Director, Sales Development

Join ABC Fitness and become part of a culture that’s as ambitious as it is authentic. Let’s transform the future of fitness—together!

Our Values

Best Life

We believe great work begins with great people. That’s why our culture is built on respect, trust, and belonging. We create an inclusive environment where every team member can bring their authentic self to work—because diverse perspectives drive innovation and meaningful impact.

Growth Mindset

We are doers, thinkers, and dreamers. At ABC Fitness, your growth is our investment. Through continuous learning, mentorship, and professional development opportunities, we empower you to reach new heights—personally and professionally.

One Team

From day one, you’ll be part of a team that collaborates, celebrates, and cares. We move fast, support one another, and have fun along the way. Because when you thrive, we all thrive.

Join ABC Fitness and become part of a culture that’s as ambitious as it is authentic. Let’s transform the future of fitness—together! 

Our Values 

Best Life 

We believe great work begins with great people. That’s why our culture is built on respect, trust, and belonging. We create an inclusive environment where every team member can bring their authentic self to work—because diverse perspectives drive innovation and meaningful impact. 

Growth Mindset 

We are doers, thinkers, and dreamers. At ABC Fitness, your growth is our investment. Through continuous learning, mentorship, and professional development opportunities, we empower you to reach new heights—personally and professionally. 

One Team 

From day one, you’ll be part of a team that collaborates, celebrates, and cares. We move fast, support one another, and have fun along the way. Because when you thrive, we all thrive. 

INTRODUCTION: 

Build and lead a pipeline engine that delivers predictable, scalable opportunity creation while developing the highest-performing Sales Development team in vertical SaaS. 

You will own the complete Sales Development system including outbound strategy, inbound qualification, conversion discipline, talent development, and operational rigor while leading and inspiring a team of inbound and outbound sales development reps across the North American market.

WHAT YOU'LL DO: 

Pipeline & Revenue Outcomes 

• Drive significant qualified pipeline generation with consistent quarterly performance 

• Deliver SQL and opportunity targets that fuel revenue attainment 

• Maintain disciplined lead response times and outbound execution standards 

• Ensure 95%+ SLA adherence on MQL follow-up and inbound qualification 

• Improve MQL → SQL → Opportunity conversion rates quarter-over-quarter 

• Deliver predictable pipeline coverage (minimum 3x for Sales partners) 

• Protect opportunity quality while maximizing velocity and conversion 

• Forecast pipeline contribution with executive-level clarity 

Team Leadership & Scale 

• Build, coach, and retain a team of high-performing SDRs and frontline SDR leaders across North America 

• Design hiring systems that attract A-players and filter false positives 

• Implement behavior-based coaching that increases meeting-to-opportunity conversion 

• Create ramp programs that get new SDRs to productivity in ~90 days 

• Manage performance with clarity; accelerate top performers, manage underperformers decisively 

• Develop future Account Executives and Sales Leaders from within 

• Create a culture of accountability, activity discipline, and growth 

Sales Development System Architecture 

• Own full-funnel prospecting motion: lead → conversation → meeting → SQL → opportunity 

• Pressure-test pipeline math: reps × activity × connect rate × conversion = opportunity creation 

• Build inspection cadences that surface pipeline risk early 

• Institute structured discovery and qualification frameworks (e.g., SPIN, MEDDICC-light) 

• Design territory, segmentation, and sequencing strategy 

• Align comp plans to opportunity quality and revenue impact 

• Optimize outbound, inbound, and account-based motions 

Operational Excellence 

• Maintain CRM hygiene and activity integrity as a leadership discipline 

• Report pipeline performance with Board-ready precision 

• Partner cross-functionally with Marketing, Sales, RevOps, and Product 

• Identify and eliminate friction in handoffs between SDR and AE 

• Optimize sales engagement tools and sequencing platforms 

• Build repeatable systems - not heroic prospecting acts 

• Continuously refine messaging based on market feedback 

WHAT YOU'LL NEED: 

Required 

• 5+ years in SaaS sales leadership with proven ability to scale revenue  

• 7+ years of experience in SaaS selling and revenue teams  

• 3+ years managing SDR sales teams of 10+ sellers  

• Track record of consistently exceeding quota (120%+ club membership preferred)  

• Mastery of SPIN Selling and behavior-based coaching frameworks  

• Demonstrated ability to build pipeline math models and manage capacity planning with a data-driven mindset with strong analytical rigor 

• Experience in high-velocity, short-cycle sales (sub-30 day ideal)  

• Fluency in CRM analytics, funnel metrics, and revenue operations  

• Excellent communication skills, both verbal and in writing, with fluency in English 

Differentiators 

• Led Sales Development in vertical SaaS or multi-product environments 

• Built SDR teams from scratch or scaled from early-stage to maturity 

• Experience in PE-backed or high-growth SaaS companies 

• Implemented structured qualification frameworks (SPIN) 

• Experience with account-based prospecting models 

• Passion for fitness, wellness, or serving entrepreneurs 

• History of growing SDRs into AE and leadership roles 

Culture 

• Growth Mindset: Coachable, curious, relentless improver 

• One Team: Ego-free collaborator who elevates Sales and Marketing peers 

• Best Life: Drives performance sustainably without burnout 

• Comfortable with accountability, transparency, and direct feedback 

• Entrepreneurial spirit with institutional discipline 

• Highly motivated and competitive 

• Thrives in high-activity, high-expectation environments 

• Strong attention to detail and impeccable follow-up 

• Great teamwork skills and sense of humor 

HOW YOU'LL BE MEASURED 

Quarterly 

• Qualified pipeline created vs. target 

• SQL and opportunity creation attainment 

• MQL → SQL conversion rate 

• Outbound meeting-to-opportunity conversion 

• Pipeline coverage ratio for Sales partners (3x minimum) 

• SLA adherence on inbound follow-up 

• Team productivity metrics (activity, connects, meetings held) 

Annually 

• Total pipeline contribution to company revenue 

• Team retention and engagement scores 

• Forecast accuracy and reporting rigor 

• Internal promotions (SDR → AE, SDR → Leader) 

• Improvement in conversion efficiency across funnel stages 

Always 

• Quality of hire 

• Coaching impact on conversion rates 

• Pipeline predictability 

• Cross-functional collaboration effectiveness 

• Speed and clarity of decision-making 

WHAT’S IN IT FOR YOU:   

• Purpose led company with a Values focused culture – Best Life, One Team, Growth Mindset   

• Time Off – with our open PTO policy, we offer flexibility in how and when you take PTO!  

• Days of Disconnect – once a quarter, we take a collective breather and enjoy a day off together around the globe. #oneteam   

• Parental & Pawternity Leave – we offer leave for when your family grows by two feet or four paws!   

• Best Life Perk – we are committed to meeting you wherever you are in your fitness journey with a quarterly reimbursement   

• Medical/Dental/Vision coverage   

• EAP – we get you help when you need it. Period.   

• Premium Calm App – enjoy tranquility with a Calm App subscription for you and up to 4 dependents over the age of 16  

• And more! – so many benefits we couldn’t even fit them all here!   

Please note that the salary information shown below is a general guideline only and based on employees in USA and may be different in other countries. Salaries are based upon candidate experience, qualifications, and location, as well as market and business considerations. Our pay range for USA based candidates for this position is $120,000 -- $140,000 USD annually. Your recruiter can share more about the specific salary range for the job location during the hiring process. Also, certain positions are eligible for additional forms of compensation such as bonuses and commissions.   

At ABC Fitness, we don’t just build technology—we build communities and transform lives. Your work matters here, your growth is supported, and your voice is heard. We welcome diverse talent and encourage you to apply, even if you don’t meet every requirement. 

ABC’S COMMITMENT TO DIVERSITY, EQUALITY, BELONGING AND INCLUSION:   
ABC is an equal opportunity employer committed to diversity, equity, and inclusion. We strive to create a workplace where every employee, client, and partner feels valued, inspired, and empowered to reach their full potential. For us, inclusion isn’t just the right thing to do—it’s a business imperative. Learn more at abcfitness.com. 

About ABC Fitness   

ABC Fitness is the #1 software provider for fitness businesses of any size, all around the world. Supporting 30K clubs, 650K coaches, 40M members, and processing more than $12B in payments every year, ABC Fitness provides scalable, data-driven solutions to simplify club management and engage members and clients.   

From personal trainers, boutique studios, and gyms, to international franchise health clubs, ABC Fitness will move your business forward through technology and industry insights. Innovation is at the center of everything we do, across ABC Glofox, ABC Ignite, ABC Trainerize, and ABC Evo. Let's make your fitness vision a seamless reality, together.   

Learn more at abcfitness.com  

#LI-REMOTE 

WHAT’S IN IT FOR YOU:

• Purpose led company with a Values focused culture – Best Life, One Team, Growth Mindset

• Time Off – with our open PTO policy, we offer flexibility in how and when you take PTO!

• Days of Disconnect – once a quarter, we take a collective breather and enjoy a day off together around the globe. #oneteam

• Parental & Pawternity Leave – we offer leave for when your family grows by two feet or four paws!

• Best Life Perk – we are committed to meeting you wherever you are in your fitness journey with a quarterly reimbursement

• Medical/Dental/Vision coverage

• EAP – we get you help when you need it. Period.

• Premium Calm App – enjoy tranquility with a Calm App subscription for you and up to 4 dependents over the age of 16

• And more! – so many benefits we couldn’t even fit them all here!

At ABC Fitness, we don’t just build technology—we build communities and transform lives. Your work matters here, your growth is supported, and your voice is heard. We welcome diverse talent and encourage you to apply, even if you don’t meet every requirement.

ABC’S COMMITMENT TO DIVERSITY, EQUALITY, BELONGING AND INCLUSION: 

ABC is an equal opportunity employer committed to diversity, equity, and inclusion. We strive to create a workplace where every employee, client, and partner feels valued, inspired, and empowered to reach their full potential. For us, inclusion isn’t just the right thing to do—it’s a business imperative. Learn more at abcfitness.com

About ABC Fitness

ABC Fitness is the #1 software provider for fitness businesses of any size, all around the world. Supporting 30K clubs, 650K coaches, 40M members, and processing more than $12B in payments every year, ABC Fitness provides scalable, data-driven solutions to simplify club management and engage members and clients.

From personal trainers, boutique studios, and gyms, to international franchise health clubs, ABC Fitness will move your business forward through technology and industry insights. Innovation is at the center of everything we do, across ABC Glofox, ABC Ignite, ABC Trainerize, and ABC Evo. Let's make your fitness vision a seamless reality, together. Learn more at abcfitness.com

#LI-REMOTE