Director, Sales Development Representatives

Deepgram is the leading voice AI platform for developers building speech-to-text (STT), text-to-speech (TTS) and full speech-to-speech (STS) offerings. 200,000+ developers build with Deepgram’s voice-native foundational models – accessed through APIs or as self-managed software – due to our unmatched accuracy, latency and pricing. Customers include software companies building voice products, co-sell partners working with large enterprises, and enterprises solving internal voice AI use cases. The company ended 2024 cash-flow positive with 400+ enterprise customers, 3.3x annual usage growth across the past 4 years, over 50,000 years of audio processed and over 1 trillion words transcribed. There is no organization in the world that understands voice better than Deepgram.

At Deepgram, we expect an AI-first mindset—AI use and comfort aren’t optional, they’re core to how we operate, innovate, and measure performance.

Every team member who works at Deepgram is expected to actively use and experiment with advanced AI tools, and even build your own into your everyday work. We measure how effectively AI is applied to deliver results, and consistent, creative use of the latest AI capabilities is key to success here. Candidates should be comfortable adopting new models and modes quickly, integrating AI into their workflows, and continuously pushing the boundaries of what these technologies can do.

Additionally, we move at the pace of AI. Change is rapid, and you can expect your day-to-day work to evolve just as quickly. This may not be the right role if you’re not excited to experiment, adapt, think on your feet, and learn constantly, or if you’re seeking something highly prescriptive with a traditional 9-to-5.

Opportunity

Deepgram is expanding our team, and we’re seeking a Director of Sales Development Representatives to lead our Sales Development Representative teams to drive growth, experimentation, and excellence.

This role is both strategic and hands-on. You’ll build the systems, playbooks, and culture that scale pipeline generation, while developing a high-performing team that converts interest into opportunity. A core part of your mission is building Deepgram’s next generation of sales talent, designing and running a fast track program that turns top SDRs into Account Executives through world class training, coaching, and structured career development.

You’ll partner closely with Marketing, Sales, and RevOps to align pipeline strategy, and leverage modern AI tools to boost productivity, personalization, and team efficiency. Equal parts operator, coach, and builder, you’ll combine data-driven rigor with creativity to shape how Deepgram grows its customer base and sales talent.

This role is based in San Francisco, where many of our customers and partners are located. While the role is anchored near our San Francisco office, Deepgram continues to be remote-first and we don't expect you to be in the office every day.

What You’ll Do

• Build, nurture, and lead our SDR and BDR teams, capturing market opportunities across all segments.

• Lead and scale our SDR/BDR organization, fostering a culture of performance, accountability, and growth.

• Align with Sales and Marketing leadership on demand generation and pipeline goals.

• Coach and mentor SDRs through a structured development path into AE roles.

• Drive innovation in prospecting, outreach, and use of AI-enabled sales tools.

• Build data-driven systems for forecasting, territory planning, and performance management.

• Achieve and exceed ARR and other set goals, aligned with OKRs and other priorities.

• Build and develop a best-in-class first-line management team, driving performance and maintaining our culture as we scale.

• Hire market-leading talent whose values align with our company, ramp them up quickly to accelerate time to productivity.

• Inspire a culture of teamwork, transparency, and accountability, leading from the front.

• Take a proactive approach to performance management, with strong cadences, clear expectations, and transparent and timely feedback.

• Be a strong partner to Sales and Marketing Leadership to optimize our top of funnel for both efficiency and effectiveness.
  

You’ll Love This Role If You

• Thrive on building and scaling high-performing teams that consistently beat targets.

• Value working with tenured, high-caliber leaders who prioritize clarity, accountability, collaboration and execution.

• Enjoy blending data-driven sales operations with creative, human-centered leadership.

• Are energized by developing future AEs and building a culture of growth and continuous learning.

• Believe in the power of AI to transform productivity, and are eager to harness cutting-edge tools to optimize performance.

• Are passionate about Deepgram’s mission to redefine what’s possible with speech technology.

It’s Important to Us That You Have

• 5+ years of experience in B2B SaaS sales or business development, with at least 3+ years leading SDR/BDR or inside sales teams.

• Proven success in driving pipeline generation, forecasting accuracy, and ARR growth at scale.

• Demonstrated experience coaching and developing SDRs into high-performing AEs through structured enablement programs.

• Deep understanding of outbound prospecting, inbound lead qualification, and GTM alignment across Sales and Marketing.

• Familiarity with leveraging AI and automation tools to improve sales efficiency, personalization, and operational scale.

• Strong operational instincts: you set clear metrics, drive accountability, and continually refine systems to improve performance.

• Exceptional communication and leadership skills, with the ability to inspire teams and influence peers across functions.
  

It Would Be Great If You Had

• Experience leading SDR/BDR organizations at a high-growth, Series B+ startup or scaling tech company.

• Background selling developer tools, infrastructure, or AI/ML technologies.

• Expertise in building talent development programs or performance coaching frameworks.

• Comfort operating in dynamic, fast-moving environments with evolving goals and systems.

Backed by prominent investors including Y Combinator, Madrona, Tiger Global, Wing VC and NVIDIA, Deepgram has raised over $85 million in total funding. If you're looking to work on cutting-edge technology and make a significant impact in the AI industry, we'd love to hear from you!

Deepgram is an equal opportunity employer. We want all voices and perspectives represented in our workforce. We are a curious bunch focused on collaboration and doing the right thing. We put our customers first, grow together and move quickly. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, gender identity or expression, age, marital status, veteran status, disability status, pregnancy, parental status, genetic information, political affiliation, or any other status protected by the laws or regulations in the locations where we operate.

We are happy to provide accommodations for applicants who need them.