Sales Development Director

About Ushur

Ushur helps healthcare, insurance, financial services, and public sector organizations use AI agents to complete complex customer journeys. Our platform brings together conversations, documents, and enterprise workflows so customers can get things done, from accessing health plan services to moving an insurance request forward. Security, governance, auditability, and human oversight are built into how the platform operates.

With the launch of the Ushur Agentic Platform, we are bringing a new generation of customer experiences to market. The opportunity is to make the value of agentic AI concrete for enterprise buyers: more completed journeys, faster service, and less manual work. Your team will start those conversations with enterprise buyers.

About the role

You will build and lead Ushur’s sales development team, turning inbound interest and targeted outbound into qualified enterprise pipeline across healthcare, insurance, financial services, and the public sector. Reporting to the Vice President of Marketing and serving on the revenue leadership team, you will own the sales development strategy, operating model, and results.

This is a hands-on leadership role. You will hire and develop the team, decide where it focuses, and build an AI-assisted prospecting motion suited to long, multi-stakeholder enterprise buying cycles. Working closely with the sales team and other go-to-market teams, you will make sure every qualified opportunity is ready to advance.

This is a remote/hybrid role.
Our marketing team is based in the Bay Area (near Ushur HQ in Santa Clara) and Texas, so candidates in California or Texas have the option to work in person with teammates.
We’re open to great candidates wherever they are.

What you will own

• Pipeline strategy and coverage.
  Set the sales development plan with sales leadership: target segments, account priorities, territory alignment with the sales team, and team capacity. Decide where outbound, inbound, and account-based plays will create the most qualified pipeline.
• Industry-specific enterprise plays.
  Build account-based motions for health plans, insurers, financial institutions, and public sector agencies that reach the full buying group, including customer experience, operations, IT, and compliance leaders, with messages grounded in their regulatory and operational realities.
• Every source of demand.
  Run fast, consistent follow-up on inbound interest, and turn product-led evaluations and partner referrals into qualified opportunities alongside outbound.
• An AI-assisted prospecting engine.
  Use signals, enrichment, and AI research and drafting tools to target accounts and personalize outreach, and automate routine work so the team spends more time in conversations. Set standards for reviewing AI output and protecting customer data.
• Pipeline quality, not activity.
  Define and report the metrics that matter: sales-accepted opportunities, conversion by stage and source, and pipeline that turns into revenue. Run regular pipeline reviews with sales leadership and change what isn’t working.
• A team people want to join and grow from.
  Hire, onboard, and coach SDRs on discovery, objection handling, and qualification. Design incentives with sales leadership, build career paths into closing roles, and develop future SDR leaders.
• Clean handoffs and a market feedback loop.
  Agree on qualification standards and handoff expectations with the sales team, and bring what the team hears from buyers back to marketing and product teams.

What success looks like in six months

• A working operating model.
  Segments, account priorities, and team capacity agreed with sales leadership, with qualification and handoff standards that the sales team trusts.
• Pipeline you can see and predict
  . Growth in SDR-sourced pipeline dollars and share of total pipeline, with more opportunities advancing to later stages and progressing faster. Regular pipeline reviews with sales leadership make performance against targets, conversion trends, and priorities for improvement clear.
• A motion that scales
  . Existing industry-specific account-based plays strengthened and new plays launched for priority segments, with early pipeline results showing which warrant further investment. AI-assisted research and outreach workflows in daily use, improving SDR productivity and performance. A hiring and onboarding plan aligned with pipeline goals.

What you will bring

• Sales development leadership.
  You have 8+ years in B2B sales or sales development, including 3+ years leading SDR or BDR teams, with a record of hitting pipeline targets as a leader.
• Built, not just inherited.
  You have built or scaled a sales development team at a high-growth company, including hiring, onboarding, and promoting SDRs into closing roles. Experience managing managers is a plus.
• Enterprise and regulated markets.
  You have generated pipeline for complex enterprise deals with multiple stakeholders. Experience selling into healthcare, insurance, financial services, or the public sector is strongly preferred, and personal closing experience is a plus.
• Qualification judgment.
  You know enterprise qualification frameworks and can teach a team to qualify consistently, so opportunities hold up after the handoff.
• Modern sales stack.
  You are fluent in CRM, sales engagement, and data and signal tools, for example Salesforce or HubSpot, Outreach, LinkedIn Sales Navigator, and enrichment platforms. You work with operations teams to configure them well.
• Data fluency.
  You can build and read pipeline reporting, including conversion by stage and source and attribution, and use it to decide where the team spends its time.
• Independent execution.
  You set priorities, make decisions with incomplete information, and adjust quickly when something isn’t working.
• AI-first execution.
  You have used AI tools and agents to improve how a sales development team works, such as account research, signal-based targeting, personalization, call preparation, or lead routing, and you can show the effect on pipeline or productivity. You review AI output for accuracy, protect customer and prospect data, follow outreach and privacy rules, and keep human judgment in every customer conversation. We are looking for workflows you have designed and rolled out to a team, beyond everyday chatbot use.

Why join Ushur

You will shape how Ushur builds pipeline as a new agentic platform reaches enterprise buyers. The team, playbooks, and AI-assisted workflows you put in place will become the foundation the sales organization grows on, and you will work directly with revenue leadership on where Ushur invests. The scope comes with an expectation: make choices, build a team that performs, and learn quickly from results.

Benefits and workplace

Ushur offers stock options, a 401(k) plan, health, dental, and vision coverage, and additional insurance benefits. Time off includes unlimited PTO, 10 paid holidays, and a full week off at the end of December. We support role-related certifications and continuing education.

Employees near our headquarters work in a hybrid model; fully remote roles are available outside the headquarters area. We value respect, inclusion, collaboration, and a growth mindset, and welcome people with different backgrounds and perspectives.