Director, Sales Development

About MasterControl:

MasterControl Inc. is a leading provider of cloud-based quality and compliance software for life sciences and other regulated industries. Our mission is the same as that of our customers to bring life-changing products to more people sooner. The MasterControl Platform helps organizations digitize, automate and connect quality and compliance processes across the regulated product development life cycle. Over 1,000 companies worldwide rely on MasterControl solutions to achieve new levels of operational excellence across product development, clinical trials, regulatory affairs, quality management, supply chain, manufacturing and postmarket surveillance. For more information, visit www.mastercontrol.com.

SUMMARY:

The Director of Sales Development will architect and execute a world-class sales development strategy that aligns with MasterControl’s aggressive growth objectives. This executive will lead a global team of SDRs and ADRs, optimizing the conversion of marketing-generated leads into qualified sales opportunities and outbound account development.  

RESPONSIBILITIES:

Leadership:

• Develop and implement a comprehensive sales development strategy that maximizes the efficiency of our demand generation efforts. 
• Collaborate with sales executives to align sales development initiatives with overarching sales goals 
• Drive innovation in lead qualification and opportunity creation processes
• Build and lead a high-performing, globally distributed team of SDRs 
• Implement best-in-class training and development programs to cultivate top talent 
• Design and execute performance management systems that drive accountability and results 

ANALYTICS AND OPTIMIZATION: 

• Leverage advanced analytics to continuously refine lead-scoring models and qualification criteria 
• Develop and monitor key performance indicators (KPIs) to measure team effectiveness and ROI 
• Utilize data-driven insights to optimize SDR productivity and lead conversion rates 

CROSS-FUNCTIONAL COLLABORATION: 

• Partner with Marketing to ensure seamless alignment between demand generation and sales development efforts 
• Work closely with Sales leadership to optimize the handoff of qualified opportunities 
• Engage with Product and Customer Success teams to maintain a deep understanding of our value proposition and customer needs 

QUALIFICATIONS:

• 10+ years of progressive experience in sales development or related fields, with at least 5 years in senior leadership roles 
• Proven track record of scaling global SDR teams and significantly improving lead-to-opportunity conversion rates 
• Exceptional analytical skills with a data-driven approach to decision-making 
• Demonstrated ability to develop and implement innovative sales development strategies 
• Strong understanding of CRM systems, sales automation tools, and marketing technology stacks (SFDC, ShowPad, SalesLoft) 
• Outstanding communication and interpersonal skills, with the ability to influence at all levels of the organization 
• Global mindset with experience managing diverse, geographically dispersed teams 
• Proven ability to meet and exceed performance targets (Pipeline Create and Closed Won) 
• Proven track record of talent performance management (i.e. Proven ability to develop talent to AEs and AMs) 
• Comp plan design expertise 
• Proven experience with inbound and outbound execution including Account-Based Marketing (ABM) 

THIS POSITION IS LOCATED IN SALT LAKE CITY, UT. 

PHYSICAL DEMANDS AND WORKING CONDITIONS:

• Ability to operate a computer and work at a desk for extended periods of time
• Ability to communicate effectively in writing, in person, over the telephone and in e-mail
• Ability to work occasional overtime and travel, depending on the organization's needs

Why Work Here?

#WhyWorkAnywhereElse?

MasterControl is a place where Exceptional Teams come together to do their best work. In fact, hiring Exceptional Teams is a core value of ours. MasterControl employees are surrounded by intelligent, motivated, and collaborative individuals. We like to call it #TheBestTeamOnThePlanet.

We work hard to develop and challenge our employees' skillsets, recognize their contributions, encourage professional development, and offer a one-of-a-kind culture. This is why we say #WhyWorkAnywhereElse?

MasterControl could be your next (and last) career move!

Here are some of the benefits MasterControl employees enjoy:

• Competitive compensation
• 100% medical premium coverage (yes, you read that right!)
• 401(k) plan with company match
• Generous PTO packages that increase with tenure
• Schedule flexibility
• Fitness clubs (you get paid to have fun and be active!)
• Company parties and employee recognition programs
• Wellness programs (free Fitbit, gym membership and athletic shoe reimbursements, etc.)
• Onsite physician and massage therapist
• Innovation center and gaming rooms at the office
• Dental/vision plans
• Employer paid life insurance policy
• Much, much more!

MasterControl is an Equal Opportunity Employer. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact MCTalent@MasterControl.com or call (801) 942-4000 and ask to speak with a member of Human Resources.
Equal Opportunity Employer, including disability and protected veteran status.