AVP, B2B Global Sales Development

Splunk Plano, TX
Join us as we pursue our disruptive new vision to make machine data accessible, usable and valuable to everyone. We are a company filled with people who are passionate about our product and seek to deliver the best experience for our customers. At Splunk, we're committed to our work, customers, having fun and most importantly to each other's success. Learn more about Splunk careers and how you can become a part of our journey!


We are seeking an exceptional sales leader to join our team as AVP, B2B Global Sales Development.

You will be responsible for building an elite Sales Development organization to exceed sales growth targets and drive transactional velocity. This includes monitoring sales metrics, driving standard methodologies, coaching reps on performance, optimizing processes for productivity improvements, and partnering with Marketing to build high performing campaigns.

In addition to requisite passion, skills, and experience, you will have a measurable track record in building and leading global Inside Sales/Sales Development teams with a high-growth SaaS company.

Are you a strategic, metrics driven, tech savvy, intellectually curious, tenacious, go-getter, with a real passion for driving transformation while mentoring and developing world-class teams? If you answered yes to these questions, this could be the role for you. Are you up for the challenge?


* Lead the SDR/BDR Managers in theaters (Americas, EMEA, APAC, Public Sector).

* Set strategic vision, operational goals, and drive to fulfillment. Always focused on doing what's right for the business.

* Develop and roll-out best-practices for inbound/outbound prospecting to generate qualified leads/pipeline to account executives.

* Refine, and implement processes, methods, tools, and technologies that enhance our demand gen efforts; constantly seek to improve productivity and pipeline creation.

* Work with SDR/BDR Managers to drive day to day business results through mentorship and development of the Sales Development team. Hold regular pipeline review meetings with each sales theater to ensure quota attainment.

* Build a strong Sales Development culture with a specific focus on actively running our prospect funnel (e.g. watching velocity, conversions, volume spikes, etc.) and our CRM hygiene (e.g. logging activities, cleaning up records, providing accurate reasons codes, etc.)

* Analysis of data to develop and implement selling strategies, respond to market changes, establish goals and tactics.

* Maintain an in-depth knowledge of customer and competition.

* Partner with demand gen to execute the go to market strategy and provide constructive feedback on channel performance and messaging/positioning in the market.

* Collaborate with marketing ops to provide feedback on tech stack, system performance, process optimization, data governance, etc. to reduce friction points for the inside sales reps and boost productivity.


* 10+ yrs professional experience including 5+ years leading Inside Sales teams in a SAAS B2B environment; second-line leadership experience (required)

* Thought leadership and change management skills to drive meaningful transformation within Sales/Marketing

* Proven success leading highly dynamic inside sales management staff and their global teams

* Excellent quantitative and analytical skills (ability to forecast accurately, monitor funnel performance, assess productivity gains, etc.)

* Ability to provide strategic insights and coaching sales expertise to maximize team performance

* High energy and contagious enthusiasm.

* Strong operational mindset to drive tech stack recommendation (e.g. CRM, Dialer, Sales Automation, etc.) and process optimization (e.g. lead routing, lead scoring, etc.)

* Willingness to travel ~50%

We value diversity at our company. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other applicable legally protected characteristics in the location in which the candidate is applying. For job positions in San Francisco, CA, and other locations where required, we will consider for employment qualified applicants with arrest and conviction records.