Ditto
Global SDR Lead
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About Ditto
At Ditto, we're redefining digital trust. Our unified identity platform helps banks, financial institutions, governments and other regulated organisations verify identities, prevent fraud and deliver secure digital experiences through identity verification, authentication, passwordless access and mobile threat defence. As we continue to grow globally, we're evolving beyond traditional identity solutions to build a continuous trust platform that intelligently protects every interaction throughout the customer journey.
We're looking for a Global SDR Lead to build, lead and scale the outbound engine that fuels our expanding international sales organisation.
The Role
This isn't a role for someone building their first SDR playbook. We're looking for a proven sales development leader who has built and run high-performing SDR teams at a global SaaS or cybersecurity company, understands enterprise buying cycles in regulated industries, and knows how to turn outbound activity into qualified pipeline for a global sales team.
You'll own the strategy, systems and people behind Ditto's sales development function across our regions, working closely with Regional Sales Managers, Marketing and Revenue Operations to make sure every territory has the pipeline it needs to hit target.
What You'll Be Doing
- Build and lead a distributed team of SDRs/BDRs across multiple regions and time zones, including hiring, onboarding, coaching and performance management.
- Design and continuously improve Ditto's global outbound playbook — sequencing, messaging, tooling and qualification criteria (e.g. MEDDPICC/MEDDIC-aligned).
- Set and own pipeline generation targets in partnership with Regional Sales Managers, ensuring outbound effort is aligned to each region's priority accounts and ICP.
- Partner with Marketing to convert inbound demand and campaigns into qualified opportunities, and feed market insight back into campaign planning.
- Build repeatable prospecting motions into banking, financial services and other regulated industries, targeting the personas who buy Identity, CIAM/IAM, Authentication, Mobile Security, App Security and Identity Verification solutions.
- Own the SDR tech stack (CRM, sequencing, enrichment, intent data) and the reporting that gives leadership visibility into pipeline coverage and conversion.
- Establish clear qualification standards and a smooth handoff process between SDRs and the regional sales team.
- Represent the SDR function in forecasting and pipeline reviews, and report on team performance, conversion rates and pipeline contribution.
- Act as a career coach and mentor, building a team that develops into future Account Executives and sales leaders.
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What We're Looking For
You'll be an experienced sales development leader with a track record of building teams that consistently deliver pipeline. Ideally you'll bring:
- Proven experience leading SDR/BDR teams at an enterprise SaaS or cybersecurity company, ideally across multiple regions.
- Experience generating pipeline for solutions such as Identity, CIAM, IAM, Authentication, Mobile Security, App Security or Identity Verification.
- A track record of hiring, coaching and retaining high-performing SDRs, with several promoted into closing roles.
- Hands-on fluency with outbound systems and tooling (CRM, sales engagement platforms, enrichment/intent data) and comfort building playbooks from scratch.
- Experience partnering with sales leadership and marketing to align outbound motion with regional go-to-market strategy.
- A strong grasp of enterprise sales methodology (MEDDPICC, MEDDIC or Challenger) and how SDR qualification feeds it.
- Familiarity with banking, financial services or other regulated industries, and the buying committees within them (CIOs, CISOs, CTOs and senior business stakeholders).
- Data-driven instincts — comfortable owning targets, forecasting pipeline contribution and diagnosing conversion issues.
- A builder's mindset and the confidence to create a global function from the ground up.
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What Success Looks Like
Successful people in this role will:
- Build and scale a global SDR team that consistently delivers pipeline coverage against target across every region.
- Create a repeatable, well-documented outbound playbook that other regions and future hires can run with.
- Develop SDRs into strong future Account Executives, building a genuine talent pipeline for the wider sales organisation.
- Work as a trusted partner to Regional Sales Managers and Marketing, not just a lead-generation function.
- Contribute directly to the growth of a rapidly expanding international sales organisation.
Why Join Ditto
We're a truly global team united by a shared mission: making digital trust simple, secure and accessible for everyone.
As a scaling business, we're building something special. That means plenty of opportunity to make an impact, shape the future of our products and influence the direction of our commercial organisation. We value people who are proactive, collaborative and comfortable taking ownership in a fast-moving environment.
You'll work alongside talented colleagues across multiple countries. We believe the best ideas come from collaboration, so while you'll have the freedom to work remotely, we also bring our teams together regularly. You'll be expected to travel to meet the team, customers and partners, helping us stay connected as we continue to grow.
If you're excited by building something from scratch, enjoy developing people and want to be part of a business with ambitious global growth plans, we'd love to hear from you.
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