Head of Sales Development

Head of Sales Development About AirGarage AirGarage is on a mission to bring real estate online, starting with parking. We replace broken parking machines, fragmented software, and manual, labor-intensive operations with a unified, data-rich operating system for parking real estate. We handle everything it takes to run and optimize a parking asset: payments, dynamic pricing, enforcement, license plate recognition, analytics, and more. By building all of our technology in-house, we are able to deliver a magical experience for drivers while providing real-time visibility and revenue increases of 20-50% or more for real estate owners. That’s why national real‑estate leaders like Hines and Greystar, as well as technology companies like Meta, partner with AirGarage to optimize their parking facilities. AirGarage uses datapoints like real-time occupancy, local events, weather, driver behavior, competitor pricing, and more to bring true intelligence to real estate owners’ assets for the first time. We’re investing aggressively to make the physical world legible to a digital system: cameras, sensors, and software that generate a firehose of real-time data about the world around us. That data fuels models and algorithms that allow us to optimize performance at each property while giving owners the clarity and control they’ve never had before. Before you can optimize an asset, you need to observe it. Before you can observe it, you need to bring it online. We are starting with the $131 billion US parking real estate market because it is one of the most offline and mismanaged commercial real estate asset types. 26% of the land area in the median American urban core is dedicated to parking. We are backed by top tier investors including Headline Growth, Andreessen Horowitz, Floodgate, Founders Fund, Abstract Ventures, and angel investors who have founded or worked at companies like Uber, Opendoor, Flexport, and more. Want to learn more about AirGarage and the problem we're tackling? Check out these podcasts: https://www.youtube.com/watch?v=AU0NkDK51E4 https://youtu.be/_8aM6NQHYiE?si=p5WIujBWUA1sG-b7 THE ROLE 💼 Pipeline is the lifeblood of AirGarage’s revenue engine, and this role sits at the center of how it gets created. We are looking for a leader to scale our Sales Development organization while helping shape how pipeline is generated, prioritized, and converted across the business. You will work directly with our VP of Sales to lead the SDR team through second-line leadership while helping design the systems, data, and processes that power our top-of-funnel. That means developing SDR managers and partnering closely with Sales Leadership, Revenue Operations, and our future Head of Marketing to improve how we identify the right accounts, engage prospects, and convert demand into qualified pipeline. This is not a traditional SDR Manager role. While you will lead and scale our SDR organization, the core mandate is broader: helping build the engine behind how pipeline gets created at AirGarage. This role is ideal for someone who enjoys building and improving systems- not just operating them. We have a strong foundation, but significant opportunity remains to improve how we target accounts, run the SDR motion, and use data, technology, and emerging AI tools to increase funnel efficiency. If you enjoy helping organizations evolve from a good SDR team into a great pipeline engine, this role offers the chance to have an outsized impact on how AirGarage grows. YOU WILL: - Lead the SDR organization through second-line leadership, developing managers and building a scalable team structure as we grow from ~11 to ~16 SDRs - Architect how pipeline is generated at AirGarage, evolving our inbound and outbound playbooks and how SDRs and AEs collaborate across accounts - Identify and implement ways to increase funnel throughput, improving conversion from lead → meeting → opportunity - Partner with Revenue Operations on tooling, aut ... (truncated, view full listing at source)