Head of Sales Development

AirGarage

8d•Remote

About The Position

AirGarage is on a mission to bring real estate online, starting with parking. We replace broken parking machines, fragmented software, and manual, labor-intensive operations with a unified, data-rich operating system for parking real estate. We handle everything it takes to run and optimize a parking asset: payments, dynamic pricing, enforcement, license plate recognition, analytics, and more. By building all of our technology in-house, we are able to deliver a magical experience for drivers while providing real-time visibility and revenue increases of 20-50% or more for real estate owners. That’s why national real‑estate leaders like Hines and Greystar, as well as technology companies like Meta, partner with AirGarage to optimize their parking facilities. AirGarage uses datapoints like real-time occupancy, local events, weather, driver behavior, competitor pricing, and more to bring true intelligence to real estate owners’ assets for the first time. We’re investing aggressively to make the physical world legible to a digital system: cameras, sensors, and software that generate a firehose of real-time data about the world around us. That data fuels models and algorithms that allow us to optimize performance at each property while giving owners the clarity and control they’ve never had before. Before you can optimize an asset, you need to observe it. Before you can observe it, you need to bring it online. We are starting with the $131 billion US parking real estate market because it is one of the most offline and mismanaged commercial real estate asset types. 26% of the land area in the median American urban core is dedicated to parking. We are backed by top tier investors including Headline Growth, Andreessen Horowitz, Floodgate, Founders Fund, Abstract Ventures, and angel investors who have founded or worked at companies like Uber, Opendoor, Flexport, and more. Pipeline is the lifeblood of AirGarage’s revenue engine, and this role sits at the center of how it gets created. We are looking for a leader to scale our Sales Development organization while helping shape how pipeline is generated, prioritized, and converted across the business. You will work directly with our VP of Sales to lead the SDR team through second-line leadership while helping design the systems, data, and processes that power our top-of-funnel. That means developing SDR managers and partnering closely with Sales Leadership, Revenue Operations, and our future Head of Marketing to improve how we identify the right accounts, engage prospects, and convert demand into qualified pipeline. This is not a traditional SDR Manager role. While you will lead and scale our SDR organization, the core mandate is broader: helping build the engine behind how pipeline gets created at AirGarage. This role is ideal for someone who enjoys building and improving systems- not just operating them. We have a strong foundation, but significant opportunity remains to improve how we target accounts, run the SDR motion, and use data, technology, and emerging AI tools to increase funnel efficiency. If you enjoy helping organizations evolve from a good SDR team into a great pipeline engine, this role offers the chance to have an outsized impact on how AirGarage grows. Over time, this role will help shape a more scalable, data-driven revenue development engine that combines strong people leadership with better systems, data, and processes.

Requirements

7–10+ years of SaaS revenue experience
Experience managing SDR teams and developing SDR managers
Experience improving top-of-funnel performance (not just managing activity)
Strong familiarity with modern sales technology and emerging AI tools
A data-driven mindset and comfort working with funnel metrics
Experience collaborating closely with Marketing and Revenue Operations teams

Nice To Haves

Vertical SaaS companies
Businesses with a “rip and replace” sales motion
Data-driven revenue organizations with strong outbound or hybrid SDR motions
Companies where outbound prospecting plays a meaningful role in pipeline generation

Responsibilities

Lead the SDR organization through second-line leadership, developing managers and building a scalable team structure as we grow from ~11 to ~16 SDRs
Architect how pipeline is generated at AirGarage, evolving our inbound and outbound playbooks and how SDRs and AEs collaborate across accounts
Identify and implement ways to increase funnel throughput, improving conversion from lead → meeting → opportunity
Partner with Revenue Operations on tooling, automation, and emerging AI capabilities that make SDR teams more effective
Work cross-functionally with Sales Ops and Research to improve how we identify, prioritize, and enrich target accounts
Serve as a key partner to Marketing to ensure demand generation efforts convert into high-quality pipeline

Benefits

Equity: Have a stake in the business that you’re helping to build and grow.
Work remotely: Live and work wherever you like! We believe in folks working where they are happiest and most productive. We currently hire teammates that are located anywhere within North America.
Health insurance: We offer health insurance and currently cover 85% of the cost of medical, dental, and vision plans for the primary employee and 50% of the cost of plans for dependents.
Parental Leave: We offer 12 weeks of fully paid parental leave to all parents to bond with a newly born, adopted, or fostered child. The 12 weeks can be taken as a continuous leave or intermittently over the first 18 months of the child's life.
Home office setup: Get a laptop + additional equipment needed to set you up for success.
Time to recharge: We have an unlimited PTO policy with a minimum requirement of 10 days per year.
401k: Make financial planning right for you with a 401k retirement savings program.
Team Off-sites: ~2 times per year our team comes together for a full week in places like Tahoe, Puerto Vallarta, San Diego, Park City, and Austin.
BookGarage: Our team loves to learn and grow together, so join us for our optional recurring book club.
Room to grow: Our team will be orders of magnitude larger within a few years; as a part of our foundational team, you'll have opportunities to grow with us.
Transform our cities: The opportunity to change the way that the world thinks about real estate use in our cities.
Work with a diverse team: At AirGarage, we've always been committed to building a thriving team that represents the communities we serve. Our team is currently 40% female and 30%+ from underrepresented communities.