About Pepper

Pepper is the operating system for the independent food distributor, the $1T industry we all rely on to feed us every day. Our customers are the family-owned, regional, and specialty wholesalers feeding the restaurants in your neighborhood.

We're the category leader, and we just closed a $50M Series C and are backed by Lead Edge, ICONIQ, and Greylock. Our agentic products handle the messy and manual workflows that the industry has run on for decades, rebuilding how distributors set prices, take orders, collect payments, and find new clients. Our platform marks a fundamental shift in what’s possible for distributors, and we’re seeing the traction in our customer base: we’re growing quickly, with a large, untapped market in front of us, and a slew of new products on the way.

Head of Sales Development at Pepper

As the Head of Sales Development, you’ll lead the team that fuels our sales engine. Reporting directly to the SVP of Sales, you’ll scale an existing team of 20 SDRs and managers to accelerate pipeline generation. You’ll own outbound strategy end to end and partner closely with marketing to convert inbound leads. This is a foundational leadership role for our sales team that will shape what the function looks like.

What You’ll Do

• Build, develop, and scale the SDR team: hire, onboard, coach, and manage performance across a growing group of sales development representatives.
• Own the pipeline generation number: set targets, track leading indicators, and course-correct sequences and outreach strategy to hit them.
• Design and continuously refine outbound playbooks and partner with marketing on campaigns to boost outbound activity and convert inbound leads.
• Implement modern SDR tooling and AI-enabled workflows that enable the team to scale efficiently.
• Partner closely with sales managers and rev ops to adjust strategy and territories as ICP and products evolve.
• Become an expert in the independent food distribution industry—its operators, economics, and workflows—and build a team that speaks distributors' language.
• Develop SDRs for an AE career path—Pepper's SDRs are hired with the expectation of growing into closing roles, and you'll put in place the program that helps them build the right skills.

What You’ll Bring

• 5+ years in GTM roles with 2+ years directly managing a team of SDRs/BDRs at a high-growth B2B SaaS company.
• Experience scaling an SDR org and delivering results at a high-growth startup, with a track record of overattaining quota and of SDRs on your team being promoted to top-performing AEs.
• Resourcefulness, drive, and comfort building process where none exists.
• Strong command of outbound tooling, including HubSpot and Gong, or similar platforms.
• High agency to move quickly while maintaining a high quality bar.
• Food distribution or other supply chain or field operations sales experience is a plus but not required.

Why This Role

Food distribution is a relationship-based industry and sales development conversations are a major part of that. You’ll take the team to the next level, applying best practices and writing the playbook to build quality pipeline at scale and setting the standard for how SDRs become AEs. Pepper is growing quickly, and this is a chance to lead a function at a category-defining company as we rebuild how a $1T industry runs with AI at the core.