Global Sales Development Manager

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Most SDR leaders inherit a playbook. You'll write one for a category that doesn't exist yet. Delight.ai is building the AI concierge that leading brands use to deepen customer relationships and drive revenue. This isn't AI bolted onto legacy software. It's a native AI application, and we're creating the category from scratch. As Global Sales Development Manager, you'll be the tip of the spear: the leader who brings every GTM play to life across the US, EMEA, and APAC. You'll build and lead an AI-first SDR organization at global scale. When this chapter is written, you'll be able to say you helped build an AI business, created a category, and stood up one of the most modern sales development operations in the industry. That's not a small thing. The Company Delight.ai (formerly Sendbird) is on a mission to build the AI workforce of tomorrow. For over a decade, we built the infrastructure behind conversations—chat, voice, video, messaging APIs—and became the #1 CPaaS platform for in-app communications. 4,000+ brands trust us. 7 billion messages flow through our platform every month. 300 million monthly active users. We powered conversations for DoorDash, Match Group, Noom, Yahoo Sports, Rakuten, and thousands of others. We were good at what we did. Really good. We also saw it early: AI would fundamentally reshape how businesses talk to customers. The infrastructure we'd spent a decade building would become commoditized. The value would move up the stack—into intelligence, into experience, into outcomes. We had a choice: protect what we built, or reinvent ourselves. We chose reinvention. In December 2024, we made the full strategic pivot to AI-first customer experience. By February 2025, we'd launched our AI agent for enterprise CX—built on a decade of conversation data, now with intelligence on top. And in November 2025, we rebranded to Delight.ai. The name says it all. AI's real promise isn't efficiency or cost savings. It's giving customers back something they lost—the feeling of being truly understood and cared for. Not satisfied. Delighted. The Product Delight.ai is the AI concierge for customer experience. Most AI agents forget you the moment the conversation ends. Ours doesn't. Delight.ai builds memory over time, learns preferences, and connects context across every channel—chat, SMS, email, voice, WhatsApp—without losing the thread. We're building AI that makes customers feel understood, seen, and remembered. Why Global Sales Development Manager AI can automate outreach. It can't replace craft. The ability to find genuine business value in a conversation, connect with a prospect as a human, and move an opportunity forward, that still matters. Especially when you're creating a category and the market doesn't know it needs you yet. This role exists to make sure we don't leave that opportunity on the table. Delight.ai has GTM plays ready to run. What we need is the person who brings them to life. Someone who can build the outbound engine, convert inbound momentum into pipeline, and develop the talent to sustain it all at scale. Without this person, outbound stalls. The full market opportunity goes uncaptured. That's not acceptable at this stage of the company. The Role This person owns the full SDR function, globally. In the first 6–12 months, you'll develop the outbound prospecting strategy, stand up an AI-augmented SDR engine, and build out teams across our three hubs in San Francisco, Seoul, and London. You'll define the tech stack, set the operating model, and manage performance and development for every rep in the org. Day-to-day, you're identifying revenue opportunities, converting inbound activity into pipeline, and coaching your team to set qualified meetings that become real sales opportunities, and eventually, to grow into sales roles themselves. Success looks like this: teams built and ramped in all three regions. SDRs consistently hitting quota. Outbound pipeline that's a material contributor to the total company pipeline. You might be this person if: * You get energy from watching someone nail their first cold call, and you had a hand in it * The generic email cadence bothers you. You'll rewrite it until it doesn't * You're in the numbers. Not just reading them, but using them to find what's working and cut what isn't * You set clear expectations and hold people to them, because that's how trust actually gets built * You see AI as a tool to make your team better, not a threat to what they do, and you know how to bring people along on that shift * You'd rather own outcomes than hand them off, and you find ways to partner with sales and marketing to make sure nothing falls through the cracks * You're always running a test. Always looking for the 10% improvement hiding in the data * You recruit like it matters because the team you build is the strategy You need to have: * At least 1 year leading a team of SDRs with direct ownership of lead generation and pipeline targets * Minimum 4 years of sales experience. You know what good looks like from the rep side * Demonstrated success taking AI from pilot to scaled SDR program, with measurable improvement in meetings booked and cost per meeting * Bachelor's degree required What you'll actually do: * Build and run pipeline generation across outbound, inbound, and account-based motions, and own the quality of what comes out * Coach SDRs on the details that matter: executive communication, cold call openings, account research, discovery * Partner with Account Executives on territory planning, account prioritization, and opportunity development * Define and refine scalable playbooks across every motion: outbound, inbound, ABM, partner-sourced * Establish operational rigor around activity metrics, conversion rates, and pipeline quality, and intervene when the numbers tell you to * Work cross-functionally with Marketing, Partnerships, and Solutions Engineering to keep pipeline generation humming * Hire, onboard, and ramp new SDR talent as the org scales globally * Bring market feedback and prospect insights back into the broader GTM organization. You’re closest to the market, and that intelligence matters Added Value * Experience managing globally distributed teams across multiple time zones and cultures * Hands-on experience with Clay for outbound personalization at scale * Has built research or personalization tooling using AI coding tools like Codex or Claude Code What We Offer Includes (but is not limited to) * 20 days PTO, 13 paid US company holidays, 7 sick days, 1 volunteer day, plus 2 rest/rejuvenation and birthday days off * Company subsidized medical, dental, vision insurance * Flexible spending accounts * Parental leave * Life and disability insurance * Be Your Best Self: An annual stipend of $3,500 (prorated after 3 months) for expenses ranging from professional development classes and training, to personality assessments, gym memberships, books, fitness classes, mental health services, and massages Pay Transparency For cash compensation, we set standard ranges for all roles based on function, level, and geographic location. To determine our ranges, we utilize a variety of compensation data benchmarked against similar-stage growth companies. A reasonable estimate of the current salary range for this role is $150,000 - $180,000 OTE. This range is specific to the San Francisco Bay market. We consider several factors when making final compensation decisions including, but not limited to, skill sets, experience and training, licensure and certifications, and other business and organizational needs which may cause your specific offer to vary from the amount listed above. Flexible Work Policy We offer a flexible work schedule at Sendbird. We also value collaboration and relationship building. With those values in mind, we require all employees within an hour's commute range of their local office to gather with their team in the office three days per week as a minimum. Some of our roles require a more frequent in-office schedule. Please work with your manager to understand the office time requirements for your position. Diversity & Inclusion There is no such thing as a perfect candidate. The best employees come from a wide range of backgrounds, experiences, and perspectives. Sendbird is a place where everyone can learn and grow. If this role excites you, we encourage you to apply. Why Delight.ai This is a rare moment. Delight.ai is creating a category in agentic AI and this role puts you at the center of it. You won't be inheriting someone else's org, optimizing someone else's playbook, or waiting for permission to try something new. You'll build the global SDR function from the ground up, at a company where AI is the product, not a feature. That means you'll have access to the most modern tools in the industry, a leadership team that understands what great sales development looks like, and a market opportunity that's still wide open. The brands using Delight.ai are household names. The technology is real. And the team you build here will be your career-defining work, the org you'll point to for the rest of your career as proof of what you're capable of. If you want to do the most interesting work of your career, in a space that actually matters, at a company moving fast enough to make it count, this is the seat.