Director, Sales Development (outbound demand generation)

Job description

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 is responsible for defining and leading Equinix's outbound demand generation strategy and sales development transformation agenda. This role sits at the intersection of revenue marketing, sales development, operations, technology, data, and AI. The successful candidate will lead the evolution of Equinix's outbound engine, driving the people, process, technology, and operating model changes required to significantly increase pipeline creation, seller productivity, and revenue impact. While foundational programmes, processes, and technologies exist today, this role is focused on transformation and scale. The Director 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 leverages AI-driven innovation. Working closely with Sales, GTM Operations, Marketing, Data, Digital, and Technology teams, this leader will build a scalable, globally consistent outbound motion that contributes predictable pipeline growth across both direct and indirect routes to market. Key Outcomes Revenue & Pipeline Growth Increase outbound-sourced pipeline contribution and influence across all regions Improve SDR productivity, pipeline generated per representative, and overall return on investment Increase conversion rates across the outbound funnel from engagement through to qualified opportunity Improve account penetration and engagement within strategic target accounts Technology & AI Transformation Deliver measurable improvements in SDR productivity through automation and AI-enabled workflows Reduce manual administrative effort through automation and workflow optimisation Implement AI-powered capabilities for prospect research, account prioritisation, outreach optimisation, coaching, and call analysis Achieve broad adoption of approved AI-enabled selling technologies across the SDR organisation Establish data-driven performance management and predictive analytics capabilities that improve decision-making and forecasting accuracy Operational Excellence Standardise global outbound operating models, processes, and performance frameworks Improve outbound data quality, lead routing, segmentation, and account prioritisation capabilities Create scalable onboarding, coaching, certification, and continuous learning programmes Develop industry-leading reporting, attribution, and measurement frameworks connecting activity to pipeline and revenue outcomes Responsibilities Outbound Strategy & Transformation Define and execute the global outbound demand generation and SDR transformation strategy Develop a multi-year roadmap that improves pipeline creation, productivity, scalability, and operational effectiveness Evaluate and optimise outbound engagement models, segmentation strategies, account prioritisation frameworks, and coverage approaches Lead change management initiatives associated with new processes, technologies, and operating models Establish global standards while supporting regional market requirements Revenue & Pipeline Performance Own outbound pipeline creation goals and performance measures globally Establish KPI frameworks covering productivity, efficiency, conversion rates, pipeline contribution, and revenue impact Drive accountability for achievement of business targets across regions Identify risks, performance gaps, and optimisation opportunities using data-driven analysis Partner with Sales and Revenue Operations leaders to improve forecasting and pipeline visibility SDR Leadership & Capability Development Lead and develop a global SDR leadership team and sales development organisation Build a high-performance culture focused on accountability, continuous improvement, and customer engagement Design scalable onboarding, enablement, coaching, and career development programmes Establish world-class sales development methodologies, qualification standards, and outbound best practices 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 Evaluate, implement, and optimise technologies that improve seller productivity and prospect engagement Partner with Marketing Operations, Revenue Operations, Data, and Technology teams to modernise the outbound technology ecosystem Implement AI-driven capabilities including account intelligence, prospect research, conversation intelligence, coaching, workflow automation, and predictive insights Drive adoption and change management to maximise business value from technology investments Create a culture of experimentation through structured testing of new technologies, outreach approaches, and productivity enhancements Cross-Functional Leadership Partner closely with Marketing, Sales, Revenue Operations, Data, and Digital teams to align demand generation and pipeline objectives Influence senior stakeholders on outbound strategy, investment priorities, and operational improvements Collaborate with campaign, ABM, partner, and field marketing teams to optimise the integration between marketing engagement and SDR execution Act as the executive sponsor for key outbound transformation programmes Executive Reporting & Governance Deliver regular business reviews to executive leadership Provide visibility into pipeline contribution, productivity, technology adoption, transformation progress, and business outcomes Present investment recommendations, business cases, and strategic plans to leadership stakeholders Establish governance frameworks that ensure sustainable operational excellence and continuous improvement Qualifications Required Experience Proven years of experience in B2B demand generation, revenue marketing, sales development, or go-to-market leadership roles Proven years leading large-scale SDR, BDR, or outbound demand generation organisations Proven experience leading business transformation initiatives involving people, process, technology, and operating model change Demonstrated success increasing pipeline generation, sales productivity, and go-to-market effectiveness Experience deploying and scaling sales engagement, automation, and AI technologies Strong understanding of pipeline management, funnel performance, forecasting, attribution, and revenue analytics Experience leading global or multi-regional teams within a complex matrix organisation Strong executive communication, stakeholder management, and influencing skills Bachelor's degree or equivalent experience Preferred Experience Experience within technology, digital infrastructure, cloud, SaaS, or telecommunications industries Experience implementing AI-enabled sales development and revenue marketing capabilities Experience with account-based marketing and account-based growth strategies Experience leading global transformation programmes with measurable business outcomes Leadership Characteristics Strategic and commercially minded leader Proven change agent who thrives in transformation environments Data-driven decision maker focused on measurable business outcomes Strong collaborator capable of influencing across functions and regions Passionate about talent development, coaching, and org