[Hiring] VP, Global Sales Development @Varonis

Role Description

Varonis is looking for a VP of Global Sales Development to lead a large global SDR organization that sits at the intersection of marketing and sales, reporting directly to the CMO. This role is for someone who sees the AI moment as a once-in-a-generation opportunity to reimagine how pipeline gets created.

You will step into a high-performing team with strong regional leaders and a mandate to build the infrastructure, systems, and playbooks that make outbound predictable, measurable, and scalable. You'll work at the boundary of marketing and sales, translating market opportunity into predictable pipeline.

What You'll Own

• Pipeline Architecture:
  • Own the global pipeline number for inbound and outbound SDRs across all segments and regions.
  • Design and continuously refine the systems, sequencing logic, and plays that drive top-of-funnel conversion.
  • Build a repeatable, signal-led outbound motion — moving the team away from spray-and-pray and toward precision prospecting.
• AI-First Operating Model:
  • Lead the evaluation, adoption, and operationalization of AI tools across the SDR function.
  • Develop a clear point of view on where AI agents should replace volume-based human effort.
  • Continuously track the economics: cost-per-meeting, cost-per-pipeline-dollar, and rep productivity.
• Team Leadership:
  • Lead and develop a team of strong regional SDR directors globally.
  • Set the talent bar and build a culture of accountability, experimentation, and continuous learning.
  • Create career paths that attract and retain the next generation of revenue operators.
• Marketing-Sales Alignment:
  • Act as the connective tissue between marketing and sales.
  • Partner closely with demand gen, RevOps, and field sales to build a unified pipeline model.
  • Establish SLAs, feedback loops, and shared definitions that eliminate the classic SDR no-man's-land.
• Measurement & Forecasting:
  • Build dashboards and reporting that give leadership full-funnel visibility.
  • Own the SDR contribution to pipeline forecast with the same rigor as any quota-carrying function.
  • Run weekly operating reviews with regional directors that drive action.

Who You Are

• You're a systems thinker first.
• You're genuinely excited about AI.
• You've experimented with AI SDR tools and have opinions on what works.
• You lead through clarity and context, not control.
• You're commercially rigorous and understand unit economics.
• You're a builder, but a selective one.

What We're Looking For

• 10+ years in B2B sales or revenue roles, with at least 4–5 years leading SDR or Sales Development organizations at scale.
• Experience managing global teams across multiple regions and time zones.
• A track record of building or transforming an outbound function using modern tooling and methodology.
• Demonstrable, hands-on experience with AI.
• Strong fluency in the tech stack: Salesforce, Outreach/Salesloft, ZoomInfo/Apollo, Gong, and the emerging AI layer on top.
• Comfort operating in a complex, enterprise sales environment.
• Experience in cybersecurity or adjacent technical SaaS is a plus.

Benefits

• One of the most technically respected companies in data security.
• Reporting to the CMO means you have a seat at the table where growth strategy is set.
• An experienced SDR team ready to be leveled up.
• A company that is investing seriously in AI across the go-to-market function.
• Competitive compensation, equity, and a culture that values ownership and impact.