Censys’ mission is to be the one place to understand everything on the internet. Frustrated by the lack of trustworthy Internet intelligence, we set out to create the industry’s most comprehensive, accurate, and up-to-date map of the Internet. Today, Censys delivers real-time Internet intelligence and actionable threat insights to global governments, over 50% of the Fortune 500, and leading threat intelligence providers worldwide.
As Director of Sales Development, you are the business owner of Censys’ top-of-funnel pipeline. You will set the strategy, lead execution, and ensure alignment across Sales, Marketing, and Revenue Operations to deliver predictable growth. This role requires a proven leader who can balance people leadership with operational rigor, tooling innovation, and executive-level reporting. You’ll build, coach, develop and scale a high-performing SDR organization designed for scale in an AI-driven world.
What You’ll Do- Report directly to the Chief Revenue Officer (CRO) and serve as the primary point of contact for all SDR performance updates, forecasts, and strategic initiatives
- Drive global pipeline strategy, generation, and quality to support ARR goals
- Recruit, develop, and lead a high-performing SDR team with clear career paths and comp plans that motivate
- Own SDR tools, workflows, and playbooks to maximize efficiency and predictability
- Advance how SDRs leverage AI in prospecting, pipeline creation, and reporting
- Partner with Revenue Operations to develop pipeline KPI’s and insights on SDR performance and pipeline trends
- Design and manage SDR compensation models, productivity benchmarks, and hiring plans
- As a Marketing customer, work to drive campaign strategy and to execute on campaigns
- Partner with Sales to optimize demand campaigns and conversions
- Continuously refine outbound and inbound motions, ensuring the SDR function is a growth engine for the business.
- 5+ years managing high performing sales development teams in B2B SaaS environment
- Proven success leading global SDR organizations
- Experience designing and executing outbound motions and pipeline strategies
- Strong reporting, forecasting, and executive communication skills
- Passion for developing people, building culture, and aligning teams to business outcomes
This position is located remotely with no expectation to come into an office regularly. For high cost of living areas, the on-target earnings salary range for this position is 220,000 to $274,000. For all other locations, the on-target earnings salary range for this position is $184,000 to $230,000
Censys is proud to be an equal opportunity employer.
Note for external agencies: we are not open to partnering with external recruiters or agencies for this role at this time.
Top Skills
Similar Jobs
What you need to know about the Colorado Tech Scene
Key Facts About Colorado Tech
- Number of Tech Workers: 260,000; 8.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Lockheed Martin, Century Link, Comcast, BAE Systems, Level 3
- Key Industries: Software, artificial intelligence, aerospace, e-commerce, fintech, healthtech
- Funding Landscape: $4.9 billion in VC funding in 2024 (Pitchbook)
- Notable Investors: Access Venture Partners, Ridgeline Ventures, Techstars, Blackhorn Ventures
- Research Centers and Universities: Colorado School of Mines, University of Colorado Boulder, University of Denver, Colorado State University, Mesa Laboratory, Space Science Institute, National Center for Atmospheric Research, National Renewable Energy Laboratory, Gottlieb Institute
