Director, Sales Development

TEGNA Inc. (NYSE: TGNA) helps people thrive in their local communities by providing the trusted local news and services that matter most. With 64 television stations in 51 U.S. markets, TEGNA reaches more than 100 million people monthly across the web, mobile apps, streaming, and linear television. Together, we are building a sustainable future for local news.

Job Summary
TEGNA is seeking a high-energy, systems and process-oriented leader to serve as the Head of Sales Development. This executive will be responsible for the strategic oversight, performance, and scaling of our Sales Development Representative (SDR) and Inside Sales organizations.
The ideal candidate is a specialist in high-velocity sales environments (Marketplaces, Lead-Gen, or SaaS). You will own the entire top-of-funnel engine—driving the systems, automation, and training required to turn inbound leads and outbound prospecting into high-quality revenue opportunities. This role requires a leader who can balance the needs of multiple internal stakeholders, including our local stations, while maintaining a relentless focus on data-driven sales execution.
Responsibilities
Strategic Leadership: Own and drive the end-to-end SDR strategy, ensuring the program aligns with TEGNA’s revenue goals and scales across multiple markets.
Systems & Automation: Build and optimize the "sales tech stack" (CRM, dialers, sequencing tools) to drive maximum efficiency for a high-turnover, high-activity team.
Performance Management: Design and manage real-time dashboards and KPIs to track activity, conversion rates, and pipeline health.
Team Development: Recruit, onboard, and coach a large, multi-regional team of SDRs and SDR Leaders. Create a "talent factory" that promotes top performers into senior sales roles.
Stakeholder Collaboration: Act as the primary bridge between corporate strategy and local station leadership, ensuring buy-in and seamless hand-offs between SDRs and Account Executives.
Productization: Partner with leadership to develop simple, standardized "packages" (linear, streaming, other digital) that allow for high-speed, repeatable selling to small and medium-sized businesses.
Change Management: Lead the organization through the transition to a high-velocity sales model, innovating on prospecting techniques and lead-qualification frameworks.
Requirements
High-Velocity Experience: 7+ years of leadership experience in a high-volume Sales Development or Inside Sales environment. Experience in Digital Marketplaces (e.g., Lead-Gen, Real Estate, or Professional Service platforms) or SaaS/Small Business Software is highly preferred.
Operational Excellence: Proven track record of building sales systems, automating workflows, and using data to drive daily performance.
Stakeholder Management: Ability to navigate complex organizational structures and influence stakeholders who may be new to the SDR/Inside Sales model.
Scalability: Experience managing teams of 30+ individuals, preferably across multiple geographic locations.
Communication: Exceptional ability to simplify complex sales processes into actionable training and playbooks.
Tech Savvy: Expert-level knowledge of Salesforce.com and modern sales engagement platforms (e.g., Outreach, Salesloft, or Gong).
Education: Bachelor’s degree in Business, Marketing, or related field.
Job Location: Dallas, TX (Note: TEGNA will pay for relocation)

TEGNA offers comprehensive benefits designed to safeguard the physical, mental and financial health of our employees and their families. TEGNA offers two medical plan options for full and part-time employees through Blue Cross Blue Shield of Texas, as well as access to dental and eye care coverage; fertility, surrogacy and adoption assistance; disability and life insurance.

Our 401(k) program offers full, part-time and temporary employees the opportunity to contribute 1% - 80% of their pay on a pre-tax basis to TEGNA’s 401(k). Contributions made up to the first 4% of pay are eligible for a 100% match from the company and are 100% vested from day one.

Regardless of participation in TEGNA medical plans, ALL employees and their eligible family members receive nine free virtual doctor’s appointments with a physician through Teladoc, and 12 free annual therapy sessions with a licensed clinician through Spring Health.

TEGNA offers a generous Paid Time Off (PTO) benefit as well as nine paid holidays per year. 

* Some jobs are covered by a collective bargaining agreement and thus some or all of the benefits described herein may not apply. For example, some newsroom bargaining unit employees receive health and retirement benefits under plans administered by the union.

EEO statement:

TEGNA Inc. is a proud equal opportunity employer. We are proud to be an equal opportunity employer, hiring and developing individuals from diverse backgrounds and experiences to add to our collaborative culture. We value and consider applications from all qualified candidates without regard to actual or perceived race, color, religion, national origin, sex, gender, age, marital status, personal appearance, sexual orientation, gender identity or expression, family responsibilities, disability, medical condition, enrollment in college or vocational school, political affiliation, military or veteran status, citizenship status, genetic information, or any other basis protected by federal, state or local law. TEGNA will reasonably accommodate qualified individuals with disabilities in accordance with applicable law. If you are in need of an accommodation in order to submit your application, please email [email protected] 

Recruiting Fraud Alert:
To all candidates: your personal information and online safety are important to us. Only TEGNA Recruiters or Hiring Managers will reach out to you regarding consideration of your application or background.  Communications with TEGNA employees will either come from a TEGNA email address with a domain of tegna.com or one of our affiliate station domains.  
Recruiters or Hiring Managers will never request payments, ask for financial account information or sensitive information such as social security numbers.