Director, Sales Development

About this role

Who are we?

Equinix is the world's digital infrastructure company®, shortening the path to connectivity to enable the innovations that enrich our work, life and planet.

A place where bold ideas are welcomed, human connection is valued, and everyone has the opportunity to shape their future.

A career at Equinix means being at the center of shaping what comes next and amplifying customer value through innovation and impact. You'll work across teams, influence key decisions, and help shape the path forward. You'll find belonging, purpose, and a team that welcomes you-because when you feel valued, you're empowered to do your best work.

Job Summary

The Director, Outbound Demand Generation will define and lead Equinix's global outbound SDR transformation strategy, building a scalable engine that increases pipeline creation, seller productivity, and revenue impact across direct and indirect routes to market.

This role sits at the intersection of revenue marketing, sales development, operations, technology, data, and AI. The successful candidate will assess current capabilities, identify improvement opportunities, and execute a multi-year roadmap that modernises outbound engagement, improves operational efficiency, strengthens measurement and attribution, and enables AI-driven innovation.

Responsibilities

• Define and execute the global outbound demand generation and SDR transformation strategy, including the multi-year roadmap, operating model, and change management plan.

• Increase outbound-sourced pipeline, SDR productivity, funnel conversion, account penetration, and overall revenue impact across regions.

• Optimise segmentation, account prioritisation, coverage models, qualification standards, and outbound engagement approaches to improve scalability and effectiveness.

• Establish global standards while supporting regional market requirements and ensuring consistent execution across a complex matrix organisation.

SDR Leadership & Capability Development

• Lead and develop a global SDR leadership team and sales development organisation with a culture of accountability, continuous improvement, and customer engagement.

• Design scalable onboarding, enablement, coaching, certification, and career development programmes that improve ramp, productivity, and performance consistency.

• Drive workforce planning, organisational design, and talent strategies to support growth objectives.

Technology, Data & AI Innovation

• Own the strategic roadmap for outbound technology, automation, and AI enablement, including sales engagement, account intelligence, prospect research, conversation intelligence, coaching, workflow automation, and predictive insights.

• Partner with Marketing Operations, Revenue Operations, Data, Digital, and Technology teams to modernise the outbound technology ecosystem and improve seller productivity.

• Drive adoption, experimentation, and change management to maximise business value from approved technologies and AI-enabled workflows.

• Improve outbound data quality, lead routing, reporting, attribution, and measurement frameworks connecting activity to pipeline and revenue outcomes.

Cross-Functional Leadership

• Partner with Marketing, Sales, Revenue Operations, Data, Digital, campaign, ABM, partner, and field marketing teams to align demand generation, marketing engagement, and SDR execution.

• Influence senior stakeholders on outbound strategy, investment priorities, operational improvements, and transformation progress.

• Deliver executive business reviews covering pipeline contribution, productivity, technology adoption, performance trends, risks, and business outcomes.

• Establish governance frameworks that support sustainable operational excellence and continuous improvement.

Qualifications

Required Experience

• 12+ years of experience in B2B demand generation, revenue marketing, sales development, or go-to-market leadership roles.

• 5+ years leading large-scale SDR, BDR, or outbound demand generation organisations globally or across multiple regions.

• Proven experience leading business transformation initiatives involving people, process, technology, data, and operating model change.

• Demonstrated success increasing pipeline generation, sales productivity, funnel conversion, and revenue impact.

• Experience deploying and scaling sales engagement, automation, analytics, and AI-enabled selling technologies.

• Strong understanding of pipeline management, funnel performance, forecasting, attribution, and revenue analytics.

• Strong executive communication, stakeholder management, and influencing skills within a complex matrix organisation.

• Bachelor's degree or equivalent experience.

Preferred Experience

• Experience within technology, digital infrastructure, cloud, SaaS, or telecommunications industries.

• Experience with account-based marketing, account-based growth, partner ecosystems, or indirect routes to market.

• Experience leading global transformation programmes with measurable business outcomes.

Leadership Characteristics

• Strategic and commercially minded transformation leader.

• Data-driven operator focused on measurable pipeline, productivity, and revenue outcomes.

• Strong collaborator who can influence across functions, regions, and senior stakeholders.

• Innovative leader with a strong bias toward AI, automation, experimentation, and continuous improvement.

The targeted pay range for this position in the following location is / locations are:

United States - Dallas Infomart Office DAI : 218,000 - 328,000 USD / Annual

Our pay ranges reflect the minimum and maximum target for new hire pay for the full-time position determined by role, level, and location.The pay range shown is based on our compensation structure in place at the time of posting and may be updated periodically based on business needs. Individual pay is based on additional factors including job-related skills, experience, and relevant education…