Senior Director, Growth

Location - Hybrid

This is a hybrid role based out of our San Francisco, Corporate Headquarter office, 3 days in the office, 2 days remote OR one of our Hub locations, Boston, MA or Raleigh, NC, which means you may be expected to work from a designated co-working space from time to time, and will otherwise work remotely from home, until such time as a dedicated office is established.

About Us

Sauce Labs is the world’s largest full-lifecycle, test automation platform, and the company behind Selenium. Trusted by 80% of the world’s top ten largest financial institutions and over 300,000 enterprise users, Sauce Labs provides the only AI platform capable of turning business intent into autonomous testing and quality assurance. With a proprietary dataset of 8.7 billion test runs, Sauce Labs empowers the Fortune 2000 to bridge the gap between AI-driven code generation and enterprise-grade software quality. Learn more at http://saucelabs.com.

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The Role:

The Senior Director, Growth is an AI-first revenue leader responsible for  driving the macro growth strategy, enterprise pipeline generation, and cross-functional alignment of an intelligent, end-to-end pipeline engine. Reporting to the SVP of Marketing, this role bridges marketing strategy and sales execution —focusing on scaling our integrated Demand Generation and Sales Development (SDR) organization through modern, agentic AI frameworks.

Rather than managing day-to-day tactical execution, you will focus on high-level channel architecture, budget optimization, sales leadership alignment, and scaling our marketing engine to maximize global pipeline output.

Responsibilities:

Pipeline Strategy & Executive Revenue Alignment

• Align with SVP, Marketing and Sales Leadership on global pipeline target setting, forecasting models, and macro growth strategy across inbound and outbound channels.
• Drive the strategy and adoption of an agentic AI revenue stack, agentic AI revenue stack, equipping Demand Gen and SDR teams with autonomous agents, predictive workflows, and AI-driven automation to transform pipeline velocity.
• Partner directly with executive leadership to align intent detection, lead handoff, SLA compliance, account scoring, and revenue forecasts.
• Set top-level performance metrics across the entire funnel (MQL, SAL, SQL, CAC, and LTV) and guide functional leads on portfolio optimization.

Demand Generation & Growth Strategy

• Align growth campaign budgets and resource planning across core programs, including ABM, paid media, field programs, and content syndication.
• Serve as an executive sponsor and mentor to functional Demand Generation leaders, empowering them to scale their teams, execute campaigns, leverage AI workflows, and execute high-impact programs.
• Partner closely with Marketing Operations to ensure growth strategies leverage and align with our enterprise martech infrastructure (including Salesforce, Marketo, Inflection, Segment, Clay, Clearbit, LeadIQ, LeanData, Gong, Nooks, and Gong Engage) and data attribution models.

Sales Development (SDR) Operations

• Provide strategic leadership to build and scale the inbound and outbound Sales Development (SDR) organization.
• Establish and refine high-converting SDR playbooks, qualification frameworks (MEDDPICC, BANT), and outbound messaging strategies, heavily augmented by agentic AI tools for prospecting and personalization.
• Set SDR activity targets, quota benchmarks, and career progression pathways in tight coordination with Sales Leadership.
• Drive enterprise outbound strategies to penetrate target accounts and optimize inbound response velocity.

Required Skills:

• Experience: 10+ years of progressive experience in B2B SaaS demand generation, with at least 3–5 years leading integrated demand gen and SDR/BDR teams.
• AI & Innovation Focus: Proven track record or deep expertise in leveraging modern AI tools and agentic workflows to increase team output, scale outbound SDR performance, and optimize channel efficiency.
• Track Record: Proven ability to build and scale a $20M+ pipeline engine and consistently hit revenue targets.
• Leadership: Exceptional cross-functional leadership skills with experience managing both creative marketers and fast-paced sales teams.
• Analytical Mindset: Deep mastery of marketing/sales technology, revenue attribution models, and data-driven pipeline forecasting.
• Communication: Excellent executive presentation skills with the ability to articulate marketing impact to C-level stakeholders.

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Sauce Labs is proud to be an Equal Opportunity employee and values diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender identity/expression/status, sexual orientation, age, marital status, veteran status or disability status.

Security responsibilities at Sauce

At Sauce, we will commit to supporting the health and safety of employees and properties, partnering with internal stakeholders to learn and act on ever-evolving security protocols and procedures. You’ll be expected to fully comply with all policies and procedures related to security at the department and org wide level and exercise a ‘security first’ approach to how we design, build & run our products and services.