Hybrid Global Sales Development Lead presso The Washington Post

Job Description

Why This Role Matters

The Global SDR Leader plays a pivotal role in scaling our lead generation engine and supporting revenue growth across global markets. As both a strategic leader and hands-on contributor, you will build and manage a world-class Sales Development Representative (SDR) team that drives pipeline performance, fosters strong sales alignment, and advances our go-to-market strategy.

What Motivates You

• You are energized by building high-performing teams, launching scalable outbound programs, and collaborating cross-functionally to accelerate growth.

• You thrive in fast-paced environments, bring structure to ambiguity, and are motivated by developing people and delivering measurable business outcomes.

How You Support the Mission

• Develop and scale a high-performing global SDR team to generate qualified pipeline in support of sales and company revenue goals.

• Design and launch an outbound prospecting program that uses AI-powered, multi-channel outreach to engage ideal customer profiles and convert leads into opportunities.

• Drive team performance through clear metrics, ongoing coaching, gamification, and professional development programs that motivate and retain top talent.

• Lead and optimize inbound lead response processes to ensure timely follow-up, qualification, and conversion from marketing and partner channels.

• Partner cross-functionally with marketing, sales, partnerships, and revenue operations to ensure alignment on lead quality, campaign execution, and ABM strategies.

• Share insights and feedback across sales and marketing to refine ICPs, outreach strategies, and product positioning based on SDR engagement data.

• Ensure global consistency in SDR processes and lead handoff practices, enabling regional sales teams to convert high-quality opportunities efficiently.

Skills and Experience You Bring

• 6+ years of experience in B2B SaaS sales development, including at least 1 year in a leadership or player-coach role

• Demonstrated success building and managing SDR or BDR teams in a high-growth SaaS environment

• Expertise in outbound and inbound lead generation strategies, with a strong grasp of lead qualification methodologies

• Proficiency in sales tools such as Salesforce, HubSpot, Outreach, or SalesLoft, and familiarity with AI-enabled sales platforms

• Strong leadership and coaching skills, with the ability to inspire and develop diverse, distributed teams

• Analytical and data-driven approach to decision-making, with experience in reporting, forecasting, and process optimization

• Excellent communication and collaboration skills, with a track record of cross-functional success

• Experience supporting global sales organizations is preferred

Success Metrics

• SDR team quota attainment and contribution to pipeline

• Engagement and conversion rates from outbound campaigns

• Inbound lead response times and qualification rates

• Team retention, development, and internal mobility

• Feedback from sales, marketing, and leadership on lead quality and collaboration

Arc XP’s mission is best served by a diverse, multi-generational workforce with varied life experiences and perspectives. All cultures and backgrounds are welcomed.