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Director, Sales Development

Ushur, Inc.

Job Overview

Location

Indiana, USA

Job Type

Full-time

Full Job Description

📋 Description

• Own and scale a global Sales Development organization that sits at the front line of Ushur’s explosive growth in Customer Experience Automation for regulated industries. You will architect the strategy, process, tooling, and culture that turns high-intent inbound and targeted outbound motions into a predictable revenue engine for our healthcare, insurance, and financial-services verticals.
• Lead, mentor, and grow a distributed team of 20+ SDRs and 4 front-line managers across North America, EMEA, and APAC, ensuring every rep has a crystal-clear path to quota attainment and long-term career progression. You will institute rigorous hiring standards, craft individualized coaching plans, and build a leadership bench that can double in size over the next 24 months without diluting quality or culture.
• Design and continuously optimize a multi-channel prospecting playbook that blends AI-driven intent data, vertical-specific messaging, and compliance-ready content to book qualified meetings for Enterprise and Strategic Account Executives. Expect to run weekly pipeline councils, A/B test sequences across email, phone, LinkedIn, and SMS, and partner with Revenue Operations to instrument every touchpoint in Salesforce, Outreach, and 6sense.
• Partner tightly with Marketing, Product, and Field Sales to translate vertical AI use cases—claims automation, prior authorization, KYC, digital onboarding—into crisp ICP definitions, persona-based value propositions, and objection-handling frameworks. You will sit on the GTM Leadership Team and influence pricing, packaging, and campaign strategy based on frontline market feedback.
• Institute data-driven forecasting and capacity planning that allows the business to predict pipeline coverage 2–3 quarters in advance. You will own top-of-funnel KPIs—MQL-to-SQL conversion, SAL creation, pipeline sourced, win-rate uplift—and present findings to the Board and CEO during quarterly business reviews.
• Champion a culture of experimentation and continuous improvement by launching SDR-led micro-products such as vertical-specific webinars, compliance checklists, and ROI calculators that create new engagement channels and shorten sales cycles. You will allocate 10% of team capacity to moon-shot experiments and share best practices across the organization.
• Ensure every motion adheres to the stringent regulatory requirements of HIPAA, SOC 2, GDPR, and state-level privacy statutes. You will work with Legal and Security to build guardrails that keep messaging compliant while still feeling human and persuasive.
• Collaborate with Customer Success to create a closed-loop feedback system that surfaces expansion triggers, churn risk signals, and upsell narratives back to the SDR team, turning customer advocacy into net-new pipeline.
• Serve as an external evangelist for Ushur’s vision of AI-powered Customer Experience Automation by speaking at industry conferences, hosting virtual roundtables, and contributing thought-leadership content that elevates both your personal brand and the company’s market presence.
• Build and maintain a compensation philosophy that rewards both individual excellence and team collaboration, balancing base, variable, and equity components to attract top-tier talent in a competitive market while remaining aligned with company-wide profitability goals.

🎯 Requirements

• 8+ years of progressive SaaS sales leadership experience, including at least 3 years directly managing a Sales Development organization of 15+ reps in a high-growth B2B environment
• Demonstrated track record of sourcing $50M+ in net-new ARR through outbound and inbound SDR motions within regulated verticals such as healthcare, insurance, or financial services
• Mastery of modern prospecting tech stack: Salesforce, Outreach, Salesloft, 6sense, Gong, LinkedIn Sales Navigator, and intent data platforms; ability to translate data into actionable coaching insights
• Deep fluency in compliance frameworks—HIPAA, SOC 2, GDPR—and proven ability to design messaging and processes that remain persuasive within strict regulatory guardrails
• Bachelor’s degree in Business, Marketing, or related field; MBA or equivalent strategic experience preferred

🏖️ Benefits

• 100% remote-first culture with quarterly in-person summits in rotating global locations
• Competitive base salary + uncapped variable + equity in a fast-growing Series C company
• Platinum-level medical, dental, and vision coverage for employees and dependents, plus HSA/FSA options
• Annual $2,000 professional development stipend and paid attendance at industry conferences

Skills & Technologies

Remote

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Ushur, Inc.

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About Ushur, Inc.

Ushur provides AI-driven customer experience automation for enterprises, using natural-language processing, machine learning, and secure cloud microservices. The platform automates digital interactions across email, SMS, web, voice, and social channels, enabling self-service journeys for claims, onboarding, policy servicing, and support. Pre-trained bots and no-code workflow tools integrate via APIs with CRM, core systems, and document repositories, ensuring compliance, analytics, and omnichannel orchestration. Customers span insurance, healthcare, and financial services seeking to cut call-center volume, reduce turnaround times, and improve satisfaction without heavy IT lift.

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