Justin Otley

Business Development Executive

Washington, District of Columbia, United States12 yrs 11 mos experience

Key Highlights

Built revenue pipeline from 0 to 80+ reps.
Achieved 400% revenue increase per SDR.
Developed internal talent engine promoting 16 SDRs.

Stackforce AI infers this person is a SaaS Sales Development Leader with expertise in scaling teams and driving revenue.

Contact

Skills

Other Skills

Enterprise SoftwareSales ProcessSalesCloud ComputingBusiness DevelopmentManagementSaaSSolution SellingStrategyCold CallingLeadershipCRMSales ManagementStrategic PartnershipsProfessional Services

About

My career's taught me something most leaders skip. It's hard to coach what you haven't done. And harder to scale what you haven't built by hand first. I’m a builder of revenue pipeline & talent engines that compound and get better before they get bigger. I've done it: - from 0 to 80+ reps - inside complex mid-market & enterprise orgs - where conditions were unclear, broken, or changing fast I'm driven by developing people and systems that raise the bar and hold up long after I'm gone. "To give anything less than your best is to sacrifice the gift." ~ Steve Pre

Experience

Netskope

VP, Global Sales Development & Acceleration

Feb 2026 – Present · 2 mos

Mentorpass

Mentor

Jul 2025 – Present · 9 mos

Level access

VP, Global Sales Development

Feb 2025 – Feb 2026 · 1 yr · Remote

Re-architected the global Sales Development operating model within the first 10 months, driving material YoY improvements in per rep productivity & total team output:
Per SDR / per quarter
+46% meetings booked
+36% SQOs created
+22% pipeline generated
+21% revenue sourced
Total team output YoY (flat headcount)
+50% meetings booked
+39% SQOs created
+21% pipeline generated
+101% inbound pipeline production

Talkdesk

VP, Global Sales Development

Apr 2023 – Feb 2025 · 1 yr 10 mos

Owned global SDR strategy, capacity planning, performance management, and executive reporting for the function
Increased pipeline per SDR by 161% and revenue per SDR by 400% by redesigning SDR operating model, tiering, and promotion paths
Drove 133% increase in outbound production through modernized messaging frameworks, account-based motion, and global prospecting events
Promoted 16 SDRs into top-performing revenue and GTM roles in under two years, creating a durable internal talent engine

Software ag

6 roles

Sr Director, Sales Development

Promoted

Jan 2022 – Apr 2023 · 1 yr 3 mos

Led global Sales Development across four regions, owning pipeline generation strategy, capacity planning, and performance management
Drove global Prospecting Days and Engineered Sales Plays (ESPs) to align Marketing, SDR, and Sales around priority initiatives
Implemented a unified global messaging framework adopted across all GTM teams
Partnered closely with RevOps, Sales Ops, Marketing Ops, and Finance to improve funnel visibility, forecasting accuracy, and end-to-end sales execution

Director of Sales Development

Promoted

Jan 2019 – Dec 2021 · 2 yrs 11 mos

Owned Americas SDR organization through multiple growth phases, scaling team to 40 SDRs and 4 Managers
Generated $550M+ in pipeline and $58M+ in bookings over three years
Built and scaled Digital Account Representative (hybrid SDRs/closers) and University Hire programs, converting early-career talent into full-time revenue contributors
Designed and implemented global SDR interview framework and helped create the company-wide Sales Competency Model
Led global SDR enablement, call camps, and messaging workshops to raise quality at top and mid-funnel
2021: 113% of quota | 70% of team achieved or exceeded quota
2020: 95% of quota during global disruption; rebuilt operating model, systems, and leadership bench
2019: 137% of quota | 100% of team achieved or exceeded quota

Sr. Manager of Sales Development - Americas

Promoted

Jan 2017 – Dec 2018 · 1 yr 11 mos

Built outbound prospecting motion from the ground up: targeting, messaging, tooling, and enablement
Built Inbound SDR playbook to improve speed-to-lead, qualification quality, and AE handoff
Hired and enabled first SDR teams in Germany and Dublin, establishing repeatable NAM-to-EMEA operating processes
2018 - 132% of Quota | 87% of SDRs hit & overachieved their numbers
2017 - 125% of Quota | 73% of team hit & overachieved | Expanded to LATAM overseeing Americas

Manager of Sales Development - North America

Promoted

Jan 2015 – Dec 2016 · 1 yr 11 mos

2016 - 119% of Quota - 75% of team hit & overachieved their numbers
2015 - 104% of Quota - Promoted to SDR Manager after 2 years | 80% of team hit & overachieved their numbers