Head of Sales Development

About Tumodo Business travel is challenging; we make it simple. We're a global tech startup changing how organizations experience travel. One platform for bookings, expenses, travel policies, approvals, and insights with seamless integration into HR and Finance systems. Tumodo is growing fast by solving what slows teams down – travel friction. About the Role The Head of Sales Development will be the global owner and architect of our sales development strategy. You will be responsible for transforming the SDR division from a team into a world-class, scalable, and predictable pipeline generation engine. You will define best practices, implement cutting-edge tools and processes, lead SDR managers and SDRs, and directly impact Tumodo's revenue trajectory through strategic leadership and operational excellence. This is a hands-on leadership role. You hire, you build, you standardize, you coach, and you raise the bar, all at once. What You'll Do Strategic Leadership & Vision Develop and execute the global SDR strategy aligned with Tumodo's revenue goals and market expansion plans. Define the multi-year vision for the SDR function, including team structure, career paths, and specialization. Establish the core KPIs, metrics, and reporting frameworks to measure the health and efficiency of the pipeline generation engine. Team Building & Development Recruit, hire, and develop top-tier SDR talent and future SDR managers. Foster a high-performance, coaching-oriented culture. Design and implement comprehensive onboarding, continuous training, and career development programs for the global SDR team. Mentor and manage SDR Team Leads, elevating their leadership and operational capabilities. Process Optimization & Scale Audit, redesign, and standardize global lead generation processes from prospecting to qualification and handoff to Sales. Own the tech stack for the SDR function (CRM, enrichment, sequencing, automation, conversation intelligence). Ensure optimal tool utilization and ROI. Continuously optimize outreach channels (cold call, email, LinkedIn, social), messaging, and segmentation strategies based on data and A/B testing. Data, Analytics & Forecasting Provide accurate and forward-looking forecasts of pipeline generation to sales and executive leadership. Conduct deep-dive analysis on conversion rates, activity metrics, and market feedback to identify bottlenecks and opportunities. Translate data insights into actionable strategies to improve lead quality, throughput, and alignment with the sales team. Cross-Functional Collaboration Serve as the key liaison between Marketing, Sales, and Product leadership. Ensure tight SLA alignment on lead definition, follow-up, and feedback loops. Partner with Marketing to develop and refine account-based strategies (ABM) and optimize the lead-to-MQL journey. Represent the SDR function in executive planning meetings, advocating for resources and strategic shifts. Requirements 7+ years in sales development, lead generation, or inside sales, with at least 3+ years in a direct leadership role managing SDR managers or global SDR team (experience in SaaS, B2B, or travel tech is a significant plus.) Demonstrated experience in building, scaling, and optimizing an SDR function from the ground up or transforming an existing one (you have a playbook). Expert-level analytical skills with proficiency in CRM analytics (e.g., HubSpot, Salesforce) and sales engagement platforms. Deep expertise in process design, tech stack management, and implementing systems that drive efficiency and scale. Strong verbal and written communication skills in English. Ability to influence stakeholders at all levels, from individual contributors to the C-suite. Proven track record of developing talent, fostering a positive team culture, and driving teams to exceed ambitious targets. Understanding of managing distributed teams and adapting strategies for different regions is highly desirable. Intrinsically motivated by ambitious goals, relentless optimization, and being a key contributor to company growth. Why Join Tumodo - Opportunity to make a real impact in a global-scale SaaS startup - Flexible, fast-moving team culture - High-visibility role - collaborate closely with the CCO to drive growth and market expansion At Tumodo, diversity, inclusion, and open collaboration are at our core. We believe that a team with different backgrounds, perspectives, and experiences drives both innovation and long-term success. As an equal-opportunity employer, we welcome applicants from all walks of life and foster a respectful, supportive work environment where everyone can thrive.