Head of Sales Development

Overview
We're looking for a Head of Sales Development to build and lead Augment's outbound pipeline engine. You'll own the SDR function end to end, from hiring and coaching to sequencing and strategy, and serve as the connective tissue between Marketing and the AE team. This is a player-coach role at first: you'll be hands-on building the machine before scaling a team under you.

Our GTM Motion
Our motion is outbound-led: SDRs prospect and qualify freight brokers, 3PLs, for-hire carriers, private fleets, and distributors before AEs run discovery and close. We sell across Commercial, Mid-Market, and Enterprise segments, with typical deals of $500K to $1M ARR and buying committees that span operations, IT, and finance, so your SDRs need to earn credibility with that audience from the first touch.

What You'll Do
Build and grow a team of SDRs across Commercial, Mid-Market, and Enterprise segments

Own the outbound playbook: sequences, messaging, targeting, channel mix, and cadences, built around LinkedIn Sales Navigator and Seamless.ai for prospecting

Set SDR quota structure, KPIs, and performance standards (meetings booked, pipeline generated, conversion rates)

Partner with Marketing on campaign alignment and with AEs on account prioritization

Coach reps daily through call reviews, email critiques, and call coaching and objection handling, including how to speak credibly about Augie and what it automates (quoting, dispatch, tracking, billing, collections) to buyers who are skeptical of AI in supply chain

Develop SDR career paths and a culture of continuous improvement

Use SDR performance reporting in HubSpot, built with Revenue Operations, to coach reps and keep leadership informed

What We're Looking For
7+ years in sales development at a B2B SaaS company, including at least 3 years leading SDRs or BDRs

Experience building SDR functions from early stage, not inheriting a mature org

A strong analytical mindset: you're comfortable in the data and use it to coach

A track record of hitting and exceeding pipeline targets

An excellent communicator and motivator who knows how to run a high-energy, high-accountability team

Bonus Points
Experience selling into logistics, freight, for-hire trucking, distribution, or supply chain tech

Familiarity with agentic AI and automation products

Hands-on experience with sales engagement tools like Outreach or Salesloft