Director of Sales Development (SDR Leadership)

Interplay Learning sits at the intersection of EdTech, Virtual Reality, and Enterprise Software as it modernizes Learning Management & Content Systems throughout the skilled trade industries.

Since 2016, Austin-based Interplay Learning has been building better training, better careers and better lives for its customers and their employees.

Our award-winning online and VR training for the essential skilled trades, including HVAC, Plumbing, Electrical, Solar, Multi-Family Maintenance and Facilities Maintenance workforces, is scalable and more effective than traditional training methods. By leveraging immersive learning technology, Interplay’s customers are able to train and practice hands-on learning from a desktop, phone, tablet, or in virtual reality. The result is a highly trained employee who is job-ready in weeks, not years. 

Our digital experiential learning platform, SkillMill, conveniently turns any space into a training lab with its short video courses, 3D simulations, knowledge checks, coaching, community, and connectivity. 

Awards & Recognition: 

• September 2024, Interplay Learning Closes Growth Investment from Goldman Sachs Alternatives and Acquires Industrial Training International
• Built-In, Best Midsize Places to Work In Austin 2023 & 2024
• Forbes 2024, America's Best Startup Employers
• Fast Company’s World Changing Ideas Awards in the Education, General Excellence, and On the Rise categories

Position:  Director of Sales Development 

We are seeking an experienced Director of Sales Development to lead our growing SDR team. In this critical role, you will design and implement strategies to drive our top-of-funnel sales activity, optimize SDR performance, and contribute to revenue growth. You will be instrumental in shaping our SDR function, building a high-performing team, and ensuring that our outreach aligns with strategic goals.

Why this position: 

• Meaningful, impactful work
• Mission-driven company
• Career development in a dynamic, high growth environment
• Passionate, collaborative team 
• Innovative product - EdTech, VR, AI

What you’ll do:  

• Leadership & Management: Directly manage and mentor a team of SDRs and SDR Leaders, fostering a culture of continuous improvement, accountability, and achievement. Currently this includes about 20 employees. 
• Strategy Development: Develop and execute effective sales development strategies, ensuring alignment and collaboration with Account Executives, company objectives and revenue targets.
• Performance Management: Oversee individual performance targets, measurement metrics, and SDR compensation plans to drive high engagement and productivity.
• Process & Technology Optimization: Identify and implement best practices for outreach, lead qualification, and prospecting, optimizing our approach to maximize efficiency and results. Optimize the use of the Interplay technology stack…including Salesloft and Salesforce.
• Cross-functional Collaboration: Work closely with Sales, Marketing, and Customer Success teams to create a seamless transition from lead generation to conversion.  Experience and acumen supporting ABM, campaign, and event based activities.
• Reporting & Analytics: Regularly analyze performance metrics to identify trends, measure success, and demonstrate a strategy for continuous improvement.

Who you are:  

• A seasoned sales leader who sets clear, actionable goals and expectations, ensuring the team understands what success looks like.
• Courageous and direct, with the ability to engage in honest, sometimes difficult conversations while holding team members accountable for their performance and development.
• Thrives in dynamic environments, adept at navigating ambiguity and adapting strategies to align with changing priorities and goals.
• A collaborative team-builder who fosters trust, open communication, and a positive, high-performing team culture.

Requirements:

• 3+ years of experience directly managing SDRs, ideally within a SaaS environment. 
• Advanced knowledge in deployment and optimization of Salesforce/Salesloft, Hubspot, ZoomInfo, in a sales development environment. 
• Demonstrated success in building and leading high-performing sales development teams.
• Excellent verbal and written communication skills, with the ability to influence and collaborate cross-functionally.
• Proven ability to set and manage individual and team performance metrics, including compensation plans and target setting.
• Strong command of data analysis and sales performance metrics, with the ability to adjust tactics based on insights.
• Candidates must be authorized to work in the United States for any employer without stipulations and be residents of the United States.

Pay:  $160k-$200k OTE ($130-160k base salary + commission/variable)

Interplay Learning Ethos:

At Interplay, we love what we do. We embrace our daily challenge to push technological limits to invent better ways to make learning easier and training more powerful. We attract passionate people and invite spirited discourse. We celebrate that our jobs fit our lives, not the inverse. We are uncompromising in our belief that together: we can build better training, build better careers and build better lives for customers and our team.

Company Benefits:

• Remote-first culture and flexible hours
• Learning resources and annual learning reimbursement
• Family-friendly policies 
• Generous vacation policy includes 3 weeks of PTO, 1 week Winter Break, holidays and sick days 
• Medical, vision and dental insurance coverage
• 401k
• Private company stock options
• Mental health and wellness resources
• Virtual/in person social events

Diversity Statement

At Interplay Learning, diversity and inclusion are fundamental to who we are and how we operate our business. We’re building a diverse workforce that cultivates and supports all individuals for the betterment of each other, our company, and our customers. We believe a culture of equality creates a stronger work environment for all employees and that we are all accountable for encouraging and celebrating diverse voices. Interplay Learning commits to promote and recognize principles of fairness, equity, and social justice in relation to, and across, intersections of race, age, color, disability, faith, religion, ancestry, national origin, citizenship, sex, sexual orientation, social class, economic class, ethnicity, gender identity, gender expression, and all other identities represented among our diverse membership.

We strongly encourage people of color, lesbian, gay, bisexual, transgender, queer and non-binary people, veterans, and individuals with disabilities to apply. Interplay Learning is an equal opportunity employer and welcomes everyone to our team. If you need any reasonable accommodation at any point in the application or interview process, please let us know.

Equal Employment Opportunity

Interplay Learning is committed to providing equal employment opportunity (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, pregnancy, marital status, gender identity or expression, status as a veteran, or any other legally protected characteristic or activity in accordance with applicable federal, state and local laws.