Head of Sales Development

📋 Description

• • AirGarage is revolutionizing the real estate industry by bringing parking management online, transforming fragmented systems into a unified, data-rich operating system. We handle all aspects of parking asset operations, including payments, dynamic pricing, enforcement, license plate recognition, and advanced analytics, delivering a seamless experience for drivers and significant revenue increases (20-50%+) for property owners. Our in-house technology stack enables us to provide real-time visibility and optimization, making us a trusted partner for leading real estate entities like Hines and Greystar, as well as tech giants such as Meta.
• • We leverage a wealth of data, including real-time occupancy, local event schedules, weather patterns, driver behavior, and competitor pricing, to infuse intelligence into real estate assets. By building proprietary technology encompassing cameras, sensors, and software, we generate a continuous stream of real-time data. This data fuels sophisticated models and algorithms that optimize property performance and grant owners unprecedented clarity and control.
• • The Head of Sales Development will play a pivotal role in scaling AirGarage’s revenue engine by leading and shaping pipeline generation strategies. This position is central to how we create, prioritize, and convert pipeline, working directly with the VP of Sales to guide the SDR team through second-line leadership. A key focus will be on designing the systems, data infrastructure, and processes that underpin our top-of-funnel operations.
• • This role requires a strategic thinker who excels at building and refining systems, not just managing existing ones. While leading and scaling the SDR organization is a core responsibility, the broader mandate involves constructing the engine that drives pipeline creation at AirGarage. We seek an individual eager to evolve our approach to account targeting, SDR execution, and the integration of data, technology, and emerging AI tools to enhance funnel efficiency.
• • The Head of Sales Development will be instrumental in transforming a strong SDR team into a world-class pipeline generation engine, significantly impacting AirGarage's growth trajectory. This leadership position offers a unique opportunity to architect and optimize the critical top-of-funnel processes that fuel our sales success.
• • Key responsibilities include leading and scaling the Sales Development organization through second-line leadership, managing and developing SDR Team Leads and SDR Managers, and building a scalable team structure to accommodate growth from approximately 11 to 16 SDRs. This involves establishing a clear operating cadence, setting performance expectations, fostering accountability, and driving improvements in meeting quality, SDR productivity, and the overall effectiveness of SDR-sourced pipeline.
• • A significant aspect of the role involves architecting AirGarage’s pipeline generation strategy. This includes evolving inbound and outbound playbooks, defining collaborative frameworks between SDRs and Account Executives (AEs) across different territories and account ownership models, and identifying and implementing strategies to increase funnel throughput and improve conversion rates from lead to meeting to opportunity.
• • The Head of Sales Development will partner closely with Revenue Operations to identify and implement tooling, automation, and emerging AI capabilities that enhance SDR team effectiveness. This includes contributing to initiatives such as AI-assisted prospecting and personalization, optimizing sequencing and outreach strategies, automating research and account insights, and improving the prioritization of high-value leads and accounts.
• • Collaboration with Sales Operations and the Research function is crucial for refining how we identify and prioritize target accounts. This involves contributing to market mapping, understanding Total Addressable Market (TAM) insights, enhancing account enrichment and data quality, identifying high-potential properties and ownership groups, and ensuring SDR focus remains on the most valuable opportunities.
• • Furthermore, this role requires serving as a key partner to the Marketing organization, establishing robust feedback loops to optimize demand generation efforts. This includes collaborating on lead quality and conversion performance, evaluating campaign effectiveness, refining target segments and messaging, and ensuring overall funnel health and pipeline creation. The SDR team’s success is directly tied to effectively converting marketing-generated demand into qualified pipeline.
• • Over time, this role will be pivotal in shaping a more scalable, data-driven revenue development engine that harmonizes strong people leadership with optimized systems, data utilization, and streamlined processes. The ideal candidate possesses a deep understanding of modern sales technology and a proactive approach to leveraging emerging AI tools to drive efficiency and effectiveness in pipeline generation.