Director, Sales Development

MicroStrategy

  • Tysons Corner, VA
  • Permanent
  • Full-time
  • 9 hours ago
  • Apply easily
Company DescriptionStrategy (Nasdaq: MSTR) is at the forefront of transforming organizations into intelligent enterprises through data-driven innovation. We don't follow trends—we set them and drive change. As a market leader in enterprise analytics and mobility software, we've pioneered the BI and analytics space, empowering people to make better decisions and revolutionizing how businesses operate.But that's not all. Strategy is also leading a groundbreaking shift in how companies approach their treasury reserve strategy, boldly adopting Bitcoin as a key asset. This visionary move is reshaping the financial landscape and solidifying our position as a forward-thinking, innovative force in the market. Four years after adopting the Bitcoin Standard, Strategy's stock has outperformed every company in the S&P 500.Our people are the core of our success. At Strategy, you'll join a team of smart, creative minds working on dynamic projects with cutting-edge technologies. We thrive on curiosity, innovation, and a relentless pursuit of excellence.Our corporate values—bold, agile, engaged, impactful, and united—are the foundation of our culture. As we lead the charge into the new era of AI and financial innovation, we foster an environment where every employee's contributions are recognized and valued.Join us and be part of an organization that lives and breathes innovation every day. At Strategy, you're not just another employee; you're a crucial part of a mission to push the boundaries of analytics and redefine financial investment.Job DescriptionThe Role: We are seeking a results-driven and strategic Director of Sales Development to lead our North America Business Development team while playing a key matrixed role in supporting and aligning global BDR operations. This individual will be responsible for driving pipeline generation, optimizing outreach strategies, coaching high-performing teams, and aligning closely with Sales, Marketing, and Operations to support growth goals across regions.Key Responsibilities
  • Lead and manage the North America Business Development organization, including direct reports (BDRs and BDR Manager).
  • Provide matrixed support and leadership for international BDR teams to ensure alignment with global business development strategy.
  • Develop and deliver onboarding, training, and ongoing enablement through a Business Development Onboarding Program for BDRs and BDR Managers globally.
  • Partner with Sales leadership to implement strategies for identifying and penetrating new prospects and expanding into priority markets.
  • Collaborate with Marketing to analyze campaign effectiveness and continuously refine tactics based on pipeline outcomes and conversion data.
  • Regularly assess BDR performance using KPIs, pipeline contribution, and activity metrics; drive accountability and coaching through structured review processes.
  • Report on performance trends, opportunities, and risks to the executive team during weekly CXO and quarterly business reviews.
  • Influence tool and process improvements in partnership with Sales Operations, IT, and Business Operations Teams to improve productivity and reporting (e.g., Salesforce enhancements).
  • Represent the Business Development function at key events such as Sales Kickoffs, Bootcamps, and internal enablement sessions.
  • Partner with HR to develop and implement hiring practices, performance management processes, and retention strategies.
  • Travel occasionally across North America, Europe, and LATAM to deliver training, conduct performance reviews, and align regional strategies.
Qualifications
  • Bachelor’s degree required
  • 7+ years of experience in business development, sales, or pipeline generation, with at least 5+ years in a leadership role managing multi-layered or geographically distributed teams.
  • Demonstrated success in B2B software or enterprise technology environments.
  • Deep understanding of sales development operations, lead management best practices, and performance metrics.
  • Exceptional communication, coaching, and motivational skills.
  • Strong analytical and reporting capabilities; able to turn insights into action.
  • Experience with CRM systems (Salesforce preferred), sales engagement platforms (Salesloft preferred), and reporting tools.
  • Proven track record of building, scaling, and retaining high-performing teams.
  • Ability to travel as needed (minimal)
What You'll Bring
  • A growth mindset and passion for developing processes and people with fun, inclusivity, and engagement.
  • Ownership and strategic thinking with strong operational execution.
  • A collaborative approach and the ability to influence across functions and geographies.
  • Enthusiasm for working in a fast-paced, evolving global organization.
Additional InformationStrategy is an equal opportunity employer. All applicants will receive consideration for employment without regard to race, creed, color, religion, national origin, gender, sex, sexual orientation, gender identity, disability, veteran status, age, genetic information, or any other legally-protected basis.Strategy provides reasonable accommodation for qualified individuals with disabilities in the hiring process. If you have any difficulty using our online system and you need an accommodation due to a disability, you may contact us about your interest in employment at .Visit Strategy’s Careers page for additional information.

MicroStrategy