Director Of Sales Development
About CodeRabbit
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.
What You'll Do
Build the function
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
Lead the team
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
Drive the strategy
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
Operate with Data and AI
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
What We're Looking For
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)
Nice to have
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
