Head of Revenue Development

📋 Description

• • We are Scale Army Careers, an international staffing agency specializing in connecting high-growth companies with top-tier marketing, sales, and engineering talent. We are experiencing unprecedented demand and are seeking a dynamic and results-oriented Head of Revenue Development to lead and optimize the critical top-of-funnel sales teams. This is an internal, full-time position where you will directly impact our company's growth by ensuring our sales development representatives (BDRs and SDRs) and account executives (AEs) consistently exceed their targets.
• • As the Head of Revenue Development, your primary responsibility will be to lead, coach, and meticulously optimize the performance of three distinct teams: Business Development Representatives (BDRs), Sales Development Representatives (SDRs), and Account Executives (AEs). Your success will be directly measured by the collective output of these teams, meaning when they hit their targets, you hit yours. You will be instrumental in building robust systems, enforcing high standards, and ensuring our BDRs, SDRs, and AEs achieve and surpass their quotas.
• • You will manage three dedicated teams, each comprising two high-performing individuals:
• • Two BDRs: Responsible for driving volume and conversion through cold calling and outbound prospecting efforts. Your focus here will be on managing call scripts, optimizing answer rates, and providing expert training on objection handling. You will hold the BDR team accountable for consistent call blocks, effective dialer usage, and achieving weekly conversion goals. Crucial to this role is the ability to analyze key metrics such as answer rates and time-per-call, and to continuously refine team talk tracks for maximum impact.
• • Two SDRs: Tasked with qualifying incoming leads and expertly booking qualified meetings for the AEs. You will ensure SDRs are qualifying leads efficiently and handing them off seamlessly. This involves optimizing response times, refining script quality, and implementing effective lead prioritization strategies. Your role will include live coaching on calls and written outreach, and diligently tracking critical metrics like show-up rates, no-show rates, and speed-to-first-touch to identify areas for improvement.
• • Two AEs: Responsible for closing deals generated by the SDRs. You will coach AEs on advanced closing techniques, including objection handling, rigorous qualification, and professional follow-up strategies. A significant part of your role will be building scalable closing frameworks, developing replicable talk tracks, creating compelling proposal templates, and instilling a sense of urgency. You will also be responsible for accurate pipeline forecasting, tracking close rates, and driving for higher win rates. Conducting thorough post-call reviews will be essential to identify opportunities for faster or more effective closing.
• • This role is ideal for a leader who thrives on coaching teams, proactively identifying and closing process gaps, and is willing to dive into the operational details when necessary. You will work alongside a sharp, high-energy team that values speed, maintains a high bar for performance, and expects the same level of commitment from its leaders.
• • You will own the front lines of our revenue engine, enjoying the autonomy to make high-leverage decisions, push individuals to achieve their best, and scale a sophisticated sales machine that drives significant company growth. If you are a performance-driven, results-oriented leader who excels in fast-paced environments and is eager to advance your career, this is an exceptional opportunity.
• • The ideal candidate possesses a proven track record in managing outbound cold call teams that consistently meet and exceed daily dial KPIs. You should have experience building or optimizing sales scripts that demonstrably improve conversion rates and be proficient with dialer tools such as Orum, Aircall, or similar, with the ability to identify inefficiencies in call patterns.
• • Furthermore, you must have experience leading inbound and outbound qualification reps with a clear focus on achieving show-up rate goals. You should have a history of improving speed-to-lead metrics and implementing systems to minimize lead drop-off. Experience in implementing new workflows within HubSpot or a comparable CRM to enhance conversion rates is also essential.
• • For the Account Executive side, you must have personally closed deals (not solely managed closers) and have a strong ability to coach AEs on objection handling, urgency tactics, and effective discovery calls. Accurate forecasting of pipeline revenue and consistently hitting aggressive closing quotas as a team are critical competencies.
• • Top performers in this role are individuals who hold their teams accountable without hesitation, cultivate high-performance cultures where team members either elevate their performance or are moved on, and obsess over data to provide real-time coaching. They view meetings, hiring, one-on-one sessions, and call reviews as core work, not distractions, and maintain a clear mental ranking of their team's performance on a weekly basis. A preference for quick communication is also a valued trait.
• • This role is open to candidates based in LATAM, Africa, and Eastern Europe. It is crucial to note that as this role supports U.S.-based clients, candidates must be available to work during U.S. business hours, aligned with the client's time zones. We have a wealth of demand and need your expertise to scale our sales operations effectively.