Director of Sales Development

CodeRabbit is an innovative research and development company focused on building extraordinarily productive human-machine collaboration systems. Our primary goal is to create the next generation of Gen AI-driven code reviewers: a symbiotic partnership between humans and advanced algorithms that significantly outperforms individual engineers. We combine language models with human ingenuity to push the boundaries of software development efficiency and quality.

• Hire, onboard, and develop a high-performing SDR team focused on both inbound qualification and outbound pipeline generation

• Define the SDR motion; personas, sequences, messaging, territory, and handoff process — tailored to a technical, developer-centric buyer

• Partner with Marketing to convert CodeRabbit's large free and open-source user base into qualified pipeline

• Coach SDRs on technical discovery, outbound prospecting, and pipeline generation

• Run weekly team meetings, 1:1s, and performance reviews with a focus on development and growth

• Foster a culture of curiosity, experimentation, and continuous improvement
  

• Own the SDR contribution to pipeline targets and report to senior leadership on performance, forecasts, and headcount needs

• Collaborate closely with AEs and Sales leadership to ensure seamless handoffs and high conversion rates from SDR-sourced pipeline

• Build the comp structure, career path, and hiring profile for the SDR org
  

• Equip the SDR function with the right tooling (AI, CRM, sequencing, intent data) and reporting

• Track leading indicators; activity, connect rates, meetings set, pipeline generated — and use data to iterate quickly
  

• 5+ years in sales development leadership

• Experience selling developer tools, DevOps, or technical SaaS — you understand how to reach and resonate with engineering buyers

• A track record of building or significantly scaling an outbound SDR function

• Strong coaching instincts — you know how to develop early-career talent and get the best out of people

• Comfort operating in ambiguity; you're energized by building, not just managing

• Data-driven decision-making — you know which metrics matter and how to move them

• Familiarity with modern SDR tooling (Salesforce, Outreach/Salesloft, LinkedIn Sales Navigator, intent platforms)

• Experience selling into engineering, product, or developer personas

• Familiarity with the AI coding or code quality space

• Experience with PLG (product-led growth) motions and converting free users to pipeline