About Pearl

Pearl is shaping the future of dentistry with a suite of AI solutions developed to establish higher standards of quality and care for patients worldwide. Since 2019, our team has engineered FDA-cleared computer vision capabilities for interpretation of 2D and 3D dental imagery — industry-leading capabilities which clinicians, practice owners, labs and insurers use to elevate the efficiency, accuracy and consistency of dental care around the world.

Who We're Looking For

We’re looking for a hands-on SDR Director to own and scale our Sales Development function. This leader will be responsible for building a high-performing SDR organization that consistently delivers qualified pipeline and completed demos to our sales teams.

You will own SDR strategy, hiring, coaching, performance management, and process optimization across inbound, outbound, and partner-sourced motions. This role is highly visible and cross-functional, working closely with Sales, Marketing, Partnerships, and Revenue Operations to hit aggressive growth targets.

What you'll Do

Own SDR strategy and results

• Define the vision, strategy, and operating model for the SDR organization.
• Own team targets for completed demos, qualified opportunities, and sourced pipeline.
• Build and iterate on segmentation (inbound, outbound, partner, strategic accounts).

Lead, hire, and develop the team

• Hire, onboard, and develop SDR Managers and SDRs.
• Run a high-accountability, high-support culture grounded in clear expectations and coaching.
• Implement career paths (SDR 1–3, SDR-to-AE path) and promotion frameworks in partnership with Sales leadership and People Ops.

Drive performance and productivity

• Establish and manage daily/weekly activity and performance KPIs (dials, sets, demos completed, conversion rates).
• Build and standardize call reviews, coaching rhythms, and performance improvement plans.
• Ensure consistent execution of sequences, talk tracks, and qualification frameworks.

Optimize process, tools, and reporting

• Own SDR workflows in our CRM (e.g., HubSpot) and sales engagement tools.
• Partner with RevOps to build dashboards, reporting, and capacity models for headcount planning.
• Continuously test and refine outreach strategies, cadences, and messaging.

Align cross-functionally

• Work closely with Marketing on MQL definitions, handoff SLAs, and campaign follow-up.
• Partner with AEs and Sales Managers to ensure tight alignment on ICP, qualification criteria, and demo quality.
• Collaborate with Channel/Partnerships teams to support partner-sourced demand and co-selling motions.

Forecasting & planning

• Own monthly and quarterly SDR forecasts for demos, opportunities, and pipeline.
• Build hiring plans, ramp timelines, and coverage models to support revenue goals.
• Present performance, insights, and recommendations to Sales and Executive leadership.

What Success Looks Like (First 6–12 Months)

• SDR team consistently hits or exceeds completed demo and pipeline quotas.
• Clear, documented playbooks, KPIs, and career paths are in place for all SDR roles.
• Improved conversion rates across the funnel (lead → meeting set → demo completed → SQO).
• Strong alignment and feedback loops between SDRs, AEs, Marketing, and Partnerships.
• A healthy bench of SDR talent ready for promotion into AE and leadership roles.

What We're Looking For

Experience

• 5–7+ years in B2B SaaS sales, with 3+ years leading SDR/BDR teams.
• Proven track record owning SDR or top-of-funnel targets and consistently hitting/exceeding goals.
• Experience managing frontline managers and scaling teams across multiple motions (inbound, outbound, partner).
• Strong command of sales fundamentals: prospecting, discovery, qualification, and handoff to AEs.

Skills & Attributes

• Highly data-driven; comfortable setting targets, analyzing funnel metrics, and making decisions from the numbers.
• Exceptional people leader: clear communicator, direct but supportive, strong coach.
• Process-oriented with a bias for action—able to build structure without slowing down execution.
• Comfortable operating in a fast-paced, high-growth environment with evolving priorities.
• Proficiency with CRM and sales engagement tools (HubSpot or similar).

Nice to Have

• Experience selling into dental, healthcare, or similar SMB/clinic environments.
• Background in building SDR-to-AE promotion programs and internal talent pipelines.

What We Offer

• Competitive compensation package (base + variable)
• Health, vision, and dental benefits
• 401(k)
• Flexible, unaccrued PTO and paid holidays
• Equity in a fast-growing, category-leading company
• Collaborative, high-performance team environment

This is a full-time, in-office position based in Lehi, UT. Remote work is not available for this role.