About the Role

We’re hiring a Sales Development leader to manage our GTM Strategists, the team generating pipeline for our sales org. The team runs two motions. Outbound Strategists open doors at named accounts through research, account planning, and multi-threaded outreach. Inbound Strategists are the first conversation for the developers, startups, and enterprises reaching out to us, and they get each one to the right next step fast.

Our market is new and changes by the day, and our buyers are deeply technical. Prospecting here means earning credibility with that audience and coaching a team to do it at scale. The right person is a player-coach and a builder. You run a disciplined team with high standards, care a lot about helping each person on it grow, and jump in yourself when a key account or conversation needs you.

What you will do

• Own the team’s pipeline and qualified meeting targets across inbound and outbound, and drive consistent execution week over week

• Set outbound strategy, including which accounts make the named list, how reps map stakeholders and find entry points, and what we say to a technical audience

• Build out the inbound motion as demand grows, from speed to lead and discovery to qualification and routing across AE handoff, self-serve, partnerships, and nurture

• Coach through 1:1s, call reviews, and account plan reviews, and step in on high-priority accounts and conversations to show reps what great looks like

• Partner with AEs on account strategy, lead quality, and handoffs, and with Growth on product usage signals and event and campaign follow-up

• Hire, onboard, and ramp new Strategists, and build career paths into AE and other roles at Cartesia

• Own the team’s playbooks, messaging frameworks, and reporting, and bring what reps hear from prospects back to GTM and Product leadership

• Build with AI. Test new tools, automate repetitive work, and help your team move faster than a team twice its size

What we are looking for

• 3+ years managing an SDR or BDR team at an enterprise-focused tech company, and 5+ years in tech overall

• Experience running both inbound and outbound motions, with pipeline results you can point to

• Direct experience as an SDR or AE. You’ve done the job you’re coaching and can still do it at a high level when it counts

• High discipline and a real investment in your people. You hold the team to a high standard, and you’ve hired and ramped reps from both sales and non-sales backgrounds

• Technical aptitude and curiosity about AI infrastructure. You can hold your own in a conversation about inference, you’re comfortable with data and systems, and you use AI in your own workflow

• The ability to influence upward. You bring senior leaders clear recommendations backed by data, and you’re comfortable pushing back when you see a better path

• Strong judgment on priorities. You take a company goal, decide what your team should do about it, and turn it into a plan

• You enjoy working closely with a hands-on founding team that moves fast and learns by doing, and you want a real hand in shaping how a young company builds its sales function

Bonus

• You’ve built a sales development function at an early-stage company

• You’ve sold an AI, API, or developer product

• You’ve promoted reps into AE roles

🏦 401(k)

🦖 Your own personal Yoshi