Job Description: Own pipeline generation targets and outcomes across all segments Set strategic direction on market segments, intent signals, and system optimization tradeoffs Run weekly performance reviews covering fit, persona alignment, cadences, and meeting efficacy Partner with the Global VP of Sales Development to design and launch organization-wide SDR initiatives Optimize inbound and intent systems, including chat strategy, lead routing, intent data, and automated cadences Equip regional and segment leaders with enablement content and lead scoring models Chair cross-functional governance to prioritize tests and eliminate low-ROI channels Oversee AI tool training and calibration for manager and rep needs Operationalize top SDR strategies into playbooks for Account Executives to self-source pipeline Align with Revenue Operations, Demand Generation, Product Marketing, Enablement, Sales, and Marketing Report to the VP, Global Sales Development Requirements: 15+ years leading Sales Development, Revenue Operations, or Pipeline Strategy in B2B SaaS or high-growth environments Deep fluency with intent platforms (e.g., 6sense), SDR engagement technology (e.g., Salesloft), conversational AI/chat tools, and CRM architecture (Salesforce) Track record of using data—including account tiering, persona fit, and engagement metrics—to make strategic pivots that grow pipeline output Exceptional communication skills and ability to align SDR, Sales Leadership, and Marketing around shared goals Eligible for remote work within the United States, in locations where Smartsheet has a legal entity Benefits: Employer subsidized medical/vision and dental coverage for full-time employees 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay) Monthly stipend to support your work and productivity Flexible Time Away Program, plus Sick Time Off Smartsheet-sponsored life insurance, short-term, and long-term disability plans 12 paid holidays per year Up to 24 weeks of Parental Leave Personal paid Volunteer Day Opportunities for professional growth and development including access to Udemy online courses Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account Teleworking options from any registered location in the U.S. (role specific) Market competitive incentive opportunity