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.

Release Assurance at the Speed of AI | Meet the new Sauce Labs

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.