6-12+ years of experience in SaaS sales development, demand generation, or revenue operations
Proven experience building and scaling SDR/BDR or revenue development teams in enterprise or high-ACV environments
Deep familiarity with CRM systems (e.g., Salesforce) and sales engagement tools (e.g., Outreach, Salesloft)
Strong understanding of complex B2B buying processes and multi-stakeholder sales cycles
Requirements:
Own top-of-funnel conversion from MQL to qualified opportunity and deliver predictable, high-quality pipeline to the sales organization.
Hire, coach, and scale a high-performing Revenue Development team, establishing role specialization, performance standards, and career paths.
Build strong alignment with Account Executives and Marketing to ensure high-quality handoffs, effective account-level execution, and SLAs.
Oversee targeted outreach programs (ABM-style plays and workshops), drive experimentation in messaging, channels, and engagement strategies, and own funnel analytics to improve conversion and pipeline quality.
Job description
Mission
Build and lead a modern revenue development function that converts market interest and target accounts into high-quality, multi-threaded sales opportunities.
Role Overview
This role sits at the intersection of sales and marketing and is responsible for building a scalable, data-driven engine that transforms demand into qualified pipeline. As the first Revenue Development hire, you will build and lead a specialized team of your choosing, spanning inbound conversion, account development, and targeted programs, while partnering closely with Sales, Marketing, and RevOps.
Responsibilities
Own top-of-funnel conversion from MQL to qualified opportunity
Deliver predictable, high-quality pipeline to the sales organization
Define and enforce SLAs across marketing and sales
Hire, coach, and scale a high-performing Revenue Development team
Establish role specialization, performance standards, and career paths
Partner with Marketing to translate campaigns into effective account-level execution
Build strong alignment with AEs to ensure high-quality handoffs and follow-through
Oversee targeted outreach programs, ABM-style plays, and workshops
Drive ongoing experimentation in messaging, channels, and engagement strategies
Own funnel analytics and continuously improve conversion rates and pipeline quality
Requirements
6-12+ years of experience in SaaS sales development, demand generation, or revenue operations
Proven experience building and scaling SDR/BDR or revenue development teams in enterprise or high-ACV environments
Experience with communications around highly technical products and/or services marketed to lay audiences
Strong understanding of complex B2B buying processes and multi-stakeholder sales cycles
Demonstrated ability to partner effectively with both Sales and Marketing leadership
Analytical mindset with experience using data to drive decisions and improvements
Deep familiarity with CRM systems (e.g., Salesforce) and sales engagement tools (e.g., Outreach, Salesloft)
Leveling
The Director of Revenue Development reports to the VP of Marketing at KNIME, with dotted line reporting to KNIME's Sr. VP Revenue.
What Success Looks Like
Consistent delivery of high-quality, sales-accepted pipeline
Strong trust and alignment between Sales and Marketing
Clear visibility into funnel performance and conversion drivers
A disciplined, data-driven team that continuously improves results
Meaningful contribution to revenue growth and predictability
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