Responsibilities

• Own the Sales Development function end to end — both Inbound qualification and Outbound prospecting.
• Build the Inbound motion: rapid speed-to-lead on qualified web, eCommerce, and Request for Quote inquiries; consistent qualification criteria; clean handoff to Channel Partners.
• Build the Outbound motion: target-account strategy, cadences, and playbooks aligned to Viking's priority segments.
• Set the Sale Development Representative (SDR) targets, coach performance, and create a clear career path from SDR to quota-carrying roles.
• Responsible for defining and aligning the criteria a potential customer must meet to move through each stage of the sales pipeline, including Service Level Agreements, and reporting in partnership with Sales.
• Own the demand plan: set targets, channel mix, and investment allocation to double marketing-sourced pipeline.
• Build Good / Better / Best product-marketing positioning and sales enablement for core and adjacent applications.
• Oversee creation of technical expertise into scalable, AI enabled content and campaigns.
• Orchestrate with digital teams to implement integrated and standalone campaigns across web, SEO, SEM, email, events, and channel marketing.
• Lead the launch and operation of the hybrid eCommerce route to market: RFQ path for engineered solutions and checkout path for standard products and spares.

Requirements

• Bachelor’s degree or equivalent professional experience required.
• 5+ years in B2B commercial leadership roles, with clear ownership of a revenue or pipeline number.
• Proven record building or scaling a Sales Development function (Inbound and Outbound) — hiring, coaching, quota design, tooling, and MQL→SQL discipline.
• Hands-on experience launching or scaling B2B eCommerce — ideally a hybrid RFQ + checkout model with channel-partner alignment.
• Strong grasp of product-marketing, including positioning, packaging, and sales enablement for tiered offerings.
• Understanding of web properties, SEO/SEM, and content operations as measurable revenue drivers.
• Commercially literate — comfortable owning a revenue number, not just an activity number.
• Analytical — fluent with funnel math, attribution, cohort behavior, SDR unit economics, and the economics of demand.
• Systems-minded — you design for repeatability, governance, and 1:many leverage rather than 1:1 heroics.
• Operator's instinct — you ship, measure, and iterate; you don't wait for perfect.
• Strong partner — credible with Sales, Application Engineering, Operations, and IT; builds trust quickly.
• People leader — attracts talent, sets clear expectations, and develops the next layer of leaders.