Michael J. McFarlane

About Michael J. McFarlane

Currently, a sales development director at Betterworks. A dedicated and results-oriented leader, I firmly believe that people are and always will be the most valuable asset! My leadership style is simple; build a strong team culture, everyone do your best, and take care of the little things!Nothing will surpass discipline and hard work! As a 4 year starter at a division one FCS football program, these value are built into my DNA.Always open to network and exchange thought provoking concepts! Let’s connect!

Experience

1. Director Sales Developement

   Betterworks

   Jul 2024 — Present · Austin, TX, US

   After six years at a Fortune 100 company, I joined a startup to test my mettle, stretch my skill set, and build a best-in-class, scalable Sales Development function. My mission: bring enterprise-level structure and execution to an SMB-focused SDR organization — and do it in a way that drives real pipeline, performance, and long-term growth.At a startup, no two days are the same, but my focus has remained consistent: building sustainable systems, developing top talent, and driving revenue through smart strategy and strong execution.Key Achievements & Responsibilities:• Increased top-of-funnel pipeline through targeted outbound programs and scalable systems.• Built and executed a global SDR strategy, collaborating with team members across North America and EMEA.•Manage a hybrid team structure, leading a frontline manager while directly supporting individual contributors.•Developed a sales-focused outreach curriculum that tightly integrates with marketing efforts to drive alignment and lead quality.•Hired and developed high-performing SDR talent, with a focus on coaching, enablement, and long-term growth.•Tech stack evaluation and optimization, with a strong focus on integrating AI to enhance productivity and personalization.•Partnered closely with C-suite stakeholders to shape and refine our overall GTM strategy.•Designed compensation structures and KPIs aligned with business goals and rep success.•Built repeatable onboarding and enablement programs to reduce ramp time and increase outbound engine capacity.•Drove improvements in pipeline creation, velocity, and conversion, aligning closely with Sales and RevOps.I’m passionate about turning high-level vision into day-to-day execution, and building a sales development function that’s not just effective today — but built to scale for tomorrow.

Education

• Georgetown University

  Bachelor's degree