Director, Sales Development APJ

<div class="content-intro"><h3>About Us</h3> <p>At SentinelOne, we’re redefining cybersecurity by pushing the limits of what’s possible—leveraging AI-powered, data-driven innovation to stay ahead of tomorrow’s threats.</p> <p>From building industry-leading products to cultivating an exceptional company culture, our core values guide everything we do. We’re looking for passionate individuals who thrive in collaborative environments and are eager to drive impact. If you’re excited about solving complex challenges in bold, innovative ways, we’d love to connect with you.</p></div><p>We are seeking a Director of Sales Development to own and scale top-of-funnel pipeline generation across Enterprise and Commercial segments in APJ. This leader will drive performance across both inbound and outbound motions, with a strong emphasis on modern, AI-enabled outbound, sales alignment, and disciplined execution.</p> <p>Reporting directly to the AVP of Global Sales Development, this role leads a team of 10 SDRs and serves as a key member of the Revenue organization. This is a highly visible leadership role for a builder-operator who brings strong judgment, urgency, and a clear point of view.</p> <h3><strong>What will you do?</strong></h3> <ul> <li><strong>Pipeline Performance</strong> <ul> <li>Own and optimize top-of-funnel KPIs, including lead conversion, sales acceptance, meeting quality, and qualified pipeline creation.</li> <li>Diagnose performance trends using funnel metrics, identify root causes, and implement corrective action plans.</li> <li>Ensure SDR efforts are tightly aligned to revenue outcomes — not just activity or volume.</li> <li>Own KPI tracking, pipeline forecasting, and operating cadences, including regular business reviews and performance inspection.</li> </ul> </li> </ul> <ul> <li><strong>Inbound Outbound Strategy</strong> <ul> <li>Develop and execute scalable inbound and outbound sales development strategies across Enterprise and Commercial segments.</li> <li>Own end-to-end execution of key initiatives, from strategy through launch, adoption, and impact measurement.</li> <li>Build and continuously improve modern outbound motions, including targeting, messaging, sequencing, and experimentation.</li> <li>Lead adoption of AI, tooling, workflows, and cadences that materially improve SDR productivity, quality, and engagement.</li> <li>Oversee the SDR tech stack to ensure effective adoption, optimization, and measurable impact</li> </ul> </li> </ul> <ul> <li><strong>AI Innovation Enablement</strong> <ul> <li>Own the vision and execution for AI-enabled sales development, leveraging the SDR organization’s unique position at the forefront of prospecting, engagement, and signal adoption.</li> <li>Partner with internal teams to pilot, operationalize, and scale AI-driven workflows, tools, and insights that improve productivity, prioritization, and pipeline quality.</li> <li>Drive adoption by translating AI capabilities into clear processes, manager coaching, and rep-level execution, ensuring innovation leads to measurable impact.</li> <li>Establish feedback loops to assess what works, iterate quickly, and inform broader GTM and revenue innovation efforts.</li> </ul> </li> </ul> <ul> <li><strong>Sales Marketing Alignment</strong> <ul> <li>Partner closely with Sales and Marketing leadership to align on lead quality, ICP targeting, routing, and handoff processes.</li> <li>Act as a trusted thought partner to Sales leaders, proactively resolving friction and ensuring SDR priorities remain aligned to field needs.</li> <li>Represent the SDR organization confidently in cross-functional and senior-leader forums.</li> <li>Anticipate GTM dependencies and proactively partner across Sales, Marketing, RevOps, and Enablement to improve execution and pipeline predictability.<br><br></li> </ul> </li> <li><strong>Leadership Coaching</strong> <ul> <li>Provide director-level leadership to frontline SDRs, coaching them effectively, inspect performance r ... (truncated, view full listing at source)