As the Sales Development Leader at Darwin AI, you will be responsible for building, leading, and scaling our Sales Development Representative (SDR) function to drive consistent pipeline growth and revenue opportunities. You will lead a high-performing team that blends outbound prospecting and inbound lead qualification, ensuring they have the tools, training, and motivation to exceed targets. Your role will be both strategic and hands-on — setting the vision for SDR excellence while coaching your team daily to achieve their goals.

You will partner closely with the Sales, Marketing and Operations teams to refine our go-to-market strategy, optimize lead generation processes, and ensure seamless pipeline handoffs to Account Executives. This is a high-impact leadership role for a driven, metrics-focused professional with a passion for developing talent and delivering results in a fast-paced SaaS environment.

Key Responsabilities

• Define and implement SDR workflows and performance metrics to drive efficiency and growth.
• Set clear KPIs (e.g., meetings booked, pipeline value created, conversion rates) and report weekly and monthly.
• Collaborate with Sales Leadership to align outbound and inbound strategies, ensuring the highest quality of leads.
• Oversee the creation and optimization of multi-channel outreach sequences (phone, email, LinkedIn, events).
• Manage a SDR team, plan according to its capacity and maximize the lead coverage.
• Act as the primary liaison between the SDR team and the KAE, Marketing and/or Operations teams to ensure alignment and feedback loops on lead quality and conversion outcomes.

Requirements

• 5+ years in sales/business development, with 2+ years in a leadership role in a SaaS/tech environment.
• Proven success in building and leading SDR teams, with expertise in outbound prospecting and inbound lead qualification.
• Proficient in CRM (HubSpot, Salesforce) and sales tools.
• Data-driven with strong analytical and communication skills.
• Bilingual (Portuguese and Spanish) preferred.
• Resilient, adaptable, and passionate about technology and SaaS sales.

Benefits

·       Language Classes: Access to language classes (English, Portuguese, Spanish) to enhance communication skills.

·       OpenAI Premium License: Complimentary access to an OpenAI premium license for personal or professional use.

·       Paid Time Off: Enjoy 25 days/year of paid vacations and holidays to recharge and maintain a healthy work-life balance.

·       Soft Hybrid Work: We meet once per week in our Co Work offices, the rest of the time you can work remotely from wherever you like!