Director, Sales Development - Stellarus

Your Work 

In this role, you will be responsible for: 

Sales Development Strategy & Pipeline Ownership

• Own sales development strategy, including outbound, inbound, partner-sourced, and event-driven pipeline generation.
• Define ideal customer profiles (ICP), qualification frameworks, and handoff criteria between BDRs and sales leadership.
• Establish pipeline targets, activity benchmarks, and conversion goals aligned to company growth objectives.
• Partner with Marketing to align campaigns, messaging, and demand generation programs with sales priorities.

BDR Leadership & Talent Development

• Lead, coach, and develop BDRs to achieve consistent, high-quality pipeline outcomes.
• Set clear performance expectations, career paths, and development plans for sales development talent.
• Build a culture of accountability, learning, and continuous improvement.
• Support hiring, onboarding, and ramping of new sales development team members.

Sales Enablement & Operating Excellence

• Design and maintain sales enablement programs including playbooks, messaging frameworks, call guides, and objection handling.
• Ensure consistent use of CRM, sales tools, and reporting to drive visibility and forecast accuracy.
• Establish scalable sales development processes that support growth without sacrificing quality.
• Use data and insights to refine outreach strategies, improve conversion rates, and optimize performance.
• Own the end-to-end sales development enablement framework, including onboarding, ongoing training, and centralized knowledge management.
• Design, lead, and optimize cross-functional processes for proposal/quote generation, deal desk, and RFP intake/response in partnership with Global Business Services and Legal.

Technical Sales Direction & Solution Alignment

• Provide technical direction to the sales development function, ensuring accurate positioning of Stellarus products and solutions.
• Partner closely with Product Management, Engineering, and Architecture to stay current on capabilities, roadmaps, and constraints.
• Support technical discovery, solution framing, and early-stage validation conversations with prospects.
• Lead the integration of AI-powered sales tools and automation to increase productivity, improve targeting, and enhance customer engagement.
• Continuously evaluate and implement emerging sales technologies to scale impact and reduce manual effort.

Cross-Functional Collaboration & Feedback Loops

• Act as a strategic partner to Product, Marketing, Customer Success, Legal, and Operations.
• Surface market feedback, technical objections, and customer insights to inform product and go-to-market decisions.
• Support deal progression by aligning internal stakeholders around customer needs and solution fit.

Metrics, Reporting, & Continuous Improvement

• Define sales development success metrics and reporting requirements in partnership with Sales Operations.
• Partner with Sales Operations to design and maintain dashboards that provide actionable visibility in BDR performance, pipeline health, and capacity.
• Translate sales development data into insights that inform hiring plans, enablement priorities, and go‑to‑market strategy.

Your Knowledge and Experience 

• Requires Bachelor’s degree in business, technology, marketing, or a related field, or High School Diploma/GED and 4 years of additional relevant experience in lieu of a degree.
• Requires 12 years of experience in sales development, sales leadership, business development, or technical sales roles. 
• Requires a minimum of 6 years prior people management experience with direct responsibility for supervising, coaching, and evaluating direct reports.
• Requires demonstrated experience leading BDR/SDR teams and scaling sales development functions. 
• Requires strong understanding of enterprise and/or healthcare technology sales motions. 
• Requires ability to translate technical concepts into clear, compelling customer value. 
• Requires proven ability to lead cross-functionally and influence without authority.
• Experience supporting healthcare, life sciences, or highly regulated enterprise technology environments strongly preferred.
• Experience with Salesforce CRM, sales enablement platforms, and AI-driven sales tools strongly preferred. 

About Stellarus and the Ascendiun Family of Companies

Stellarus, launched in January 2025, is designed to scale innovative healthcare solutions that support customers in creating a health care experience deserving of their family, friends, and neighbors.    
 
Stellarus is part of a family of organizations that is overseen by a nonprofit corporate entity named Ascendiun. The Ascendiun Family of Companies also includes Blue Shield of California and its subsidiary, Blue Shield of California Promise Health Plan and Altais, a clinical services company. 

Stellarus’ vision is to empower its customers to create a healthcare experience that is worthy of their family, friends, and neighbors. Stellarus’ objective is to offer innovative, modern, scalable solutions that challenge the health care status quo. This very closely aligns with Blue Shield of California’s vision by using innovation to improve quality, affordability, and experience for members.   

To achieve our mission, we foster an environment where all employees can thrive and contribute fully to address the needs of the various communities we serve. We are committed to creating and maintaining a supportive workplace that upholds our values and advances our goals.

Our Values: 

At Stellarus, our core values of agility, trust, drive, courage and service shape our approach to developing innovative product offerings.

Physical Requirements:

Office Environment - roles involving part to full time schedule in Office Environment. Based in our physical offices and work from home office/deskwork - Activity level: Sedentary, frequency most of work day.

Please click here for further physical requirement detail. 

Equal Employment Opportunity:

External hires must pass a background check/drug screen. Qualified applicants with arrest records and/or conviction records will be considered for employment in a manner consistent with Federal, State and local laws, including but not limited to the San Francisco Fair Chance Ordinance. All qualified applicants will receive consideration for employment without regards to race, color, religion, sex, national origin, sexual orientation, gender identity, protected veteran status or disability status and any other classification protected by Federal, State and local laws.