accountability coaching and career development.

• Establish consistent operating models performance expectations and scalable enablement programs across regions.

• Partner with Sales Demand Generation Product Marketing and Marketing Operations leaders to drive integrated pipeline creation and go-to-market execution.

• Align target account strategies service level agreements and pipeline management processes across cross-functional teams.

• Integrate SDR programs into demand generation campaigns including ABM digital events nurture and partner-led initiatives.

• Drive operational excellence through continuous improvement of processes systems analytics and technology supporting Sales Development.

• Leverage AI-enabled tools and automation to improve productivity outreach effectiveness and pipeline velocity.

• Collaborate with Revenue and Marketing Operations to ensure effective lead management routing and reporting standards.

• Establish and deliver executive-level reporting on pipeline contribution conversion rates productivity and revenue influence.

• Provide strategic influence to internal and external stakeholders; operate as a thought leader on sales development trends and best practices.

• Develop future leaders through coaching talent development succession planning and organizational design.

• Serve as an escalation point for complex or high-impact operational and performance issues.

• Contribute to and manage to approved budget ensuring effective allocation of resources to support growth priorities.

• Orchestrates the budgeting process including strategy allocation and reconciliation.

• Set vision and collaborate with senior management to define and ensure success of departmental strategy.

• Provide managerial direction and oversee all aspects of performance management for direct reports and teams; measure and hold all direct reports accountable for meeting defined goals and operational standards.

• Oversee and hold management accountable for all Human Resources-related managerial functions and responsibilities associated with hiring compensation management employment relations and termination of employees.

• Oversee the development of future leaders and assist in identifying leadership potential within the team that aligns with the people strategy.

• Act as a strategic influencer to internal and external peers industry groups and/or customers.

• Serve as the final escalation point for highest priority issues; provide direction and guidance to assist with resolution of issues.

Minimum Qualifications

• Bachelor's degree or equivalent experience.

• 10+ years of experience in B2B sales sales development demand generation or go-to-market leadership roles.

• 5+ years of experience leading managers and global or multi-region teams.

• Demonstrated experience scaling Sales Development or SDR organizations within enterprise software SaaS or technology environments.

• Strong expertise in pipeline management forecasting account-based strategies CRM platforms and analytics.

• Experience leveraging AI-enabled tools and automation in sales development or go-to-market functions.

• Proven ability to drive cross-functional alignment and execute complex enterprise-level initiatives.

• Exceptional leadership communication coaching and executive stakeholder management skills.