Director of Global Inside Sales & Growth Pipeline

Director of Global Inside Sales & Growth Pipeline

Based in: Montreal, QC, Canada
Reports to: Vice President, Global Marketing & Growth Strategy

Overview

GardaWorld is seeking a Director of Global Inside Sales & Growth Pipeline to build and scale a high-performing pipeline generation capability across our global businesses.

Reporting to the Vice President, Global Marketing & Growth Strategy, this leader will bring together 2 complementary capabilities (Inside Sales via phone, email and digital channels, and Lead Sourcing) to help our businesses identify the right accounts and decision-makers, engage prospects effectively, and convert opportunities into measurable pipeline.

This is not a traditional Inside Sales leadership role: this team does not replace field sales prospecting; it feeds it upstream by generating and qualifying opportunities for the sales teams. We are looking for a growth-oriented commercial leader who can build repeatable methodologies, develop high-performing teams and scale pipeline-generation capabilities across businesses with different markets, maturity levels and growth ambitions.

Key Responsibilities

• Lead and scale Global Inside Sales and Lead Sourcing, establishing the methodologies, playbooks, processes, training and performance standards required to build a world-class pipeline generation capability.
• Develop scalable growth models for our business units, adapting Inside Sales and Lead Sourcing capacity to their market opportunity, maturity, growth objectives and evolving needs.
• Build high-performing teams and leaders, creating a strong performance culture focused on coaching, accountability, continuous improvement and talent development.
• Drive pipeline performance and economics, connecting activities to qualified opportunities, pipeline, conversion, revenue and ROI, not simply call, email or activity volume.
• Strengthen Sales and Marketing orchestration, ensuring target-account intelligence, marketing demand, Inside Sales engagement and Sales follow-up operate as one connected growth engine.
• Leverage data, technology and AI to improve account identification, prospect intelligence, prioritization, productivity and performance while preserving high-quality human engagement.

Qualifications

• 10+ years of experience in Inside Sales, Sales Development, Business Development or B2B pipeline generation, including significant leadership experience.
• Proven experience building or scaling high-performing BDR, SDR or Inside Sales organizations.
• Strong understanding of Lead Sourcing, account intelligence, prospect data and target-account development.
• Demonstrated ability to translate prospecting activities into qualified pipeline, revenue and measurable ROI.
• Experience developing scalable methodologies, playbooks, training and performance-management frameworks.
• Strong understanding of CRM, sales engagement, prospect intelligence and emerging AI-enabled sales technologies.
• Strong analytical and commercial acumen, combined with outstanding people leadership and coaching capabilities.
• Experience operating across multiple businesses, markets or geographies is a strong asset.

The Profile We Are Looking For

We are looking for someone who thinks like a growth operator and leads like a commercial executive.

This individual is obsessed with pipeline economics rather than activity volume and understands that high-performing pipeline generation begins before the first call: with the right accounts, the right contacts, the right intelligence and the right approach.

Most importantly, this leader knows how to take what works, understand why it works, and industrialize and scale it across businesses with different levels of maturity and growth ambition.